ADVANCED NEGOTIATION L5M15 Paper 11*

Which of the following are likely to influence the parties to a negotiation entering into a long term working relationship?

Listening is an important part of negotiation as it help the other party to a negotiation understand how determined the other party is into reaching an effective negotiation outcome and how invested they are into the negotiation. Which of the following should the parties do when listening with our ears?

Which of the following is an importance of having a negotiation agenda?

Which of the following are the important points to consider when developing a negotiating strategy?

When undertaking high risk and high value negotiation , a highly skilled and experienced negotiator is required for which of the following reasons. Select TWO that apply

Which type of negotiation is defined by one party having a fixed idea, using their power as leverage or being satisfied with a win-lose outcome?

A category manager is negotiating with an important supplier and is concerned that progress is too slow. The supplier has already offered a significant pricing reduction. In response, the category manager agrees to modify the specification to suit the supplier's processes. Both parties have moved further than they had planned. The category manager’s response could be described as …

The CPO of a major organisation has a meeting planned with a key internal stakeholder who the CPO has not previously met. The CPO is meeting them to build rapport and to find out the stakeholder's needs, to ensure these will be satisfied by the future procurement strategy. Which type of question would the CPO be likely to use the most in this situation?

According to recognised theory, which of the following are generally regarded as providing sources of motivation for employees?

Mutual trust is most important in which types of relationships?

A recently appointed procurement manager has a meeting with an important stakeholder who needs to be influenced. They are of an equivalent seniority level. The procurement manager is planning to meet them first over a coffee in the staff canteen to get to know them. Is this the right course of action?

There has been a significant breach of contract by a supplier. Extensive negotiations over many months have not resolved the contractual issues and the procurement organisation have incurred substantial additional costs as a result of the supplier's failure. Must the procurement organisation pursue litigation as the next stage in the dispute?

When entering into negotiation with a supplier as a buying team, which of the following should the team consider before the negotiation? Select THREE that apply.

Martin, a buyer from Motor Company Ltd, had prepared in readiness for a negotiation with a strategic supplier. The price that Martin needed the supplier to agree to was not negotiable. However, factors such as payment terms, order quantities and delivery dates gave him some flexibility. What is the term used for such factors, apart from price in this case, which enable movement within a negotiation?

Which of the following is a benefit of team negotiating compared to negotiating individually?

Omar is a procurement graduate for Ingen, a UK manufacturing company. He is planning a negotiation with a supplier of consumable cleaning products, which are categorised at Ingen as noncritical. Omar’s target for the negotiation is to reduce the cost of the contract by at least 2%. He believes that the supplier thinks of Ingen as a nuisance customer, as Ingen’s spend equates to around 1% of the supplier’s overall turnover, and only buys a small number of the supplier’s available products. Which of the following are the supplier’s potential likely objectives during the negotiation? Select TWO that apply.

Which of the following are examples of ‘open’ questions?

Demonstrating which of the following characteristics to the other party is the most important when attempting to build a good and sincere working relationship?

The use of clear contractual terms and conditions will avoid any issues when dealing with a supplier based in another country. Is this correct?

Creating an effective alliance should always be the goal of the procurement professional in every negotiation with a supplier. Is this correct?

Conflict might arise between two negotiating parties due directly to which of the following? Select TWO that apply

Positive supplier motivation will typically be enhanced by which of the following on contracts? Select THREE that apply.

A procurement professional (PP) is preparing for a negotiation with one of the organisation’s most important suppliers. Due to staff turnover, the supplier has experienced some minor performance issues but has promised to resolve these soon. The contract is approaching the end of year three and has a further seven years left to run, with the option of an extension of a further two years. The contract is very high value and is viewed by the procurement organisation as high risk with equally high complexity. To achieve a mutually acceptable and positive outcome, using a principled approach to the negotiations, which of the following will be important for the PP to concentrate on during the negotiation?

Why is sharing of information a key part of achieving a win-win outcome from a negotiation? Select TWO that apply.

Which of the following is a benefit of team negotiating compared to negotiating individually?