ADVANCED NEGOTIATION L5M15 Paper 7*

The CPO of a major organisation has a meeting with a key internal stakeholder who the CPO has not previously met. The CPO is meeting with 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 will the CPO be likely to use the most in this situation?

Mutual trust is most important in which types of relationships?

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.

According to Mitchell, the purpose of motivational theories is to:

Needs and expectations at work are sometimes divided into two types

Mullins proposes a three-fold classification of motivation as a starting point for discussion which comprises:

Which of the following is a positive reaction to the blockage of a desired goal?

Negative responses to the blockage of a desired goal include:

Managers can attempt to reduce levels of frustration in organisation members by:

Aldefer and McClelland are two examples of ___________ theories of motivation.

Maslow suggests that human needs are arranged in a series of levels, a hierarchy of importance. Which of the following statements are relevant to Maslow’s hierarchy of needs theory?

Steers and Porter’s model relates the _____________ level of Maslow’s Hierarchy to organisational factors that include a cohesive work group and friendly supervision.

According to Herzberg, which of the following may be regarded as hygiene/maintenance factors?

McClelland’s achievement motivation theory states that people with a high achievement need have a preference for:

Vroom and Porter and Lawler developed examples of __________ models of motivation:

Equity theory of motivation focuses on:

Which of the following statements is true about the Goal Theory of motivation?

Which of the following is not a core job dimension as summarised by Mullins?

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

KV Banking Group (KVBG) is going through a large change programme. Contracts with existing suppliers are being renegotiated. KVBG's management is offering suppliers longer term contracts in return for price reductions. For those that do not reduce their pricing notice is being served to terminate contracts and new suppliers will be recruited. Which tools are KVBG's management using?

Which of the following are recognised differences between cultures that should be considered when negotiating? Select ALL that apply

A recently appointed category manager has a meeting with an important stakeholder who needs to be influenced. They are of an equivalent seniority level. The category 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 issue and the procurement organisation has incurred substantial additional costs as a result of the supplier's failure. Must the procurement organisation pursue litigation next?

A negotiation meeting is taking place at the global headquarters of Parr, Loades & Zach (PLZ), a leading marketing agency, and one of its clients, GANV Bank (GANVB). The meeting is between a senior PLZ partner and the marketing director from GANVB. The PLZ partner starts by saying 'Thanks for coming to New York. First things first, I'd like to show you some of things we're doing online for our other clients'. After a short demonstration the PLZ partner says to the GANVB marketing director '.....and I forgot to mention, if you would like us to do the same type of online marketing for GANV you'll need to place a confirmed order with us by the end of the week because our specialist team has very limited capacity'. Which influencing tools is the PLZ partner using?

Upon first entering the office of the purchasing manager of a company with whom you would like to do business, you notice a picture of the team mascot of your alma mater on the wall. You should