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ADVANCED NEGOTIATION L5M15 Paper 13*.
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A belief that someone is both highly competent and that they care is an example of which of the following characteristics?
The pain/gain share approach is used to incentivise contractors in long term contracts to achieve a target cost or extra efficiencies. In which industry is this mechanism more commonly used?
What is the advantage of using a pain share contract for a supplier?
The Pinocchio Effect looks at which characteristic during a negotiation?
Honesty and integrity are an important part of recognised business ethical codes of practice. These types of behaviours can avoid which of the following?
Which of the following is a disadvantage to using a Positional Approach to negotiation? Select TWO
Bob is preparing for a negotiation with an important potential business partner. His approach is to devise options for mutual gain before deciding what to do. Which approach to negotiation is Bob taking?
Haggling and coercive behaviour can lead to a win: win outcome in a negotiation. Is this true?
An inexperienced negotiator may feel that resistance to their position is a personal attack. In this situation which of the following components of Principled Negotiation should they refer to?
The win: lose approach to negotiation is also sometimes known as what?
Peter is negotiating with a supplier and is not concerned about the outcome of the negotiation as he has a good alternative if negotiations go sour. The line of legitimacy has been crossed and it is acceptable to his company that he wins 'at any cost'. He is willing to push the negotiations to extremes to achieve the desired result. Which of the following best describes Peter's tactic in the negotiation
Which of the following is not a Cross-Cultural Factor of negotiation?
DSA is a large organisation which is in the process of expanding its procurement department. It is in the process of recruiting two new contract managers. The Department lead is insisting that the new recruits have soft skills which will be useful in the procurement function. Which of the following would be considered a soft skill? Select THREE
Which of the following could be considered a Pull Style negotiation tactic? Select TWO
A push style of negotiation uses logic, facts and reasoning to make a case of change. Is this true?
Explaining the benefit of an option is a soft tactic often used in negotiations. What is this commonly known as?
Why is it important to build rapport during a negotiation?
Which of the following is a negative body language?
Robert and Debbie are looking to formalise a business relationship in which they will share resources to create a mutually-beneficial project which is both high risk and high value. What type of relationship should Robert and Debbie seek to enter into?
Where two parties share the cost of implementing new manufacturing or production capabilities or in sharing costly storage or transport infrastructure, this is commonly known as what type of strategic alliance?
Which of the following stages of team development are typically characterised by frustration and conflict?
According to Maslow's Hierarchy of Needs, which is the most basic human need?
What was the conclusion of the Hawthorne Experiments?
Josh is a Manager within the Procurement Function of a large multi-national banking organisation. He is interviewing for several junior roles within the team and is considering using a Myers Briggs test for the candidates. What type of test is this?
Which of the following is not a personality characteristic found in the OCEAN BIG 5 personality test?
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