whole life paper11 Leave a Comment / By Admin / June 10, 2024 Welcome to your whole life paper11 1. Question 4 In Negotiation team roles, who would be the spokesperson and lead negotiation meetings? Commercial Lead Chief Negotiator Team Leader Scribe None 2. Question 5 Which of the following would be a characteristic of a Distributive approach to a negotiation? Information sharing in relation to goals Get as much of the ‘pie’ as you can Win-Win outcome for both parties Long-term / regular interaction with the other party None 3. Question 6 Which of the following best describes the ‘Zone of Potential Agreement’? The ‘ZOPA’ defines both parties the best alternative to a negotiated agreement The 'ZOPA’ defines the price range in which a buyer and seller can possibly come to an agreement The 'ZOPA' defines the price range in which no agreement can be made The ‘ZOPA' defines the seller how much the buyer is willing to pay None 4. Question 7 Power based on a person's high levels of knowledge and skill is known as what type of power Expert Power Reward Power Referent Power Legitimate Power None 5. Question 8 Allocating overheads in which indirect costs are ‘loaded’ into direct costs related to specific jobs using an anestimate is known as which type of costing method? Absorption Costing Marginal Costing Variable Costing Activity-based Costing None 6. Question 9 in supplier costing strategies, if 3 suppliers reduces prices / has a low entry price, this is known as what typeof pricing strategy? Premium pricing Market pricing Penetration pricing Cost-plus pricing None 7. Question 10 Which of the following is not a determinant of supply? Innovation Quality Technology Price None 8. Question 11 A market in which there are a small number of suppliers who exert a significant influence in that market isknown as? Oligopoly Monopolistic competition Monopoly Perfect Competition None 9. Question 12 In concession planning, a low importance to you, and a high importance to the other party would beknown as what type of concession? Difficult Easy concession to win Easy concession to trade Low Value None 10. Question 13 Which of the following would be a ‘don't behavior at the bargaining phase of a negotiation? Make unplanned concessions Observe bady language Make notes of tradeable Use time tactics None 11. Question 14 Which of the following situations would a Directive (push) persuasion method be used? There is no clear solution to the issue at hand The influencer Is actively seeking innovative ideas from others The Influencer is an expert while the followers are not The influences needs commitment from other parties None 12. Question 15 Which of the following questioning styles would you use to help generate a specific response? Probing question Hypothetical question Closed question Open question None 13. Question 16 Which of the following would international cultural differences not be as important: A small value one-off purchase from a foreign supplier Buying a service where your organization will be engaging with teams of people from other countries When the stakes are high and a minor misunderstanding can lead to major problems A complex purchase from a foreign supplier None 14. Question 17 Which of the following would not be a benefit of reflecting on 2 negotiations to improve futureperformance? Strengths and weaknesses of the negotiation strategy can be confirmed Lessons can be learned for next time - Weaknesses of team members can be identified for future development Apportioning blame to the person who's fault it was that the negotiation was riot-successful None 15. Question 18 In they key phases of negotiation, which Is the second step? move test agree/close open None 16. Question 19 At which stage of negotiations are both parties likely to trade concessions? testing stage D. agreement and closing phase proposing stage agreement and closing phase bargaining stage None 17. Question 20 At the agreement and closing stage of a negotiation, is a deal always made? yes, that is the whole point of the process, to reach a point where you agree and close the deal no, the whole purpose of the meeting may have been to go to the next stage of sign-off, with Someone who has the authority to do 10 no, the discussion should always be thought about after negotiations, you should take a couple of days to consider the offer and meet again yes, you should always shake hands and walk away at this point None 18. Question 21 At which of the stages of negotiation will both parties be looking to establish if ZOPA exists? opening stage bargaining stage proposing stage testing stage None 19. Question 22 Which of the below typical behaviors should be avoided in the opening stage of negotiations? consider using visual aids to set out key objectives be well presented start the conditioning process put any markers down None 20. Question 23 The style ‘directive’ (push) is particularly effective in which of the following situations? there is no clear solution to the issue in hand the influencer needs commitment from the other parties the situation involves a safety or security-critical Issue or 2 strict deadline the influencer is actively seeking innovative ideas from others None 21. Question 24 The style ‘visionary’ (pull) is particularly effective in which of the following situations? the current situation demands innovative thinking research has identified a best answer the influence has a great deal of knowledge about the issue the situation demands that the influencer gets other to buy into an unpopular decision None 22. Question 25 the tactical ploy ‘salami’ refers to which of the below? you ask for an exceptional one-off concession that Is normally hard to get you wait until the end of the discussions to ask for a concessions you know is contentious pretending something you need Is not important unexpected extras are added on after the negotiations that were not clarified or explicitly discussed None 23. Question 26 which of the tactical ploys is best described as ‘pretending something you need is not Important, e.g. getting peanuts add on thank and bank outrageous Initial demand None 24. Question 27 if you were to get a one-off extra - long payment terms on a contract agreement, which tactical ploywould this relate closest too? thank and bank add on one more thing saiami None 25. Question 28 try and get the other party to see things in different way, which types of questioning style would youuse hypothetical questions forceful questions open questions probing questions None 26. Question 29 to seek specific information from a discussion, which style of questioning would you use? hypothetical questions probing questions open questions closed questions None 27. Question 1 to show you