L4M5 Exam Dumps | A garden furniture supplier currently in negotiations for a high-value contract has offered the procurement

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CIPS.L4M5.v2025-12-23.q175
Question 74

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Question 74/175

A garden furniture supplier currently in negotiations for a high-value contract has offered the procurement manager a visit to their site. The supplier suggests that during this visit, they can undertake the contract negotiation. What would be an appropriate response from the procurement manager?

A. Accept the offer as this would be an ideal opportunity to see what the supplier can offer and will provide the supplier with familiarity while negotiating

B. Accept the offer as this would save time. A supplier visit and negotiation could be done at the same time

C. Decline the offer as it would take too much time to go and visit the supplier

D. Decline the offer as negotiating while on a site visit will provide the supplier with an unfair advantage because they will be in a familiar environment

Correct Answer: D

Negotiating in the supplier's environment (their site) can unintentionally shift the power dynamic. The supplier may gain apsychological edgedue to the comfort and control of their surroundings. Best practice recommends holding negotiations in aneutral settingto ensure balance and reduce any influence based on physical context. While site visits are beneficial for supplier evaluation, they should beseparate from the negotiationto maintain objectivity.
Reference: L4M5 Commercial Negotiation 2nd edition (CORE), Section 3.4 - Controlling the Environment of Negotiation

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