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CIPS Commercial Negotiation (L4m5) paper *3.
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Which of the following is the source of information on microeconomic factors?
There are many factors which will influence suppliers pricing decisions, select the THREE external factors that may apply
Which of the following are stage within the negotiation process?
1.plannning and preparation
2.Arguing and persuasion
3. Accepting hospitality
4.Testing and proposing
Different types of relationships impact on commercial negotiation. At a HLK negotiation. Which one of the following source would help to support leverage for the buyers?
Ranjit is facilities category buyer for a hospital and is managing and overseas sourcing project for security guard in clothing and personal protective equipment Ranjit is aware that foreign exchange fluctuation can create risk for his organization and would like to remove the risk.Ranjit has asked the international supplier to quote GBP sterling. Will Ranjit approach remove the fluctuation tricks for the hospital?
Which of the following are elements of prices negotiations select two that apply?
What type of question can be used to ascertain a particular select effect from a supplier in negotiation?
A procurement manager is considering negotiating variable pricing for a contract duration of 12months would this be the thing to do?
Procurement professionals should understand various costing methods that supplier may use when preparing their pricing and setting targets for their negotiations there are two main approaches used in calculating the of services one of which is marginal costing which of the following is the feature of 'marginal costing' to pricing?
During negotiation which of the following would be manageable questions
1.What do you think of our proposal ?
2.Are you saying these are the only acceptable terms ?
3.Here's how i see the situation don't you agree?
4.Can you tell us you come to that conclusion?
AT the end of a negotiation the process of having the outcomes of negotiation approved and endorsed is called?
The bargaining power of suppliers is likely to be high in relation to a buyer in which of which one of the following situation.
Any commercial negotiation process has only three potential stakeholders procurement the budget holder and the users is this true?
In preparation for negotiation with external organization which of the following resources are required by an organization to ensure a positive outcome?
Negotiating bet value should follow which stage of the sourcing process?
Which of the following are Tactics of distributive bargaining?
1 Withholding information that may open common ground
2 coercing in the other party to accept your position
3 Finding common ground between the parties
4 being open about all your needs
There are two approaches that can be pursued when doing commercial negotiation integrative or distributive which of the following features are associated with the distributive approach to negotiation?
Absorption costing attempt to calculate the total cost of producing additional units traditionally this is completed by determining the input of resources consumed in production period and the overhead cost. which of the following is a challenge of absorption costing?
Which of the following is an example of an indirect cost?
Which of the following tactics would be appropriate in an integrative negotiation?
Fast & East limited as a global fast food retailer is in negotiation with the major meat Supplier the supplier is asked for a 25 price increase which fast & Easy are strongly resisting. The surprise justify this increased by stating how the currency fluctuation an unstable economic Climate and rising transport costs have necessitated this Increase which persuasion tactic is the supplier using?
A supplier have offered International football tickets to the procurement manager whilst they are in the middle of a contract negotiation what should the procurement manager do?
Information is a key source of power in establishing power and leverage select three reliable source of information supply can gather on purchases
Which of the following would identify that a pull approach to influence is being adopted?
Coercive power is likely to be displayed in distributive negotiation approach this may originate from one organization that has more bargaining power than the other or one individual wielding higher positional power than the opponent . Why Is coercive power discouraged in negotiation and supplier relationship management?
When looking into push and pull techniques of influencing the push approach has which of the following characteristics?
1.exerts power
2.persuasion
3.secured compliance
4.secured commitment
One of the most important steps in preparing for negotiation is to appraise the relativepower of the parties. The buying organization must assess its bargaining power against that of the supplier it intends to negotiate with. This information is necessary in facilitating the Preparation the negotiation team and negotiation strategy. In what situation is the Bargaining Power of the buyers likely to Be Higher relative to suppliers?
A procurement manager has been asked to produce 1000 pens. he suggest to his manager that to obtain best value for money they should undertake competitive bidding process would with this be the best course of action?
Amelia need to negotiate prices with a potential client that she has not met before she was due to attend their offices next week but the meeting has been cancelled. The potential client has offered a telephone call as an alternative but Amelia has declined the offer a3 she feels Negotiation cannot succeed without a face-to-face meeting is this the right decision?
A procurement manager is about to secure a deal with an overseas supplier He suggested to his line manager that securing a fixed price during the contract period of 36 months would be beneficial for the organization would this be the right thing to do?
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