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CIPS Commercial Negotiation – L4M5 paper *8.
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1.
In many negotiation, divergence may arise over …..and ……..
2.
Senior manager may take responsibility of evaluating their own performance and claimed that they have performed well. To ensure fair & transparent & accountable performance from senior managers, a robust challenge through …. Will be carried out.
3.
circumstances whereby there are plenty suppliers with low switching cost and no long term relationship with supplier, an approach to conflict management could be
4.
situation where the buyer is relatively weak, product supplied by the specific supplier is important to the buyer and price is within the budget, an approach of ….. Conflict management can be used
5.
what conflict management style proffers to find a win-win solution for both buyer and supplier
6.
commercial negotiation should be driven by ……..
7.
stakeholder influence in organization vary enormously depending on the following except?
8.
when negotiating for commodity-type products and services where there are multiple competing suppliers, what approach of negotiation will the buyer adopt?
9.
if the absolute highest price a buyer can pay is $1000 per unit and the lowest price the supplier can offer is $1200, if other variables are constant and both parties stick to their bottom lines. Then both parties establishing each other's?
10.
the ZOPA model can be applied to any of these variable except
11.
what gives good negotiators leverage in a negotiation is usually
12.
a budget holder using an expression as this "I can make a decision right now to sign you up with the largest customer in the region" during negotiation can be said to be using ………….
13.
buyer seeking best price on commodity supplies may likely use the following power
14.
buyer seeking partnership with much larger strategic supplier can combine these powers
15.
an individual buyer with limited personal power, representing a high-spending growing international company with a strong brand identity has power of ……
16.
if you represent a supermarket chain negotiating for avocados just after a major international crop failure, your overall position will be weakened by which external force.
17.
if you are a car assembler and during negotiations with a supplier for lithium battery-powered engines. The government passes a new law that will ban diesel engines in the near future, it is likely that you will lose relative power in negotiation through ........... forces
18.
which STEEPLE element are most likely to influence the negotiation outcome of this situation. A global food company negotiating the supply of cocoa from west African producers
19.
a key objective of strategic procurement and category management is ……..
20.
in a buyer supplier relationship, existence of contractual trust is brought to lower the?
21.
Repairing a relationship breakdown will involve the use of ……
22.
suppliers with high fixed cost vs variable cost ratio will not be able to offer significant discount for bulk orders as most of their costs are …..
23.
understanding your supplier cost base will help the buyer to know when they can offer ……….
24.
understanding cost elements allows the buyer to apply techniques such as?
25.
in price negotiations, it is always preferable and easier to target
26.
itemizing allowable costs & they adding an agreed margin is known as
27.
if something is bought for $50 and the selling price is $100, then the mark up is?
28.
if something is bought for $50 and the selling price is $100, then the gross margin is?
29.
these are some examples of direct cost except?
30.
from a procurement point of view, reputational strength in a supplier might be based on some or all of the following except
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