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CIPS Commercial Negotiation - L4M5 paper *2.
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1.
Which of the following is an example of verbal communication?
2.
Which of the following is a dimension in Hofstede’s cultural dimensions?
3.
Which of the following is considered a non-verbal form of communication?
4.
What does ZOPA stand for?
5.
Which of the following are classified as indirect costs? Name two.
6.
Which of the following are components of the STEEPLE analysis? Name two.
7.
What is the reason to evaluate performance after a negotiation?
8.
What is deemed the most important in negotiation?
9.
The Power Distance Index (PDI) in Hofstede’s cultural dimensions refers to:
10.
The Supplier Preference Model is used to determine how suppliers view customers. Which of the following is NOT included in the model?
11.
Which two are categorized as types of persuasion?
12.
Which of the following is NOT a phase in negotiation?
13.
Which of the following are signs of active listening? Name two.
14.
At the break-even point, which of the following is true?
15.
Which of the following is NOT a negotiation play?
16.
Integrative negotiations are generally associated with which type of items?
17.
Which of the following are types of market structure? Name two.
18.
The total cost of an item includes:
19.
The process of applying pressure to change others’ attitudes or behaviors is called:
20.
A supplier sells a product for $80 per piece. What is the percentage of mark-up and the total profit if 1,000 pieces are sold?
21.
Which of the following is a trust-repairing behavior? Name two.
22.
What does PPCA stand for?
23.
Which of the following is a measure of emotional intelligence (EQ)?
24.
Which two of the following are considered "forces" in Porter’s Five Forces theory?
25.
Formative evaluation of negotiation performance focuses on which of the following?
26.
Which of the following are variable costs for a company making burgers? Choose three.
27.
Daniel often uses hypothetical questions in negotiation. What outcome is Daniel trying to achieve?
28.
After which stage of negotiation do the parties begin to bargain?
29.
Bill habitually reflects and evaluates each negotiation. What objective is Bill trying to achieve?
30.
Isaac has determined that his supplier usually charges a markup of 20% on a cost of $120. What is the selling price Isaac should expect?
31.
Which two of the following are categorized as direct costs?
32.
It is said that negotiation is required in every stage of the procurement cycle. Which stage requires the least effort for negotiation?