are actively listening during a discussion, restating is sometimes a good tactic to use, whatdoes this entail? repeat every so often what you think the other person has said let the person know what your initial thoughts are on the situation bringing together the facts of the problem to test understanding pause after the other party has stopped talking None 28. Question 2 Which of the below is a non-verbal communication technique? the tone of your voice when communicating facial expressions active listening using pauses and silence after the other person has finished speaking None 29. Question 3 According to Hofstede's cultural dimensions, what does the acronym INO stand for? power distance index masculinity versus feminizes Indulgence versus restraint individualism versus collectivism None 30. Question 4 Roughly how many objectives should standard negotiation have? 6 3 2 8 None 31. Question 5 what is the main aim of reflection on a negotiation? to better understand they key objectives of the other party lessons can be learned far future negotiations to reduce the lead times of delivery of goods to the end consumer to negotiate better payment terms for the current contract None 32. Question 6 Which of the below would be considered an objective element to reflect on when assessing performance duringNegotiation? how did we respond to questions? did we present well with confidence? did we stay within our trading limits? did logistics work or play any influencing role? None 33. Question 7 Which of the below would be considered a process element to reflect on when assessing performanceduring negotiation? did we keep to agreed roles? did we/ they use any tactical ploys? did we agree next steps? did we achieve our objectives? None 34. Question 8 Which of these is NOT a source of conflict that can arise during the negotiation process? Type of goods being discussed Method of communication - face-to-face, video or phone call Lack of clarity before the negotiation Team size and makeup None 35. Question 9 Which of the following is the correct statement. To minimise conflict... Agree ‘ground rules’ with the other party In advance of any negotiation meetings Agree ‘ground rules’ with the other party after of negotiation meetings have taken place Always dress in smart attire Always ensure drinks are available None 36. Question 10 1n the five approaches to conflict resolution what is the objective of accommodating Objective is to find a win-win solutions Objective is to delay Objective is to yield Objective is to find a middle ground None 37. Question 11 The Thomas-Kimann conflict mode instrument (TKI) outlines the positions available when entering a negotiation. The vertical axis refers to Assertiveness Compromise Aggressweness Cooperativeness None 38. Question 12 The Thomas-Kilmann conflict mode instrument (TKI) outlines the positions available when entering a negotiation. The horizontal axis refers to Compromise Cooperativeness Aggressiveness Assertiveness None 39. Question 13 Which of these Is not an approach to conflict resolution Avoiding Collaborating Negotiating Compromising None 40. Question 14 The principled style has of negotiation has how many principles, Three One Two Four None 41. Question 15 Which of the following statement is referring to the second principle of negotiation? Insist on using objective criteria Focus on interests, not positions Separate the people from the problem or issue invent options for mutual gain None 42. Question 16 Which of the following statement is referring to the fourth principle of negotiation? Insist on using objective criteria Separate the people from the problem or issue Focus on interests, not positions invent options for mutual gain None 43. Question 17 Tradeables are: items that you are not willing to trade in a negotiation items that are non-negotiable items that you offer once all negotiations are complete items that you are willing to trade in 3 negotiation None 44. Question 18 Which of the following is NOT an example of a tradeable? lead time Environmental benefits intellectual property rights Price None 45. Question 19 How many levels need to be taken into consideration when considering the relative power of buyers and suppliers? Three Four One Two None 46. Question 20 Which of the following is not a level of when considering the relative power of buyers and suppliers? Supply positioning one-to-one organization power Micro Emironment Macro Environment international Environment None 47. Question 21 PESTLE refers to Profitable, Economic, Social, Technotogical, Legal and Environmental factors. Pecuniary, Economic, Strategic, Tactical, Legal and Environmental factors. Pottixad, Economic, Strategy, Technological, Legal and Environmental factors. Political, Economic, Social, Technological, Legal and Environmental factors. None 48. Question 22 Which of the following Is not used by Porter's Five Forces for analysts of Market Value The bargaining power of buyers The intensity of Industry rivalry The threat of new entrants None 49. Question 23 Leverage can be Increased through analytics. Which of the following Is not a factor when carrying out a spendanalysis? Who they are spending it with How often are they spending How much they are spending on which categories Who in your organisation is spending the money None 50. Question 24 Which of the following is not a sign of trust In business relationships? High-performance teams that feel empowered to get the job done Regular requests for price increases Pride and strong effort, high employee and customer satisfaction Mutually agreed and managed objectives and success measures for the contract, including KPIs None 51. Question 25 Acceptance on both sides of the potential need to renegotiate terms when business conditions change is A sign of loyalty in business relationships A sign of trust In business relationships A sign of disruption is business relationships A sign of disagreement in business relationships None 52. Question 26 Which of the below describes “Mark-Up"? The amount added to the cost of an item to get to its selling price and Is expressed as a percentage The amount added to the cost of an item expressed as a percentage of the selling price None 53. Question 56 If a supplier charges a very high price, not connected with cost structures but based on reputation,the perception that the product/service is of a superior quality, what pricing strategy has the "supplies adopted? Premium pricing Penetration pricing Marginal cost pricing Cost-plus pricing None 54. Question 57 Which pricing strategy is usually based on historical data and may ignore market forces? Marginal cost pricing Cost-plus pricing Premium pricing Penetration pricing None Time's upTime is Up!
