ADVANCED NEGOTIATION L5M15 Paper 4*

GRILL Takeaways is a takeaway business which prides itself providing healthy and nutritious meals to its customers around the city. Most of the customers around the city are loyal to GRILL Takeaways for the best food and customer service they provide. GRILL Takeaways having been using a sole sourcing strategy getting their inputs only from SELLFOODS Investments, despite other alternative suppliers being available. However, GRILL Takeaways recently encountered a serious problem as its only supplier has been bought by another company in a different line of business. They now have to quickly find another supplier to avoid disruption to their operations. GRILL Takeaway manager, Scott intends to use a position based negotiation when negotiating with its new potential supplier who is also well know for negotiating using this approach. Scott is likely to encounter which of the following when using this negotiation approach?

There are a number of negotiation options that the parties to the negotiation may use during the negotiation meeting. Which of the following best describes ‘brinkmanship’ option to the negotiation?

Which of the following is a benefit of team negotiating compared to negotiating individually?

Which of the following cannot be achieved from the negotiation meeting, if the buyer uses its market power and threats to achieve the best possible deal for its organisation?

Sharing of commercially-sensitive information is very important when dealing with a supplier of critical requirements. Which of the following can prevent the buyer from sharing sensitive information with the supplier? Select THREE that apply.

Globalisation and drivers to achieve cost reduction has led to organisation interacting directly in cross cultural negotiations with suppliers outside their geographical boarders. Regarding infrastructural systems, which of the following is an important element to consider during cross-cultural negotiations?

Which factors from the list are likely to affect the decision-making process and the level of risk tolerance during negotiations?"

A recently appointed procurement manager has a meeting with an important stakeholder who needs to be influenced. They are of an equal seniority level. The procurement manager is planning to meet them first over a coffee in the staff canteen to get to know them. Is this the right course of action?

Which of the following are the suitable steps for the buying organisation to take in order to succeed in cross-cultural negotiation?

What measures can the procurement professional take in mitigating the risk of corruption and bribery from the supply chains and negotiation? Select TWO that apply

Glen Maroun is a procurement officer for BREWSTAR Bakeries, a lager bakery and confectionary based in Germany which provides its products to most of retail outlets around Germany. Glen is negotiating with its suppliers for a reduction in the price of raw materials. During his discussion with its supplier, Glen provided some fact based points to justify why the supplier need to cut his cost and persuade him to see from his perception. What influencing style was Glen using when negotiating with the supplier?

Which of the following influencing tactics are referred to as the soft tactics? Select THREE which apply.

Building a rapport is important when seeking to establish a good working relationship with another party in a negotiation. Which of the following are the potential benefits of rapport building?

According to the relationship spectrum, which of the following types of supplier relationship is mutual trust not required?

Creating an effective alliance should always be the goal of the procurement professional in every negotiation with the supplier. Is this correct?

Which of the following may be used by the parties in a negotiation to create an effective rapport?

TELSTA Manufacturers is a company well known for producing telephones and security alarms. It has a wider market base but its target market is mainly businesses around the country. The business recently experienced a problem due to a conflict that arose between its manufacturing and procurement function. When the conflict was investigated one of the causes was said to be poor raw materials brought in by the procurement function. The production managers argued that the procurement function is unable to do their job properly and it’s affecting the competence of manufacturing department. Which of the following can be seen as the source of conflict between the two departments?

Which approach to conflict resolution describes a situation where the buyer is cooperative but attempts to stand up for its own interests?

According to a recognised theory, which of the following are generally regarded as NOT providing sources of motivation for the employees?

According to conscious competence learning model, which of the following describes a situation where the party is able to use the skills he got but only with application of effort?

Daniel is a Chief Procurement Officer for a manufacturing organisation. His role in the organisation involves providing a direction and leading his procurement team by designing the task and tactics to be performed in contributing to the overall corporate strategy. When a problems arises that needs to be solved, Daniel identifies what the problems is, passes it to the team which also responsible for coming up with the solution to overcoming the problem. Sometimes after identifying what the problem is, Daniel shares it with his team for diverse input and advises. What leadership styles is Daniel using ?

Which of the following are the characteristics of a consultative style of management that managers may be use in the departments? Select TWO that apply.

Which type of negotiation is defined by one party willing to achieve its intended objectives while taking into account mutual ground and the interest of the other party?

When entering into a negotiation with the supplier as a buying team, which of the following should the team consider before the negotiation? Select THREE that apply.

In which of the following situations will the buying organisation choose using individual negotiation rather than a team?