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CIPS Commercial Negotiation - L4M5 paper *1.
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1.
Which of the following resources are crucial for supporting a supplier negotiation, besides involving colleagues? Select two that apply:
2.
Listening is a key activity in any negotiation. The listening process in negotiation includes which two of the following?
1. Hearing
2. interpreting
3. Rapport
4. Influencing
3.
As a buyer, if a supplier has let you down and you’ve lost trust in their ability to deliver, which of the following would be the best approach to rebuild the relationship?
4.
Is it always necessary to have a BATNA (Best Alternative to a Negotiated Agreement) at the start of negotiations?
5.
Which communication skill is key to a successful international negotiation, given the impact of culture?
6.
Which of the following are considered effective influence techniques in contract negotiation? Select THREE that apply:
7.
Which scenario best describes the buyer having relatively higher bargaining power compared to the supplier?
1. Few substitute products in the market
2. Demand is not urgent
3. The buyer can produce in house
4.There are limited supplier in the market
8.
Which persuasion technique might include a statement of negative consequence?
9.
Mercy, a junior buyer, is negotiating with an international supplier and is concerned the supplier might not respect her authority. She decides to hold the negotiation at her office. What is the greatest advantage of negotiating at her office?
10.
What are potential sources of conflict between the buyer and the supplier? Select two that apply:
11.
What are the potential sources of conflict between the buyer and the supplier? Select two that apply:
1.Price elasticity of demand
2.Environmental Factor
3.Risk management
4.Stages in the product life cycle
12.
Is effective listening important in integrative negotiation?
13.
Fred, a procurement manager, is preparing for a high-value, long-term procurement and reviewing how the country’s economy may influence his position. Where would he find relevant macroeconomic information?
1.Company accounts
2.Stock exchange
3.Government forecast
4.Trade fairs
14.
Sam, a junior buyer specializing in purchasing procedures, has built strong relationships within his team and other departments. What source of power is Sam likely to possess?
15.
Which task should be carried out during the closure stage of a commercial negotiation?
16.
A procurement manager is preparing for negotiation with a major supplier and is withholding important information to gain stronger leverage. Is this appropriate in an integrative negotiation style?
17.
How can the outcome of a commercial negotiation be assessed?
18.
Which of the following is considered on-the-job training?
1.Taught workshop
2.Feedback
3.Coaching
4.Anchoring
19.
Which sources of personal power are relevant in commercial negotiations?
1.Expect power
2.Informational power
3.Reward power
4.Charismatic power
20.
Mary is negotiating with an internal stakeholder who believes the product she developed isn’t suitable. She suggests the stakeholder attend the product development meeting to voice their opinions. Which influence technique is Mary using?
21.
Break-even analysis helps determine when a business neither makes a profit nor a loss. What formula is used to calculate the break-even point?
22.
Is it ethical to use emotions as a persuasion technique in contract negotiations?
23.
Which of the following are characteristics of an effective negotiation objective? Select two that apply:
24.
Which of the following are characteristics of the push approach?
1.Exerting power
2.Aimed at securing compliance of often against resistance of influence
3.Influences may not be consciously aware of the process
4.Persuasion or interpersonal influence
25.
Which of the following are external factors in pricing decisions? Select two that apply:
26.
A manufacturer produces two products: A and B. The total cost of making product A is $108, and for product B, it’s $120. What would the mark-up value be for products A and B, respectively?
27.
Which negotiation approach is focused on a win-lose outcome?
28.
A supplier’s expenditure that can be attributed to a specific product is known as:
29.
What are two advantages of team negotiation?
30.
Open questions are typically used for which of the following?
31.
Which among the following is an example of fixed costs?
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