Certified Supply Chain Professional (CSCP) Practice Exam

How do soft negotiators typically approach an agreement?

1. They prioritize mutual benefits and shared outcomes.

2. They focus on long-term relationship building.

3. They value agreement and may accept one-sided agreements.

4. They insist on equal concessions from all parties.

The correct answer is: They value agreement and may accept one-sided agreements.

Soft negotiators often emphasize the importance of reaching an agreement, sometimes to the extent that they may accept terms that are not favorable to themselves, or even one-sided agreements. This approach is rooted in a desire to maintain harmony and avoid conflict, leading them to prioritize the act of coming to a consensus over securing the most beneficial outcomes for all parties involved. Their tendency to focus on agreement means they may compromise on their own interests or needs in order to achieve a resolution, which can sometimes result in less advantageous terms for themselves. In contrast, the other approaches mentioned reflect different negotiation styles. Prioritizing mutual benefits and shared outcomes emphasizes collaboration and finding a win-win situation, which is more characteristic of integrative negotiations rather than a soft negotiating style. Long-term relationship building indicates a focus on future interactions and the development of trust, leaning more towards a relational or partnerships approach, while the insistence on equal concessions falls into a more rigid, competitive negotiation framework that is unlikely to align with the habits of soft negotiators, who typically avoid confrontational strategies.