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CIPS Commercial Negotiation – L4M5 paper *8.
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1.
In various negotiations, differences may arise over:
2.
Senior managers may evaluate their own performance and assert that they have succeeded. To ensure transparency and accountability, a thorough evaluation process involving ______ will be conducted:
3.
When multiple suppliers exist with low switching costs and no long-term relationships, an effective conflict management approach might be:
4.
If the buyer is weaker, but the product is essential and the price is acceptable, a suitable conflict management approach would be:
5.
Which conflict management style is most likely to create a win-win situation for both parties?
6.
Commercial negotiations are usually driven by:
7.
Stakeholder influence in an organization varies greatly based on all of the following except:
8.
For commodity products with multiple competing suppliers, what approach is most likely adopted by the buyer?
9.
Given that the buyer’s maximum price is 1000 per unit and the supplier’s minimum is 1200, what is established between the parties if both stick to these limits?
10.
The ZOPA model applies to all of these variables except:
11.
The most significant leverage in negotiations often comes from:
12.
When a budget holder says, “I can immediately sign you up with the largest customer in the region,” which type of power are they using?
13.
A buyer seeking the best price for commodity supplies might use the following power:
14.
For a buyer negotiating a partnership with a larger supplier, which combination of powers is likely to be used?
15.
An individual buyer with limited personal power, representing a high-spending, fast-growing international company, holds which type of power?
16.
If representing a supermarket chain negotiating for avocados after a crop failure, which external force weakens the buyer’s position?
17.
If negotiating with a supplier for lithium batteries and a new law bans diesel engines, which force weakens the buyer’s negotiation power?
18.
Which STEEPLE element is most likely to influence the outcome of a negotiation for cocoa supplies from West Africa?
19.
A key objective of strategic procurement and category management is:
20.
In a buyer-supplier relationship, contractual trust reduces:
21.
Repairing a broken relationship will typically require:
22.
Suppliers with a high fixed-cost ratio are unlikely to offer significant bulk discounts because their costs are primarily:
23.
Understanding a supplier’s cost base allows the buyer to:
24.
Awareness of cost elements lets the buyer apply techniques like:
25.
in price negotiations, it is always preferable and easier to target
26.
Itemizing allowable costs and adding an agreed margin is known as:
27.
If an item is bought for 50 and sold for 100, the markup is:
28.
If an item is bought for 50 and sold for 100, the gross margin is:
29.
All of the following are examples of direct costs except:
30.
From a procurement perspective, reputational strength in a supplier is based on all the following except:
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