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CIPS Commercial Negotiation - L4M5 paper *5.
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1.
Which of the following provides reliable information on microeconomic factors?
2.
Select THREE external factors that may influence supplier pricing decisions:
3.
Which stages are part of the negotiation process?
1. Planning and preparation
2 .Arguing and persuasion
3. Accepting hospitality
4. Testing and proposing
4.
In an HLK negotiation, what source supports buyer leverage?
5.
Jamal, a category buyer, is sourcing security gear and wants to mitigate risks from currency fluctuations. He asks suppliers to quote in GBP. Does this eliminate the risk for the hospital?
6.
Which are elements of price negotiation? Select TWO.
7.
What type of question should be used to gain specific information from a supplier during negotiation?
8.
A procurement manager is considering negotiating variable pricing for a contract duration of 12months would this be the thing to do?
9.
How can contracts benefit organizations and how should they be conducted? Select TWO.
10.
Which is a feature of marginal costing in supplier pricing?
11.
Which of the following are manageable negotiation questions?
1. What do you think of our proposal ?
2. Are these the only acceptable terms?
3. Don’t you agree with my view?
4. How did you arrive at that conclusion?
12.
At the conclusion of negotiation, securing approval for outcomes is called:
13.
When is the bargaining power of suppliers typically high compared to the buyer?
14.
Does every commercial negotiation process involve only three key stakeholders: procurement, the budget holder, and the users?
15.
What resources are essential for an organization to ensure positive outcomes in negotiations with external entities?
16.
Negotiating the best value typically follows which stage of the sourcing process?
17.
Which of the following are tactics used in distributive bargaining?
1. Withholding information that could reveal common ground
2. Applying pressure to force acceptance of a position
3. Identifying mutual benefits between parties
4. Being transparent about needs
18.
What characteristics are commonly associated with the distributive approach to negotiation?
19.
Absorption costing calculates the total production cost, including resource inputs and overheads. What is a common challenge of this method?
20.
Which of these is an example of an indirect cost?
21.
Which tactic is best suited to an integrative negotiation?
22.
Swift & Affordable Ltd. is negotiating with a major meat supplier who requests a 25% price increase, citing currency fluctuations, economic instability, and rising transport costs. What persuasion tactic is the supplier using?
23.
A supplier offers international football tickets to a procurement manager during contract negotiations. What is the most appropriate course of action?
24.
Which are reliable sources of information for a supplier to gather about buyers?
25.
How can a pull approach to influence be identified?
26.
Why is coercive power discouraged in negotiation and supplier relationships?
27.
Which features are typical of the push approach in influencing?
1. Exerting authority
2. Using persuasion
3. Securing compliance
4. Gaining commitment
28.
When is buyer bargaining power stronger than that of suppliers?
29.
A procurement manager suggests competitive bidding for a 1,000-pen order. Is this the best approach?
30.
Yvonne declines a phone call with a potential client, insisting on a face-to-face negotiation. Is this the right decision?
31.
A procurement manager recommends fixing prices for a 36-month overseas supplier contract. Is this advisable?
32.
Sunita and her tear are in a negotiation with the supplier. A member of the suppliers negotiation team states that meeting your needs is meeting my needs because we are In this together what type of negotiation are the supplier and buyer undertaking?
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