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CIPS - Whole Life Asset Management (L4M7) paper *3.
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1.
In Negotiation team roles, who would be the spokesperson and lead negotiation meetings?
2.
Which of the following would be a characteristic of a Distributive approach to a negotiation?
3.
Which of the following best describes the ‘Zone of Potential Agreement’?
4.
Power based on a person's high levels of knowledge and skill is known as what type of power
5.
Allocating overheads in which indirect costs are ‘loaded’ into direct costs related to specific jobs using an estimate is known as which type of costing method?
6.
In supplier costing strategies, if 3 suppliers reduces prices / has a low entry price, this is known as what type of pricing strategy?
7.
Which of the following is not a determinant of supply?
8.
A market in which there are a small number of suppliers who exert a significant influence in that market is known as?
9.
In concession planning, a low importance to you, and a high importance to the other party would be known as what type of concession?
10.
Which of the following would be a ‘don't behavior at the bargaining phase of a negotiation?
11.
Which of the following situations would a Directive (push) persuasion method be used?
12.
Which of the following questioning styles would you use to help generate a specific response?
13.
Which of the following would international cultural differences not be as important:
14.
Which of the following would not be a benefit of reflecting on 2 negotiations to improve future performance?
15.
In they key phases of negotiation, which Is the second step?
16.
At which stage of negotiations are both parties likely to trade concessions?
17.
At the agreement and closing stage of a negotiation, is a deal always made?
18.
At which of the stages of negotiation will both parties be looking to establish if ZOPA exists?
19.
Which of the below typical behaviors should be avoided in the opening stage of negotiations?
20.
The style ‘directive’ (push) is particularly effective in which of the following situations?
21.
The style ‘visionary’ (pull) is particularly effective in which of the following situations?
22.
The tactical ploy ‘salami’ refers to which of the below?
23.
Which of the tactical ploys is best described as ‘pretending something you need is not Important, e.g.
24.
If you were to get a one-off extra - long payment terms on a contract agreement, which tactical ploy would this relate closest too?
25.
Try and get the other party to see things in different way, which types of questioning style would you use
26.
To seek specific information from a discussion, which style of questioning would you use?
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