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 Commercial Lead Team Leader Chief Negotiator 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 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 the price range in which a buyer and seller can possibly come to an agreement The ‘ZOPA’ defines both parties the best alternative to a negotiated agreement None 4. Question 7 Power based on a person's high levels of knowledge and skill is known as what type of power Reward Power Expert Power Legitimate Power Referent 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? Variable Costing Absorption Costing Activity-based Costing Marginal 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 Penetration pricing Market pricing Cost-plus 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 Monopolistic competition Monopoly Perfect 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? Easy concession to trade Difficult Easy concession to win Low Value 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 unplanned concessions Make notes of tradeable None 11. Question 14 Which of the following situations would a Directive (push) persuasion method be used? The influencer Is actively seeking innovative ideas from others The influences needs commitment from other parties There is no clear solution to the issue at hand 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? Probing question Hypothetical question Closed question Open question None 13. Question 16 Which of the following would international cultural differences not be as important: A complex purchase from a foreign supplier When the stakes are high and a minor misunderstanding can lead to major problems 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 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 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 Strengths and weaknesses of the negotiation strategy can be confirmed None 15. Question 18 In they key phases of negotiation, which Is the second step? move open agree/close test None 16. 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 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 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 18. Question 21 At which of the stages of negotiation will both parties be looking to establish if ZOPA exists? testing stage proposing stage bargaining stage opening stage None 19. Question 22 Which of the below typical behaviors should be avoided in the opening stage of negotiations? be well presented start the conditioning process consider using visual aids to set out key objectives put any markers down None 20. Question 23 The style ‘directive’ (push) is particularly effective in which of the following situations? there is no clear solution to the issue in hand 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 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 research has identified a best answer the current situation demands innovative thinking the influence has a great deal of knowledge about the issue None 22. Question 25 the tactical ploy ‘salami’ refers to which of the below? pretending something you need Is not important you ask for an exceptional one-off concession that Is normally hard to get you wait until the end of the discussions to ask for a concessions you know is contentious 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. getting peanuts thank and bank add on outrageous Initial demand 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? saiami add on one more thing thank and bank 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 open questions probing questions hypothetical questions None 26. Question 29 to seek specific information from a discussion, which style of questioning would you use? open questions hypothetical questions probing 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? let the person know what your initial thoughts are on the situation pause after the other party has stopped talking repeat every so often what you think the other person has said bringing together the facts of the problem to test understanding None 28. 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 29. Question 3 According to Hofstede's cultural dimensions, what does the acronym INO stand for? power distance index masculinity versus feminizes individualism versus collectivism Indulgence versus restraint None 30. Question 4 Roughly how many objectives should standard negotiation have? 6 8 3 2 None 31. Question 5 what is the main aim of reflection on a negotiation? lessons can be learned far future negotiations to negotiate better payment terms for the current contract to better understand they key objectives of the other party to reduce the lead times of delivery of goods to the end consumer 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? did we stay within our trading limits? how did we respond to questions? None 33. 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 agree next steps? did we/ they use any tactical ploys? did we keep to agreed roles? None 34. 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 Type of goods being discussed Method of communication - face-to-face, video or phone call None 35. Question 9 Which of the following is the correct statement. To minimise conflict... 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 dress in smart attire 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 find a middle ground Objective is to yield 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 Compromise Assertiveness 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 Compromise Aggressiveness Assertiveness None 39. Question 13 Which of these Is not an approach to conflict resolution Compromising Collaborating Negotiating Avoiding None 40. Question 14 The principled style has of negotiation has how many principles, Four One Three Two None 41. Question 15 Which of the following statement is referring to the second principle of negotiation? invent options for mutual gain Separate the people from the problem or issue Insist on using objective criteria Focus on interests, not positions None 42. Question 16 Which of the following statement is referring to the fourth principle of negotiation? Focus on interests, not positions invent options for mutual gain Insist on using objective criteria Separate the people from the problem or issue None 43. Question 17 Tradeables are: items that are non-negotiable items that you are not willing to trade in a negotiation items that you are willing to trade in 3 negotiation items that you offer once all negotiations are complete None 44. Question 18 Which of the following is NOT an example of a tradeable? Environmental benefits lead time Price intellectual property rights None 45. Question 19 How many levels need to be taken into consideration when considering the relative power of buyers and suppliers? One Four Two Three 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 international Environment Supply positioning one-to-one organization power None 47. Question 21 PESTLE refers to Profitable, Economic, Social, Technotogical, Legal and Environmental factors. Pottixad, Economic, Strategy, Technological, Legal and Environmental factors. Pecuniary, Economic, Strategic, Tactical, Legal and Environmental factors. Political, Economic, Social, 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 bargaining power of buyers The intensity of Industry rivalry Market Value The threat of new entrants None 49. 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 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? Mutually agreed and managed objectives and success measures for the contract, including KPIs Regular requests for price increases 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 loyalty in business relationships A sign of trust In business relationships A sign of disagreement 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 Marginal cost pricing Penetration pricing Cost-plus pricing None Time's upTime is Up!
