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CIPS Commercial Negotiation - L4M5 paper *4.
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1.
The Mendelow Matrix evaluates stakeholders using two critical factors. Which of the following pairs represent these factors?
2.
Which of the following scenarios best demonstrates a competitive negotiation approach?
3.
Negotiation is generally avoided under which of these circumstances?
4.
Which among the following causes content-related conflicts in negotiations?
5.
Which of the following represents an alternative to negotiation?
6.
In the Thomas-Kilmann Conflict Model, what defines the accommodating mode?
7.
Which two options are NOT considered common negotiation tactics or strategies?
8.
Which two factors are least likely to create conflict in a commercial negotiation with an overseas supplier?
9.
Greg emphasizes the negotiation taking place at his office. Which of the following is an advantage of this approach?
10.
What could likely cause disagreement in a negotiation with an international supplier?
11.
How is marginal costing best defined?
12.
Which two advantages are associated with Activity-Based Costing (ABC)?
13.
Identify two common examples of connected stakeholders for an organization:
14.
Which of the following best explains the term 'profit margin'?
15.
'Contribution' can be best described as:
16.
Which of the following is commonly considered an external stakeholder of an organization?
17.
Benjamin is gathering essential information for a key contract negotiation that impacts his organization's profitability. Which secondary source is most likely to provide Benjamin with accurate and current data?
18.
Which two of the following describe the characteristics of absorption costing?
19.
At what stage of negotiation do the parties typically start bargaining?
20.
A buyer receives a wedding gift from a supplier. Would this situation be considered a conflict of interest?
21.
Which of the following best explains the term 'Mark Up'?
22.
A buyer schedules a meeting with a supplier to review pricing for a product category under pressure to reduce costs. If the market conditions show supply exceeds demand, what negotiation type is the buyer likely to pursue?
23.
In negotiation, BATNA stands for:
24.
According to the Thomas-Kilmann conflict model, if a participant is both unassertive and uncooperative during a negotiation, which strategy are they likely using?
25.
Which of the following is a process-related cause of conflict in negotiations?
26.
During a negotiation, Solomon is frustrated by evasive behavior from the other party. What type of question should he use to gain clarity?
27.
Based on the Thomas-Kilmann model, if someone is unassertive but cooperative in a negotiation, what strategy are they employing?
28.
The Thomas-Kilmann model categorizes conflict resolution methods based on which two key variables?
29.
Which of the following is not an advantage of using a team approach to negotiations?
30.
A buyer negotiating a supplier's contractual performance is said to possess which type of power?
31.
Which one of the following traits defines an integrative negotiator?
32.
What is a likely reason for conflict between procurement and the production department?
