CIPS Exam L4M5 Topic 3 Question 62 Discussion

Actual exam question for CIPS's L4M5 exam

Question #: 62
Topic #: 3

[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 Malcolm at Jun 19, 2024, 08:11 PM

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Arlean

4 months ago

I see your point, Oren. Ignoring the human aspect can lead to missed opportunities in negotiation.

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Oren

4 months ago

I believe C) Focuses on the facts and not the people is also a weakness.

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5 months ago

A 'dealer' style negotiator who shifts position quickly? That's like a chameleon with ADHD!

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Vanda

4 months ago

B) May be too assertive

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Val

4 months ago

A) May shift position quickly

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Glen

5 months ago

I think B) May be too assertive is a weakness.

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