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1.
Is it possible to achieve a successful outcome to negotiation without preparation
2.
Should negotiations always be entered into.?
3.
Commercial negotiation can take place during the bid/tender evaluation stage of the procurement cycle, is this appropriate?
4.
Which of the following is a source of divergent positions regarding the content of negotiation?
5.
If during negotiations you concede to the other party with little debate, you are said to be
6.
A win-lose or competing approach to negotiation can also be called
7.
The first principle of negotiation is separating the people from the problem or issue, this means
8.
The four fundamental principles of negotiations are
people, interests, options, criteria
people, interests, opinions, criteria
people, value, opinions, criteria
people, value, options, criteria
None
9.
In which of the following would negotiation be a waste of time?
10.
The perception that you have the stronger 'BATU' when entering into a negotiation with a supplier:
11.
Which of the sin bases of power comes from the belief that a person has a formal right to make demands and expects others to be compliant?
12.
A person who demonstrates honesty, fairness and respect In dealing with suppliers has traits linked to which power base?
13.
What do the two E's in PESTLE stand for?
14.
From the sellers perspective, a buyer with high account attractiveness but low sales volume would be classed as
15.
Standardization and harmonization of an organization's specifications can lead to
16.
When negotiating, which of the below should be considered?
17.
At which stage of the procurement and supply cycle is there likely to be most negotiation activity?
18.
Which of the below are the most commonly used styles of procurement procedures?
19.
Which of these are a core area for negotiations within contracts?
20.
A collaboration style of conflict management would result in which of the below outcomes?
21.
Which of the below is an example of a tradeable if price is the key element of the purchase?
22.
Exclusivity of supply Is always a good thing for the supplier?
23.
Which of the below is considered to be added value?
24.
Which is the most effective way your intellectual property rights be protected as the buying organization?
25.
Which of the below Is not a ‘source of power’?
26.
What does the 'E' stand for in PEST analysis?
27.
If you are using the STEEPLE analysis, which of the below are you scanning?
28.
If you have low spend value and high attractiveness, how could the supplier see the buying organization?
29.
Which of the below industries could have high barriers to entry
30.
On the relationship spectrum, if you have a distant relationship with a supplier, which type of purchase are you most likely to carry out?
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the exam for l4m5 not l4m7
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