SPC Sales Negotiation 2

Question 1

What is the 'zone of possible agreement' (ZOPA) in a negotiation?

Accepted Answer

The range between each party's reservation price where a mutually acceptable deal can be reached

Answer

ZOPA is the overlap between the seller's minimum acceptable outcome and the buyer's maximum willingness to pay — where deals actually happen.

Question 2

In negotiation, what does 'trading on differences' mean?

Accepted Answer

Identifying areas where parties value things differently and exchanging what is cheap for you but valuable to the other party

Answer

Trading on differences creates value by exchanging items each party values differently — giving away what costs you little but matters to the other side.

Question 3

What is the risk of making unilateral concessions without asking for something in return?

Accepted Answer

It signals that your original position was inflated and encourages the customer to keep pushing for more

Answer

Unilateral concessions train the customer to expect more movement, undermining your credibility and eroding margin unnecessarily.

Question 4

Which tactic involves a negotiator claiming they need to get approval from a higher authority before agreeing?

Accepted Answer

Limited authority

Answer

The limited authority tactic slows negotiation, reduces pressure on the negotiator, and creates room to revisit concessions already made.

Question 5

What is a 'package deal' strategy in sales negotiation?

Accepted Answer

Bundling multiple terms (price, delivery, payment terms, support) into a single proposal to create flexibility and avoid item-by-item negotiation

Answer

Package deals prevent the customer from cherry-picking only the most favorable terms and allow the seller to make trade-offs across multiple variables.

SPC - Sales Professional Certificate Practice Test

SPC - Sales Professional Certificate Practice Test

SPC Sales Negotiation 2