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CIPS – Whole Life Asset Management (L4M7) paper *10.
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1.
Which of the below isn't a tip to protect relationships?
2.
There are three levels considering the relative power of buyers and suppliers, what & level 2 ?
3.
In the four main negotiation styles which of these is considered a People person’?
4.
Which Pricing Strategy focuses on the price being well below the market price?
5.
Both Parties trade concessions at the Bargaining stage.
6.
Which of these two are influence methods?
7.
What type of buyers are affected by macroeconomics?
8.
Which of the following is NOT a macroeconomic factor?
9.
What type of person would adopt a ‘warm’ negotiation style?
10.
Indirect materials is a cost that is absorbed into direct casts?
11.
When Is the equilibrium price determined?
12.
Which of the following is a benefit to having a strategy for negotiation?
13.
From a buyer's point of view, what is the least preferable outcome to a negotiation?
14.
Which of the 'bargaining mix' which concessions are usually the easiest to win?
15.
Concessions that are of little importance to you but are of high importance to the other party are-
16.
Which of the following represents an ideal negotiating environment?
17.
Negotiations should always take place at your own site or Facility
18.
Which of the following are advantages to adopting a team approach when negotiating with suppliers?
19.
The ZOPA (Zone of Potential Agreement) helps both buyers and suppliers identify what?
20.
Which of the below would be an example of referent power according to French and Raven?
21.
Which of the below is an example of an indirect cost?
22.
what is the correct formula to work out Mark Up (%)?
23.
The term ‘getting peanuts’ Is best described by which type of tactical ploy during negotiations?
24.
Which of the below is a form of nonverbal communication during a meeting?
25.
In regard to Public Sector procurement, negotiation Is more regulated. Which of the two procurementprocedures below do not allow for any type of negotiation to take place?
26.
If a stakeholder has a high level of interest but a low level of influence, how should they be managed?
27.
What is equilibrium price?
28.
If a person has a logical negotiation style, which of the below would be one of their weaknesses?
29.
What is the name of the conditioning technique often used by sellers to create an expectation of a higher price through suggesting very high prices initially?
30.
The tone of someone's voice is what type of communication?
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