whole life paper11 Leave a Comment / By Admin / June 10, 2024 Welcome to your whole life paper11 Question 4 In Negotiation team roles, who would be the spokesperson and lead negotiation meetings? Team Leader Chief Negotiator Commercial Lead Scribe None 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 Get as much of the ‘pie’ as you can Information sharing in relation to goals None Question 6 Which of the following best describes the ‘Zone of Potential Agreement’? The 'ZOPA’ defines the price range in which a buyer and seller can possibly come to an agreement The ‘ZOPA' defines the seller how much the buyer is willing to pay The 'ZOPA' defines the price range in which no agreement can be made The ‘ZOPA’ defines both parties the best alternative to a negotiated agreement None Question 7 Power based on a person's high levels of knowledge and skill is known as what type of power Reward Power Referent Power Expert Power Legitimate Power None 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? Absorption Costing Marginal Costing Variable Costing Activity-based Costing None Question 9 in supplier costing strategies, if 3 suppliers reduces prices / has a low entry price, this is known as what typeof pricing strategy? Cost-plus pricing Penetration pricing Premium pricing Market pricing None Question 10 Which of the following is not a determinant of supply? Price Technology Innovation Quality None Question 11 A market in which there are a small number of suppliers who exert a significant influence in that market isknown as? Perfect Competition Oligopoly Monopoly Monopolistic competition None 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? Low Value Difficult Easy concession to trade Easy concession to win None Question 13 Which of the following would be a ‘don't behavior at the bargaining phase of a negotiation? Make unplanned concessions Use time tactics Make notes of tradeable Observe bady language None Question 14 Which of the following situations would a Directive (push) persuasion method be used? The influences needs commitment from other parties The influencer Is actively seeking innovative ideas from others There is no clear solution to the issue at hand The Influencer is an expert while the followers are not None Question 15 Which of the following questioning styles would you use to help generate a specific response? Open question Closed question Probing question Hypothetical question None Question 16 Which of the following would international cultural differences not be as important: A small value one-off purchase from a foreign supplier A complex purchase from a foreign supplier Buying a service where your organization will be engaging with teams of people from other countries When the stakes are high and a minor misunderstanding can lead to major problems None 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 Question 18 In they key phases of negotiation, which Is the second step? test open move agree/close None Question 19 At which stage of negotiations are both parties likely to trade concessions? proposing stage bargaining stage testing stage D. agreement and closing phase agreement and closing phase None 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 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 yes, you should always shake hands and walk away at this point None Question 21 At which of the stages of negotiation will both parties be looking to establish if ZOPA exists? bargaining stage testing stage proposing stage opening stage None Question 22 Which of the below typical behaviors should be avoided in the opening stage of negotiations? start the conditioning process put any markers down be well presented consider using visual aids to set out key objectives None 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 needs commitment from the other parties the influencer is actively seeking innovative ideas from others there is no clear solution to the issue in hand None Question 24 The style ‘visionary’ (pull) is particularly effective in which of the following situations? research has identified a best answer the current situation demands innovative thinking the influence has a great deal of knowledge about the issue the situation demands that the influencer gets other to buy into an unpopular decision None Question 25 the tactical ploy ‘salami’ refers to which of the below? unexpected extras are added on after the negotiations that were not clarified or explicitly discussed you wait until the end of the discussions to ask for a concessions you know is contentious pretending something you need Is not important you ask for an exceptional one-off concession that Is normally hard to get None Question 26 which of the tactical ploys is best described as ‘pretending something you need is not Important, e.g. outrageous Initial demand getting peanuts thank and bank add on None 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? saiami add on thank and bank one more thing None Question 28 try and get the other party to see things in different way, which types of questioning style would youuse forceful questions hypothetical questions probing questions open questions None Question 29 to seek specific information from a discussion, which style of questioning would you use? closed questions hypothetical questions open questions probing questions None Question 1 to show you are actively listening during a discussion, restating is sometimes a good tactic to use, whatdoes this entail? bringing together the facts of the problem to test understanding pause after the other party has stopped talking let the person