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Practice ACCA ACCA BT — Business & Technology Practice Exam 1Question 24

Easy2 marksMultiple Choice

Syllabus E: Personal effectiveness and communication in businessSection ASyllabus ENegotiation

ACCA · Question 24 · Syllabus E: Personal effectiveness and communication in business

A smartphone manufacturer is negotiating with the sole global supplier of a critical microchip. The manufacturer needs lower prices, but the supplier needs guaranteed long-term volume. They agree to a 5-year contract with tiered pricing that satisfies both parties. What type of negotiation strategy is this?

Answer options:

Distributive (Win-Lose)

Integrative (Win-Win)

Accommodating (Lose-Win)

Avoiding (Lose-Lose)

How to approach this question

Identify the outcome: both parties got what they needed by finding a creative solution.

Full Answer

B.Integrative (Win-Win)✓ Correct

Integrative negotiation (often called win-win) focuses on collaboration. Instead of fighting over a single variable (like price), parties trade across multiple variables (price vs. contract length) so both achieve their primary objectives.

Common mistakes

Confusing it with distributive negotiation, which is a zero-sum game (haggling over price alone).

Question 23 All questions Question 25

Practice the full ACCA BT — Business & Technology Practice Exam 1

52 questions · hints · full answers · grading

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