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CIPS Commercial Negotiation - L4M5 paper *1.
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1.
Involving collegues Is one appropriate resources required to support a supplier negotiation,which other resources are required 10 support a supplier negotiation? Select two that apply
2.
Listen is 3 key activity in any negotiation ,the activity of listening in negotiation includes,which two processes?
1. Hearing
2. interpreting
3. Rapport
4. Influencing
3.
As a buyer you have been let down by one of your new supplies and you have lost some trustin the ability to perform the contract you are keen to repair the relationship as you know that Market is narrow and not many supply can fulfill your needs What approach would be appropriate to start to rebuild the relationship?
4.
A Batna is always required at the start of negotiation Is this statement correct
5.
The influence of Culture has significant impact on international negotiation which one of the following communication skit could support a successful outcome?
6.
Which of the following would be considered appropriate Influence technique within contract negotiation ? select THREE that apply
7.
Which of the following is the buyers bargaining power relatively high compared to the supplier?
1. Few substitute products in the market
2. Demand is not urgent
3. The buyer can produce in house
4.There are limited supplier in the market
8.
Which of the following is a Persuasion technique that may include a statement of negative consequence?
9.
Rachel a junior buyer is about to leave her first negotiation with an international supplier. she is concerned that the supplier may not respect her authority they have previously only dealt with her manager she has decided to hold a negotiation at her Office which of the following will be the biggest benefit for Rachel of a home negotiation?
10.
What are the potential source of conflict between the buyer and the supplier select two that apply
11.
What are the potential source of conflict between the buyer and the supplier select two that apply
1.Price elasticity of demand
2.Environmental Factor
3.Risk management
4.Stages in the product life cycle
12.
Effective listening is important in integrative negotiation is the statement correct?
13.
Dave a procurement manager of XTC company has been tasked with running a high value, long term procurement. Dave as part of hia negotiation strategy Is reviewing how the country economy may affect his negotiation position. In which of the following would Dave find reftable macroeconomic Information?
1.Company accounts
2.Stock exchange
3.Government forecast
4.Trade fairs
14.
Mike is a junior buyer who has been working for 8 manufacturing organization for two years specialising in purchasing procedures over this time he has built good relationship within his team and with other departments which of the following source of power is Mike likely to possess?
15.
Which task should be carried out in a closure stage of commercial negotiation?
16.
A procurement manager is preparing for negotiation with a major supplier He is holding back some important information to ensure he has the stronger negotiation power .Is this approach appropriate when considering using an integrative negotiation Style?
17.
Following commercial negotiation the outcome can be assessed by which of the following ?
18.
Which of the following can be considered 3¢ on the job training
1.Taught workshop
2.Feedback
3.Coaching
4.Anchoring
19.
Which of the following source of personal power in commercial negotiations?
1.Expect power
2.Informational power
3.Reward power
4.Charismatic power
20.
Steph Is In tough negotiation with an internal stakeholder who believe the product she hasdeveloped is not suitable for use. Steph her decided to change her influencing tactic to bring the stakeholder on board. She has suggested the stakeholder sits in the product development meeting and voices their opinions to help develop the product which of the following Influence techniques is Steph using?
21.
Break even analysis can be used to determine when a business makes neither a profit nor loss. The break even point can be calculated by using which of the following formula?
22.
Expect influencing over people by means other than using authority or power is often required in contract negotiation. Using emotions as a technique is persuasion is ethical. Do you believe this is true or a fair statement?
23.
Effective objective for a negotiation have which of the following characteristics? Select two that apply?
24.
Which of the flowing are the characteristics of push approach?
1.Exerting power
2.Aimed at securing compliance of often against resistance of influence
3.Influences may not be consciously aware of the process
4.Persuasion or interpersonal influence
25.
A wide range of Factor may be taken into account by supplier when sitting of negotiating prices which of the following are external Factor in pricing decisions? Select two that apply
26.
A manufacturer makes to product A&B the total cost to make product A is $80 and it sellsfor $108, product B costs $90 and sells for $120.What would the mark-up value be for product A and B respectively?
27.
Which negotiation approach is focused on a win lose outcome
28.
A supplier's expenditure which can be attributed to a specific product is known as'
29.
Which Two of the following will be sects as advantages of team negotiation?
30.
Open questions are typically used for which of the following?
31.
Which among the following is an example of fixed costs?
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