A buyer requests a £2,000 reduction in price at the end of negotiations. The supplier nods and smiles, shakes hands, and leaves. Should the buyer believe the reduced price is agreed?
A.
Yes, the nod and smile indicate agreement
B.
Yes, as that was the last counter-offer so it will stand
C.
No, a non-verbal cue isn’t sufficient to assume agreement
D.
No, at least four verbal cues are required to confirm agreement
CIPS stresses that clear verbal confirmation is required for agreements. Non-verbal signals (smiles, nods, handshakes) can indicate politeness or ambiguity but do not constitute binding agreement. Assuming agreement risks later disputes or misunderstandings. Skilled negotiators ensure closure by explicitly summarising agreed terms and documenting them. Non-verbal communication is supportive, not decisive, in contract negotiation contexts.
[Reference: CIPS L4M5 (2nd ed.), LO 3.2 – Communication and persuasion; importance of verbal confirmation., , , ]
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