whole life paper11 Leave a Comment / By Admin / June 10, 2024 Welcome to your whole life paper11 1. Question 4 In Negotiation team roles, who would be the spokesperson and lead negotiation meetings? Scribe Chief Negotiator Commercial Lead Team Leader None 2. Question 5 Which of the following would be a characteristic of a Distributive approach to a negotiation? Win-Win outcome for both parties Long-term / regular interaction with the other party Information sharing in relation to goals Get as much of the ‘pie’ as you can None 3. Question 6 Which of the following best describes the ‘Zone of Potential Agreement’? The ‘ZOPA’ defines both parties the best alternative to a negotiated agreement The ‘ZOPA' defines the seller how much the buyer is willing to pay The 'ZOPA’ defines the price range in which a buyer and seller can possibly come to an agreement The 'ZOPA' defines the price range in which no agreement can be made None 4. Question 7 Power based on a person's high levels of knowledge and skill is known as what type of power Referent Power Legitimate Power Reward Power Expert Power None 5. Question 8 Allocating overheads in which indirect costs are ‘loaded’ into direct costs related to specific jobs using an anestimate is known as which type of costing method? Activity-based Costing Marginal Costing Absorption Costing Variable Costing None 6. Question 9 in supplier costing strategies, if 3 suppliers reduces prices / has a low entry price, this is known as what typeof pricing strategy? Premium pricing Market pricing Cost-plus pricing Penetration pricing None 7. Question 10 Which of the following is not a determinant of supply? Price Quality Innovation Technology None 8. Question 11 A market in which there are a small number of suppliers who exert a significant influence in that market isknown as? Oligopoly Monopoly Perfect Competition Monopolistic competition None 9. Question 12 In concession planning, a low importance to you, and a high importance to the other party would beknown as what type of concession? Difficult Low Value Easy concession to win Easy concession to trade None 10. Question 13 Which of the following would be a ‘don't behavior at the bargaining phase of a negotiation? Use time tactics Observe bady language Make notes of tradeable Make unplanned concessions None 11. Question 14 Which of the following situations would a Directive (push) persuasion method be used? The influences needs commitment from other parties There is no clear solution to the issue at hand The influencer Is actively seeking innovative ideas from others The Influencer is an expert while the followers are not None 12. Question 15 Which of the following questioning styles would you use to help generate a specific response? Hypothetical question Closed question Open question Probing question None 13. Question 16 Which of the following would international cultural differences not be as important: Buying a service where your organization will be engaging with teams of people from other countries A small value one-off purchase from a foreign supplier A complex purchase from a foreign supplier When the stakes are high and a minor misunderstanding can lead to major problems None 14. Question 17 Which of the following would not be a benefit of reflecting on 2 negotiations to improve futureperformance? Lessons can be learned for next time Strengths and weaknesses of the negotiation strategy can be confirmed Apportioning blame to the person who's fault it was that the negotiation was riot-successful - Weaknesses of team members can be identified for future development None 15. Question 18 In they key phases of negotiation, which Is the second step? open agree/close move test None 16. Question 19 At which stage of negotiations are both parties likely to trade concessions? agreement and closing phase proposing stage bargaining stage testing stage D. agreement and closing phase None 17. Question 20 At the agreement and closing stage of a negotiation, is a deal always made? yes, that is the whole point of the process, to reach a point where you agree and close the deal yes, you should always shake hands and walk away at this point no, the discussion should always be thought about after negotiations, you should take a couple of days to consider the offer and meet again no, the whole purpose of the meeting may have been to go to the next stage of sign-off, with Someone who has the authority to do 10 None 18. Question 21 At which of the stages of negotiation will both parties be looking to establish if ZOPA exists? proposing stage testing stage opening stage bargaining stage None 19. Question 22 Which of the below typical behaviors should be avoided in the opening stage of negotiations? consider using visual aids to set out key objectives be well presented put any markers down start the conditioning process None 20. Question 23 The style ‘directive’ (push) is particularly effective in which of the following situations? the situation involves a safety or security-critical Issue or 2 strict deadline the influencer is actively seeking innovative ideas from others the influencer needs commitment from the other parties there is no clear solution to the issue in hand None 21. Question 24 The style ‘visionary’ (pull) is particularly effective in which of the following situations? the situation demands that the influencer gets other to buy into an unpopular decision the current situation demands innovative thinking the influence has a great deal of knowledge about the issue research has identified a best answer None 22. Question 25 the tactical ploy ‘salami’ refers to which of the below? you wait until the end of the discussions to ask for a concessions you know is contentious you ask for an exceptional one-off concession that Is normally hard to get pretending something you need Is not important unexpected extras are added on after the negotiations that were not clarified or explicitly discussed None 23. Question 26 which of the tactical ploys is best described as ‘pretending something you need is not Important, e.g. thank and bank outrageous Initial demand getting peanuts add on None 24. Question 27 if you were to get a one-off extra - long payment terms on a contract agreement, which tactical ploywould this relate closest too? one more thing thank and bank add on saiami None 25. Question 28 try and get the other party to see things in different way, which types of questioning style would youuse forceful questions probing questions hypothetical questions open questions None 26. Question 29 to seek specific information from a discussion, which style of questioning would you use? probing questions open questions hypothetical questions closed questions None 27. Question 1 to show you