IS Conflict Resolution & Negotiation 2

Question 1

A prospect says your price is too high compared to a competitor. What is the most effective inbound sales response?

Accepted Answer

Ask what value they expect for their budget

Answer

Understanding the value the prospect expects helps you reframe the conversation around ROI rather than competing on price alone.

Question 2

During a negotiation, a buyer becomes emotional and raises their voice. What should an inbound sales rep do first?

Accepted Answer

Acknowledge the buyer's feelings and allow them to express concerns

Answer

Acknowledging emotions de-escalates tension and shows empathy, making the buyer feel heard before problem-solving begins.

Question 3

What does 'BATNA' stand for in negotiation theory?

Accepted Answer

Best Alternative To a Negotiated Agreement

Answer

BATNA (Best Alternative To a Negotiated Agreement) defines the fallback option if a deal cannot be reached, giving both parties negotiating leverage.

Question 4

A prospect insists on a contract term your company cannot fulfill. Which conflict resolution approach is most appropriate?

Accepted Answer

Explain why the term is impossible and present alternative solutions

Answer

Transparently explaining limitations while offering alternatives maintains trust and keeps the negotiation constructive.

Question 5

Which negotiation style focuses on finding solutions that benefit both parties rather than competing for the largest share?

Accepted Answer

Integrative negotiation

Answer

Integrative negotiation seeks mutual gains by addressing both parties' underlying interests, not just surface positions.

(IS) Inbound Sales Certification Practice Test