Exam L5M15 Topic 1 Question 26 Discussion

Actual exam question for CIPS's L5M15 exam
Question #: 26
Topic #: 1
Which of the following is a disadvantage of apositionalapproach to negotiation?Select TWO.

Suggested Answer: A,D Vote an answer

Positional bargaining starts with fixed opening stances and trades concessions from those stances. This often reduces flexibility and can make participants defensive or entrenched, inhibiting creativity and joint problem- solving.
Reference:CIPS L5M15 - Approaches to negotiation: Positional vs Principled.

by Maxwell at Feb 07, 2026, 04:02 AM

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