Exam L4M5 Topic 13 Question 377 Discussion

Actual exam question for CIPS's L4M5 exam
Question #: 377
Topic #: 13
How can having a best alternative to a negotiated agreement (BATNA) support the buyer in a negotiation?
Select THREE options that apply.

Suggested Answer: A,B,F Vote an answer

Having a BATNA:
Increases assertiveness (A): Knowing the fallback position empowers the buyer to negotiate more confidently.
Reduces the chance of a poor agreement (B): A BATNA ensures the buyer does not feel pressured to accept suboptimal terms.
Identifies walk-away points (F): It sets a clear boundary, allowing the buyer to exit negotiations if terms don't meet minimum requirements.
These align with CIPS's guidance on using BATNA to strengthen negotiation strategies.

by Lindsay at May 11, 2026, 10:28 AM

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