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? Chief Negotiator Scribe Commercial Lead Team Leader 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 the seller how much the buyer is willing to pay 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 both parties the best alternative to a negotiated agreement None 4. Question 7 Power based on a person's high levels of knowledge and skill is known as what type of power Referent Power Expert Power Reward 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? Marginal Costing Variable Costing Absorption 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 Cost-plus pricing Penetration pricing None 7. Question 10 Which of the following is not a determinant of supply? Innovation Quality Price Technology 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 Perfect Competition Monopoly 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 Low Value Easy concession to win Easy concession to trade None 10. Question 13 Which of the following would be a ‘don't behavior at the bargaining phase of a negotiation? Use time tactics Observe bady language Make unplanned concessions Make notes of tradeable 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 influences needs commitment from other parties The Influencer is an expert while the followers are not The influencer Is actively seeking innovative ideas from others None 12. Question 15 Which of the following questioning styles would you use to help generate a specific response? Closed question Probing question Open question Hypothetical question None 13. Question 16 Which of the following would international cultural differences not be as important: A complex purchase from a foreign supplier When the stakes are high and a minor misunderstanding can lead to major problems Buying a service where your organization will be engaging with teams of people from other countries A small value one-off 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 - Weaknesses of team members can be identified for future development Lessons can be learned for next time 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? test open agree/close move None 16. Question 19 At which stage of negotiations are both parties likely to trade concessions? agreement and closing phase testing stage D. agreement and closing phase bargaining stage proposing stage None 17. Question 20 At the agreement and closing stage of a negotiation, is a deal always made? 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 yes, you should always shake hands and walk away at this point 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, that is the whole point of the process, to reach a point where you agree and close the deal None 18. Question 21 At which of the stages of negotiation will both parties be looking to establish if ZOPA exists? testing stage bargaining stage opening stage proposing stage None 19. Question 22 Which of the below typical behaviors should be avoided in the opening stage of negotiations? start the conditioning process consider using visual aids to set out key objectives be well presented put any markers down None 20. Question 23 The style ‘directive’ (push) is particularly effective in which of the following situations? the influencer needs commitment from the other parties there is no clear solution to the issue in hand 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 influence has a great deal of knowledge about the issue the current situation demands innovative thinking the situation demands that the influencer gets other to buy into an unpopular decision research has identified a best answer None 22. Question 25 the tactical ploy ‘salami’ refers to which of the below? unexpected extras are added on after the negotiations that were not clarified or explicitly discussed you wait until the end of the discussions to ask for a concessions you know is contentious you ask for an exceptional one-off concession that Is normally hard to get pretending something you need Is not important None 23. Question 26 which of the tactical ploys is best described as ‘pretending something you need is not Important, e.g. outrageous Initial demand add on getting peanuts thank and bank 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? one more thing add on saiami thank and bank None 25. Question 28 try and get the other party to see things in different way, which types of questioning style would youuse open questions forceful questions hypothetical 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 closed questions open 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? pause after the other party has stopped talking 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 None 28. Question 2 Which of the below is a non-verbal communication technique? facial expressions using pauses and silence after the other person has finished speaking active listening the tone of your voice when communicating None 29. Question 3 According to Hofstede's cultural dimensions, what does the acronym INO stand for? power distance index individualism versus collectivism Indulgence versus restraint masculinity versus feminizes None 30. Question 4 Roughly how many objectives should standard negotiation have? 3 2 8 6 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 negotiate better payment terms for the current contract to reduce the lead times of delivery of goods to the end consumer None 32. Question 6 Which of the below would be considered an objective element to reflect on when assessing performance duringNegotiation? did we present well with confidence? how did we respond to questions? 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 agree next steps? did we/ they use any tactical ploys? 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? Team size and makeup Method of communication - face-to-face, video or phone call Lack of clarity before the negotiation Type of goods being discussed None 35. Question 9 Which of the following is the correct statement. To minimise conflict... Always ensure drinks are available Agree ‘ground rules’ with the other party after of negotiation meetings have taken place Always dress in smart attire Agree ‘ground rules’ with the other party In advance of any negotiation meetings 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 yield Objective is to find a middle ground Objective is to delay None 37. Question 11 The Thomas-Kimann conflict mode instrument (TKI) outlines the positions available when entering a negotiation. The vertical axis refers to Aggressweness Cooperativeness Assertiveness Compromise None 38. Question 12 The Thomas-Kilmann conflict mode instrument (TKI) outlines the positions available when entering a negotiation. The horizontal axis refers to Aggressiveness Cooperativeness Compromise Assertiveness None 39. Question 13 Which of these Is not an approach to conflict resolution Collaborating Compromising Avoiding Negotiating None 40. Question 14 The principled style has of negotiation has how many principles, Two Three Four One None 41. Question 15 Which of the following statement is referring to the second principle of negotiation? Focus on interests, not positions Separate the people from the problem or issue Insist on using objective criteria invent options for mutual gain None 42. Question 16 Which of the following statement is referring to the fourth principle of negotiation? invent options for mutual gain Separate the people from the problem or issue Focus on interests, not positions Insist on using objective criteria None 43. Question 17 Tradeables are: items that you are willing to trade in 3 negotiation items that you offer once all negotiations are complete items that you are not willing to trade in a negotiation items that are non-negotiable None 44. Question 18 Which of the following is NOT an example of a tradeable? lead time Price intellectual property rights Environmental benefits None 45. Question 19 How many levels need to be taken into consideration when considering the relative power of buyers and suppliers? One Two Three Four None 46. Question 20 Which of the following is not a level of when considering the relative power of buyers and suppliers? Macro Environment Supply positioning one-to-one organization power international Environment Micro Emironment None 47. Question 21 PESTLE refers to Pottixad, Economic, Strategy, Technological, Legal and Environmental factors. Political, Economic, Social, Technological, Legal and Environmental factors. Pecuniary, Economic, Strategic, Tactical, Legal and Environmental factors. Profitable, Economic, Social, Technotogical, Legal and Environmental factors. None 48. Question 22 Which of the following Is not used by Porter's Five Forces for analysts of The intensity of Industry rivalry The threat of new entrants The bargaining power of buyers Market Value None 49. Question 23 Leverage can be Increased through analytics. Which of the following Is not a factor when carrying out a spendanalysis? How often are they spending Who in your organisation is spending the money Who they are spending it with How much they are spending on which categories None 50. Question 24 Which of the following is not a sign of trust In business relationships? Mutually agreed and managed objectives and success measures for the contract, including KPIs Regular requests for price increases Pride and strong effort, high employee and customer satisfaction High-performance teams that feel empowered to get the job done 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 disagreement in business relationships A sign of trust In business relationships A sign of disruption is business relationships None 52. Question 26 Which of the below describes “Mark-Up"? The amount added to the cost of an item expressed as a percentage of the selling price The amount added to the cost of an item to get to its selling price and Is expressed as a percentage 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? Cost-plus pricing Marginal cost pricing Premium pricing Penetration pricing None 54. Question 57 Which pricing strategy is usually based on historical data and may ignore market forces? Penetration pricing Marginal cost pricing Cost-plus pricing Premium pricing None Time's upTime is Up!
