Practice Test Geeks(CES) Certified Export Specialist Practice Test
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Negotiation & Closing Techniques Flashcards

7 cards from real CES practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

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  1. What is 'logrolling' in the context of export negotiations?

    Answer: Trading concessions on issues where each party has different priorities

    Logrolling involves trading items of different priority, allowing both parties to gain on what matters most to each.

  2. A foreign buyer insists on a price reduction citing a lower competing quote. What is the most effective counter-strategy?

    Answer: Differentiate on value — quality, delivery reliability, after-sales support — rather than lowering price

    Competing on value avoids a race to the bottom and preserves margin by demonstrating superior total cost of ownership.

  3. Which Incoterms® 2020 rule places the maximum responsibility and cost on the seller, making it least favorable in price negotiations?

    Answer: DDP (Delivered Duty Paid)

    Under DDP, the seller bears all costs including import duties and delivery to the buyer's premises, representing maximum seller obligation.

  4. When should an exporter use a 'trial close' during negotiations?

    Answer: Periodically throughout negotiations to gauge the buyer's readiness

    Trial closes test the buyer's position at various stages, providing feedback on whether to proceed or address remaining concerns.

  5. An exporter negotiating a large contract in Brazil should account for which unique local factor?

    Answer: Import financing through BNDES may affect the buyer's preferred payment structure

    BNDES (Brazil's development bank) offers financing for certain imports, which can influence how buyers prefer to structure payment terms.

  6. What is the primary purpose of a Letter of Intent (LOI) in export deal closing?

    Answer: To document preliminary agreement and signal commitment while details are finalized

    An LOI signals serious intent and outlines key terms without creating a fully binding contract, helping both parties commit resources while negotiating details.

  7. Which negotiation tactic involves deliberately introducing an extreme opening offer to shift the reference point for subsequent bargaining?

    Answer: Anchoring

    Anchoring sets an extreme initial position that psychologically influences the final outcome by shifting the negotiation midpoint.