CIPS Exam L4M5 Topic 11 Question 66 Discussion

Actual exam question for CIPS's L4M5 exam

Question #: 66
Topic #: 11

[All L4M5 Questions]

Which of the following is considered a weakness of a 'dealer' style negotiator?

AMay shift position quickly

BMay be too assertive

CFocuses on the facts and not the people

DVery precise

Show Suggested Answer

Suggested Answer: A

A useful and simple shorthand for preferred negotiation styles is summarised by four simple descriptor: 'warm', 'tough', 'logical' and 'dealer', which can be applied to describe individuals' dominant preferred style in most circumstances.

Warm - a people person

Tough - a hard-nosed negotiator

Logic - a numbers person

Dealer - a trader who loves bargaining

Strengths, weaknesses of dealer style are described below:

LO 2, AC 2.4

by Carylon at Aug 04, 2024, 07:56 PM

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Chantell

2 months ago

I think being very precise could also be a weakness as it may limit flexibility in negotiations.

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Adela

3 months ago

Haha, I bet a dealer-style negotiator would be great at playing poker. They're probably too focused on the numbers to read people's expressions.

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Lisha

2 months ago

C) Focuses on the facts and not the people

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Nathan

2 months ago

B) May be too assertive

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Gabriele

2 months ago

A) May shift position quickly

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Virgie

3 months ago

D is definitely the weakness. Being too precise can make you seem inflexible and unwilling to compromise.

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Nichelle

1 months ago

D) Very precise

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Shawna

2 months ago

C) Focuses on the facts and not the people

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Delmy

2 months ago

B) May be too assertive

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Jade

2 months ago

A) May shift position quickly

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Titus

3 months ago

I believe focusing on the facts and not the people can also be a weakness.

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Freeman

3 months ago

I agree with Ocie, being too assertive can be off-putting in negotiations.

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Claudio

3 months ago

I disagree, I think B is the weakness. Being too assertive can really backfire in a negotiation.

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Renato

2 months ago

C) Focuses on the facts and not the people

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Tonette

3 months ago

B) May be too assertive

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Erick

3 months ago

A) May shift position quickly

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Fletcher

3 months ago

I think C is the correct answer. A dealer-style negotiator tends to focus too much on the facts and not enough on the people involved.

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Valda

2 months ago

D) Very precise

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Luisa

3 months ago

C) Focuses on the facts and not the people

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Agustin

3 months ago

B) May be too assertive

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Willow

3 months ago

A) May shift position quickly

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Ocie

3 months ago

I think a weakness of a 'dealer' style negotiator is being too assertive.

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