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ADVANCED NEGOTIATION L5M15 Paper 9*.
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1.
What is the purpose of a negotiation?
2.
Which of the following is an advantage of having an agenda within a negotiation? Select 2
- It ensures all key topics are covered
- Becoming too scripted in a formal agenda can reduce the ability to react to opportunities
- It minimizes distractions
- It allows for flexibility
3.
DSA is a large organization that is in the process of expanding its procurement department. It is recruiting two new contract managers. The department lead insists that the new recruits possess soft skills that will be useful in the procurement function. Which of the following would be considered a soft skill? Select THREE.
- Influencing
- Change management
- Knowledge of local markets
- Mathematical capability
- Communication
4.
Honesty and integrity are important aspects of recognized business ethical codes of practice. These types of behaviors can help avoid which of the following?
5.
Robyn is preparing for several upcoming meetings with suppliers. Below are details of the upcoming negotiations. For each supplier, Robyn will use a different negotiation style depending on the subject to be discussed.
Simplified Version of the Question
Robyn is meeting four suppliers. She will use a different negotiation style for each one.
Supplier 1:
Robyn has a strong long-term relationship with this supplier and wants to work together on a new project. She wants to focus on solving the problem and finding options that benefit both sides. The problem they must discuss is the high number of product faults.
Supplier 2:
This supplier provides low-value, routine items. Robyn plans to tell them that other suppliers are offering big discounts.
Supplier 3:
Robyn knows exactly what she wants in this meeting. She wants to push the supplier to improve a key performance indicator (KPI). The issue is that the supplier is often late with deliveries.
Supplier 4:
This supplier is the only one who can provide the required item. Robyn wants to keep a good relationship and discuss a new ordering system that will help both sides communicate better.
Which of the following negotiation techniques belongs in box 3? (Box 3 refers to Supplier 3.)
6.
Robert and Debbie are looking to formalize a business relationship in which they will share resources to create a mutually-beneficial project that is both high risk and high value. What type of relationship should Robert and Debbie seek to enter into?
7.
Which of the following could be considered a Pull Style negotiation tactic? Select TWO
- Rationalizing
- Asserting
- Inspiring
- Negotiating
8.
Which of the following sentences about the Human Relations approach to company structure is not true?
9.
Mohammed is a Procurement Manager at a large retail company called Tarki Ltd. He holds several meetings with suppliers each week. His main objective is to secure deliveries of items as cheaply as possible. He believes that push influencing techniques are the most effective to achieve his aims. Is this correct?
10.
Using praise or flattery in a negotiation is the use of which of the following tactics?
11.
Which of the following are incentives to increase supplier performance? Select TWO.
- Gain share
- Pain share
- Bonus payments
- Service credits
12.
In every negotiation, it is important for both parties to assess and take into account the situational aspects of the negotiation. Which of the foolowing cannot be identified as the situational aspect in a negotiation?
13.
Entering into long term contracts present both potential advantages and challenges. Which of the following are the challenges of negotiating for long term contracts?
1. Trust cannot be built in a long term contracts
2. Changes are inevitable in longer term contracts and more likely to affect the initial agreement between the parties
3. There is a high possibility of geopolitical fluctuations likely to affect the long term supplyof required materials
4. Long term contracts needs to be well justified using an effective cost/benefit analysis
14.
WGYR Investment is in a long term contract with BBFR Limited for the supply of raw materials they use in their production operations. BBFR Limited is a company oversees and acts as a monopoly for the products they supply and supply a lot of other organisations. This presents a lot of risk for WGYR Investments and they are likely to experience a potential bottleneck in their operations if they receive their deliveries late. They use a risk register to as a way to manage the risk that might affect their operations. Which of the following explains to correct use of a risk register in managing the risks that affect WGYR Investments?
15.
Which of the following are the elements of a principled negotiation that both parties should take into account to establish a long term working relationship?
- Separate people from the problem
- Use of bargaining power to extract the best value
- Focusing more on positions rather than the interest of the parties
- Devising many options for mutual gains before deciding what to do
16.
Which of the following techniques can be used by the parties to managing risks in long-term supply contracts? Select TWO that apply.
- Use of contract terms and conditions to cover eventualities such as force majeure and breaches
- Ensuring the supplier is denied reasonable profit margins to maximise gains in a deal
- Ignoring the significance of market research to gain information to use in doing business with a supplier
- Entering into many long-term contracts with other suppliers to minimise the potential impact of supplier failure
17.
Which of the following are examples of ‘open’ questions?
- How many of the deliveries per week will be made
- How do you plan to meet our requirements for the new product
- Will you be able to generate 10% savings we need within the timescales
- What might be the impact of the weather on your delivery performance
18.
Why is sharing of information a key part of achieving a win/win outcome from the negotiation? Select TWO that apply.
- It builds mutual trust as each party will return the trust shown in them by the other party
- It gives the supplying party important information to negotiate a longer contract term
- It allows both parties to offer solutions that will help solve the other parties’ issues
- It allows the buyer to improve its specifications to get better offers from other suppliers
- It gives the buying party important information that it can use to negotiate lower prices
19.
Conflict might arise between two negotiating parties due directly to which of the following? Select TWO that apply.
- Regular communication
- Personality clash
- Different perceptions
- Partnership working
- The need to summarise
20.
Litigation is always a suitable method for the organisation to use in the event of a breach of contract by the other party. Is this correct?
21.
GBVE Enterprises, a paint manufacturing company recently realised the need to implement some changes in its operational strategy. They decided to inform their employees of the changes that need to be implemented for the company to protect its competitive position in the market. Few days after a lengthy discussion with their employees, the top management realises that most of the employees are not happy of the change that the management wants to implement. Most of the employees are rather trying to resist away from the change and trying to reason why the change should not be implemented. At which stage of the change cycle are the employees at?
22.
One of the key disadvantages of a narrow span of control is
23.
Which of the following is a motivational factor, according to Herzberg's two-factor theory?
24.
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?
25.
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 …
