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CIPS Commercial Negotiation – L4M5 paper *12.
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1.
Negotiation team roles include all except
2.
The role of the scribe in a negotiation team is to
3.
The term win-win is collaborative and also
4.
In integrating bargaining, what do buyer and seller do?
5.
In distributive bargaining, what do buyer and seller do
6.
Where is the ‘Pareto efficient frontier’ in the creating versus claiming value model?
7.
Choose the four integrative views a buyer will take in negotiation
1. Get as much of the pie as you can
2. Position-keep interest confidential as many exposes weakness
3. One at a time, thank and bank
4. Conformance based; bring yes/no, you’re with us or against us
5. Expand the pie so both parties can get more
6. Interest-move away from position ASAP to create movement
7. Discussion of several issues at a time get all the issues on the table
8. Performance-base, creative solution that satisfies most of both side interest
8.
In the list below, choose the four integrating views a buyer will take in negotiation:
1. Get as much of the pie as you can
2. Position-keep interest confidential as many exposes weakness
3. One at a time, thank and bank
4. Conformance based; bring yes/no, you’re with us or against us
5. Expand the pie so both parties can get more
6. Interest-move away from positive ASAP to create movement
7. Discussion of several issues at a time get all the issues on the table
8. Performance-base, creative solution that satisfies most of both side interest
9.
Principled negotiation is an approach that focuses on two of the four below, choose the two that apply:
1. Integrative
2. Competing
3. Distributive
4. Collaborative
10.
The four fundamentals of principled negotiation are
1. People: Separate people from problems
2. People: Integrate people with the problem
3. Interest: Focus on interest not position
4. Interest: Focus on position not interest
5. Options: Generate options from mutual benefits
6. Options: Generate options that benefit your party
7. Criteria: Use objective criteria
8. Criteria: Use subjective criteria
11.
The price plateau diagram is based on __
12.
The price plateau diagram illustrates the principle of separating the people from the issue very well, and it has four possible character combinations of a negotiator:
1. Cold Tough
2. Cold Easy
3. Warm Tough
4. Warm Easy
‘Warm’ and ‘Cold’ refer to __
13.
‘Tough’ and ‘Easy’ in the price plateau diagram refer to:
14.
Tough’ in the price plateau diagram means
15.
‘Easy’ in the price plateau means
16.
Warm’ in the price plateau means __
17.
Cold’ in the price plateau means __
18.
What is the best approach in the price plateau diagram?
19.
19. Negotiation is a form of communication, and Fisher and Ury point out three common problems that can occur. Which among the following is not one?
20.
What motivates a negotiator?
21.
______ are a negotiation variable such as price or contract length that can be traded with TOP in a
22.
Clever negotiators are always looking for something that is:
23.
What is called the fallback or backstop position if the negotiation fails to result in an agreement?
24.
Before falling back to your best alternative to negotiated agreement, you must have gotten to your:
25.
For each objective and variable/tradable you will bring to the negotiation, you need to establish the following except:
26.
The concept of the best alternative to a negotiation agreement (BATNA) describes the option for a negotiator if an agreement cannot be reached. It proposes that a negotiator who must reach a deal is in a:
27.
Having an alternative as a backup in case a negotiator fails to achieve your minimum objective therefore provides you with a:
28.
Good negotiators realize that it is not the actual existence of a strong BATNA that gives you leverage in a negotiation but TOP’s perception or belief that you have a strong BATNA:
29.
BATNA is the standard you must judge the outcome of any negotiation against. Establishing your BATNA involves three steps. Which among the following is not one?
30.
What power comes from the belief that a person has the formal right to make demands and to expect others to be compliant and obedient? This sometimes comes from rules, formal authority, organizational rank, staff grade, or official position held.
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