are actively listening during a discussion, restating is sometimes a good tactic to use, whatdoes this entail? pause after the other party has stopped talking let the person know what your initial thoughts are on the situation bringing together the facts of the problem to test understanding repeat every so often what you think the other person has said None 28. Question 2 Which of the below is a non-verbal communication technique? facial expressions the tone of your voice when communicating using pauses and silence after the other person has finished speaking active listening None 29. Question 3 According to Hofstede's cultural dimensions, what does the acronym INO stand for? Indulgence versus restraint masculinity versus feminizes individualism versus collectivism power distance index None 30. Question 4 Roughly how many objectives should standard negotiation have? 2 6 8 3 None 31. Question 5 what is the main aim of reflection on a negotiation? lessons can be learned far future negotiations to better understand they key objectives of the other party to reduce the lead times of delivery of goods to the end consumer to negotiate better payment terms for the current contract None 32. Question 6 Which of the below would be considered an objective element to reflect on when assessing performance duringNegotiation? did we present well with confidence? did logistics work or play any influencing role? how did we respond to questions? did we stay within our trading limits? None 33. Question 7 Which of the below would be considered a process element to reflect on when assessing performanceduring negotiation? did we/ they use any tactical ploys? did we keep to agreed roles? did we achieve our objectives? did we agree next steps? None 34. Question 8 Which of these is NOT a source of conflict that can arise during the negotiation process? Method of communication - face-to-face, video or phone call Type of goods being discussed Team size and makeup Lack of clarity before the negotiation None 35. Question 9 Which of the following is the correct statement. To minimise conflict... Always dress in smart attire Agree ‘ground rules’ with the other party after of negotiation meetings have taken place Agree ‘ground rules’ with the other party In advance of any negotiation meetings Always ensure drinks are available None 36. Question 10 1n the five approaches to conflict resolution what is the objective of accommodating Objective is to yield Objective is to find a middle ground Objective is to delay Objective is to find a win-win solutions None 37. Question 11 The Thomas-Kimann conflict mode instrument (TKI) outlines the positions available when entering a negotiation. The vertical axis refers to Assertiveness Compromise Aggressweness Cooperativeness None 38. Question 12 The Thomas-Kilmann conflict mode instrument (TKI) outlines the positions available when entering a negotiation. The horizontal axis refers to Cooperativeness Aggressiveness Assertiveness Compromise None 39. Question 13 Which of these Is not an approach to conflict resolution Collaborating Avoiding Compromising Negotiating None 40. Question 14 The principled style has of negotiation has how many principles, Two One Four Three None 41. Question 15 Which of the following statement is referring to the second principle of negotiation? Focus on interests, not positions Insist on using objective criteria Separate the people from the problem or issue invent options for mutual gain None 42. Question 16 Which of the following statement is referring to the fourth principle of negotiation? invent options for mutual gain Focus on interests, not positions Separate the people from the problem or issue Insist on using objective criteria None 43. Question 17 Tradeables are: items that you are not willing to trade in a negotiation items that are non-negotiable items that you offer once all negotiations are complete items that you are willing to trade in 3 negotiation None 44. Question 18 Which of the following is NOT an example of a tradeable? intellectual property rights Price Environmental benefits lead time None 45. Question 19 How many levels need to be taken into consideration when considering the relative power of buyers and suppliers? Four Two Three One None 46. Question 20 Which of the following is not a level of when considering the relative power of buyers and suppliers? Micro Emironment Macro Environment Supply positioning one-to-one organization power international Environment None 47. Question 21 PESTLE refers to Political, Economic, Social, Technological, Legal and Environmental factors. Profitable, Economic, Social, Technotogical, Legal and Environmental factors. Pecuniary, Economic, Strategic, Tactical, Legal and Environmental factors. Pottixad, Economic, Strategy, Technological, Legal and Environmental factors. None 48. Question 22 Which of the following Is not used by Porter's Five Forces for analysts of The threat of new entrants The bargaining power of buyers Market Value The intensity of Industry rivalry None 49. Question 23 Leverage can be Increased through analytics. Which of the following Is not a factor when carrying out a spendanalysis? Who they are spending it with Who in your organisation is spending the money How often are they spending How much they are spending on which categories None 50. Question 24 Which of the following is not a sign of trust In business relationships? Regular requests for price increases Mutually agreed and managed objectives and success measures for the contract, including KPIs High-performance teams that feel empowered to get the job done Pride and strong effort, high employee and customer satisfaction None 51. Question 25 Acceptance on both sides of the potential need to renegotiate terms when business conditions change is A sign of disruption is business relationships A sign of trust In business relationships A sign of disagreement in business relationships A sign of loyalty in business relationships None 52. Question 26 Which of the below describes “Mark-Up"? The amount added to the cost of an item expressed as a percentage of the selling price The amount added to the cost of an item to get to its selling price and Is expressed as a percentage None 53. Question 56 If a supplier charges a very high price, not connected with cost structures but based on reputation,the perception that the product/service is of a superior quality, what pricing strategy has the "supplies adopted? Cost-plus pricing Premium pricing Penetration pricing Marginal cost pricing None 54. Question 57 Which pricing strategy is usually based on historical data and may ignore market forces? Premium pricing Cost-plus pricing Penetration pricing Marginal cost pricing None Time's upTime is Up!