know what your initial thoughts are on the situation repeat every so often what you think the other person has said None Question 2 Which of the below is a non-verbal communication technique? active listening the tone of your voice when communicating facial expressions using pauses and silence after the other person has finished speaking None Question 3 According to Hofstede's cultural dimensions, what does the acronym INO stand for? individualism versus collectivism masculinity versus feminizes power distance index Indulgence versus restraint None Question 4 Roughly how many objectives should standard negotiation have? 3 8 6 2 None Question 5 what is the main aim of reflection on a negotiation? to better understand they key objectives of the other party lessons can be learned far future negotiations to negotiate better payment terms for the current contract to reduce the lead times of delivery of goods to the end consumer None 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? did we stay within our trading limits? how did we respond to questions? None Question 7 Which of the below would be considered a process element to reflect on when assessing performanceduring negotiation? did we achieve our objectives? did we keep to agreed roles? did we agree next steps? did we/ they use any tactical ploys? None Question 8 Which of these is NOT a source of conflict that can arise during the negotiation process? Team size and makeup Lack of clarity before the negotiation Method of communication - face-to-face, video or phone call Type of goods being discussed None Question 9 Which of the following is the correct statement. To minimise conflict... Agree ‘ground rules’ with the other party In advance of any negotiation meetings Agree ‘ground rules’ with the other party after of negotiation meetings have taken place Always dress in smart attire Always ensure drinks are available None Question 10 1n the five approaches to conflict resolution what is the objective of accommodating Objective is to find a middle ground Objective is to find a win-win solutions Objective is to yield Objective is to delay None Question 11 The Thomas-Kimann conflict mode instrument (TKI) outlines the positions available when entering a negotiation. The vertical axis refers to Cooperativeness Assertiveness Compromise Aggressweness None Question 12 The Thomas-Kilmann conflict mode instrument (TKI) outlines the positions available when entering a negotiation. The horizontal axis refers to Cooperativeness Assertiveness Compromise Aggressiveness None Question 13 Which of these Is not an approach to conflict resolution Avoiding Collaborating Compromising Negotiating None Question 14 The principled style has of negotiation has how many principles, One Two Three Four None 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 Question 16 Which of the following statement is referring to the fourth 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 Question 17 Tradeables are: items that are non-negotiable items that you offer once all negotiations are complete items that you are willing to trade in 3 negotiation items that you are not willing to trade in a negotiation None Question 18 Which of the following is NOT an example of a tradeable? lead time intellectual property rights Price Environmental benefits None Question 19 How many levels need to be taken into consideration when considering the relative power of buyers and suppliers? One Two Three Four None Question 20 Which of the following is not a level of when considering the relative power of buyers and suppliers? Macro Environment Micro Emironment international Environment Supply positioning one-to-one organization power None Question 21 PESTLE refers to Political, Economic, Social, Technological, Legal and Environmental factors. Pottixad, Economic, Strategy, Technological, Legal and Environmental factors. Pecuniary, Economic, Strategic, Tactical, Legal and Environmental factors. Profitable, Economic, Social, Technotogical, Legal and Environmental factors. None Question 22 Which of the following Is not used by Porter's Five Forces for analysts of The bargaining power of buyers Market Value The threat of new entrants The intensity of Industry rivalry None Question 23 Leverage can be Increased through analytics. Which of the following Is not a factor when carrying out a spendanalysis? Who in your organisation is spending the money Who they are spending it with How much they are spending on which categories How often are they spending None Question 24 Which of the following is not a sign of trust In business relationships? Regular requests for price increases Pride and strong effort, high employee and customer satisfaction Mutually agreed and managed objectives and success measures for the contract, including KPIs High-performance teams that feel empowered to get the job done None 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 Question 26 Which of the below describes “Mark-Up"? The amount added to the cost of an item to get to its selling price and Is expressed as a percentage The amount added to the cost of an item expressed as a percentage of the selling price None 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? Marginal cost pricing Penetration pricing Cost-plus pricing Premium pricing None Question 57 Which pricing strategy is usually based on historical data and may ignore market forces? Marginal cost pricing Penetration pricing Cost-plus pricing Premium pricing None Time's up "✨Spread success—share these past papers and empower others to excel!✨" Whatsapp Telegram Facebook 0 Twitter Wechat Linkedin 0
