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CIPS Exam L4M5 Topic 11 Question 78 Discussion

Actual exam question for CIPS's L4M5 exam
Question #: 78
Topic #: 11
[All L4M5 Questions]

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

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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 Micah at Jan 28, 2025, 07:08 PM

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Elsa
3 days ago
I agree with Filiberto, being too assertive can be a problem in negotiations.
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Chantell
13 days ago
I'm going with A. A negotiator who shifts position quickly may seem untrustworthy and make it harder to reach a mutually beneficial agreement.
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Darell
15 days ago
Ha! A 'dealer' negotiator being 'very precise'? That's like a bull in a china shop trying to be a ballerina. I'd say D is way off the mark.
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Elly
16 days ago
I disagree. I believe the correct answer is C. Focusing on the facts and not the people can be a weakness, as negotiation is often about building relationships and understanding the other party's perspective.
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Lorrine
17 days ago
I think the correct answer is B. A 'dealer' style negotiator who is too assertive can be a weakness, as it may come across as aggressive and turn off the other party.
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Filiberto
29 days ago
I think a weakness of a 'dealer' style negotiator is being too assertive.
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