Exam L4M5 Topic 10 Question 224 Discussion
Actual exam question for CIPS's L4M5 exam
Question #: 224
Topic #: 10
Question #: 224
Topic #: 10
A procurement manager withholds important information to strengthen negotiating power. Is this appropriate when using an integrative negotiation style?
Suggested Answer: B Vote an answer
Integrative negotiation relies on openness and trust, aiming to identify underlying interests, not just positions.
Withholding information is typical of distributive (win-lose) bargaining, where each side protects its bottom line. In an integrative context, hiding key details prevents mutual understanding, reduces creative option- building, and damages relationship trust. Instead, transparency enables value creation-such as joint cost reduction or innovation. CIPS emphasises that power must be balanced with openness when integrative outcomes are desired.
Reference: CIPS L4M5 (2nd ed.), LO 1.1 - Principles of integrative vs distributive negotiation.
Withholding information is typical of distributive (win-lose) bargaining, where each side protects its bottom line. In an integrative context, hiding key details prevents mutual understanding, reduces creative option- building, and damages relationship trust. Instead, transparency enables value creation-such as joint cost reduction or innovation. CIPS emphasises that power must be balanced with openness when integrative outcomes are desired.
Reference: CIPS L4M5 (2nd ed.), LO 1.1 - Principles of integrative vs distributive negotiation.
by Zachary at Jul 10, 2026, 07:09 PM
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