During a negotiation, José Gómez (salesperson for a strategic supplier) says his sales director will...

Vendor: CIPS
Product: L4M5
Update on: Jan 24, 2026
Questions: 395

CIPS L4M5 Question Answer

During a negotiation, José Gómez (salesperson for a strategic supplier) says his sales director will not approve discounts on initial purchases. However, he offers a 5% discount on the aftercare package, which gives the same monetary saving. Sally Pampas needs both the product and the aftercare package and aims for a 5% discount off the purchase price. To achieve a win-win (integrative) outcome, Sally should:

Decline the offer and walk away from the negotiation

Accept the offer of a 5% discount on the aftercare package

Ask José to apply a 15% discount on the purchase price

Ask José to apply the 5% discount on the purchase price