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1.
If a supplier Is ‘transactional’ which of the below characteristic reflects transactional suppliers?
2.
Why is it beneficial that the buying organization shares its objectives with the supplier?
3.
The Thomas-Kilmann conflict resolution model was designed to illustrate the options we have when handling conflict. Which of the objectives below provides a win-win solution from the model:
4.
Tradeables (also known as variables) should be discussed at the planning stage of any negotiation. From the list below what would NOT be considered a variable:
5.
Using the buyers' attractiveness model which segment would provide the highest attractiveness and highest spend value from the option below:
6.
To increase a buyer's leverage during negotiations the buyer may decide to come together and combine their purchase volumes to attract a better deal, The term for this concentration of spend is known as:
7.
Using the relationship spectrum, which would provide the closest relationship from the options below:
8.
A procurement professional will only have to negotiate with external parties.
9.
In regard to Public Sector procurement, negotiation is more regulated. Which of the two procurement Procedures below do not slow for any type of negotiation to take place?
10.
When considering Conflict Management and the TKI, if a procurement professional only wanted their position to be successful, which section of the model would they deem to fall under?
11.
When thinking about the influence of stakeholders in negotiations there are three types of stakeholders, Which of the below is not a CIPS recognised set of stakeholders?
12.
If a stakeholder has a high level of interest but 2 low level of influence, how should they be managed?
13.
Prior to entering into a negotiation as many tradeables as possible should be identified. This will increase the opportunity for:
15.
The term “win-win” is the more popular description for a collaborative approach. Another word for this is:
16.
The point at which a party to a negotiation cannot concede any more ground Is commonly know as:
17.
Which of the below is not a tradeable?
18.
If a customer had an impressive reference site this would be considered by the supplier to be:
19.
Which of the below tools sis used to consider the Macro environment?
20.
A purchasing organization decides to reduce the number of suppliers it works within one particular category. ‘What type of spend consolidation has the organization carried out?
21.
If a customer is viewed as having a high spend but low attractiveness, which quadrant of the attractiveness: model would the customer fit into?
22.
What does the letters of PESTLE (or STEEPLE] stand for?
23.
If a supplier supplies a buying organization with a highly customized product or service, this supplier is likely to be considered which type of supplier?
24.
The relationship spectrum is based on the idea of:
25.
If a supplier is considered to be transactional, what type of negotiation will it probably be subject to?
26.
When budding commercial relationships based on trust, there are three types of trust. Which of the below is not a type of trust?
27.
Overheads are also known as
28.
To be able to achieve the break-even point
29.
When overhead costs, such as rent and rates, are fully recovered by being incorporated into the cost of the products created, this is
