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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?
Which of the following are three external factors that may influence supplier pricing decisions?
What are the stages in the negotiation process?
1.Plannning and preparation
2.Arguing and persuasion
3. Accepting hospitality
4.Testing and proposing
Which source supports leverage for the buyer in a high-level negotiation?
Ben, a facilities category buyer for a hospital, is concerned about currency fluctuations affecting international sourcing. If he asks the supplier to quote in GBP, will this eliminate the risk?
Which of the following are elements of price negotiations? Select two that apply.
Which type of question is best for uncovering a supplier’s specific effect in negotiation?
Should a procurement manager negotiate variable pricing for a 12-month contract?
Which feature characterizes 'marginal costing' in pricing?
During negotiations, which of the following are 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?
What is the process called when negotiation outcomes are approved and endorsed?
The bargaining power of suppliers is likely to be high when:
Is it true that only three stakeholders—procurement, the budget holder, and users—are involved in commercial negotiations?
In preparation for negotiation with an external organization, which resources should an organization invest in for a positive outcome?
Which stage of the sourcing process should price negotiation follow?
What are tactics used in distributive bargaining?
1. Withholding information that may find common ground
2. Coercing the other party to accept your position
3. Finding common ground between parties
4 .Being open about all your needs
What characteristics are associated with the distributive approach to negotiation?
A challenge of absorption costing is:
Which of the following is an example of an indirect cost?
Which of the following tactics are appropriate for 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 offers football tickets to a procurement manager during a contract negotiation. What should the manager do?
What are reliable sources of information a supplier can gather on purchasers?
Which of the following indicates a pull approach to influence?
Why is coercive power discouraged in negotiation and supplier relationship management?
Which characteristics define the push approach to influence?
1.Exerts power
2.Persuasion
3.Secured compliance
4.Secured commitment
When is the bargaining power of buyers higher than that of suppliers?
Is competitive bidding the best course of action for procuring 1000 pens?
Should Aurelia negotiate face-to-face with a potential client after a canceled meeting?
Should a procurement manager secure a fixed price for a 36-month contract with an overseas supplier?
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