최신 L4M5 무료덤프 - CIPS Commercial Negotiation

A. Trade concessions

B. Start making tentative offers

C. Check hypothesis and assumptions

D. Create atmosphere conducive to agreement

A. Opening, debating, promising, testing, disagreeing, closing

B. Preparing, opening, bargaining, agreement, closure

C. Open, testing, bargaining, closing, revisiting

D. Preparation, proposal, bargain, leave

A. No, fixed price should be only applied to contracts that last 60 months or longer

B. No, the refinery would not be able to reap the benefits from falling commodity price and currency rates

C. Yes, the supplier would bear the risk when the material price increased

D. Yes, financial budgeting task would be a lot easier with fixed pricing arrangement

A. 1 and 4

B. 1 and 3

C. 3 and 4

D. 2 and 3

A. Probing

B. Reflective

C. Leading

D. Closed

A. Focuses on the facts and not the people

B. Very precise

C. May be too assertive

D. May shift position quickly

A. Reward power

B. Legitimate power

C. Expert power

D. Coercive power

A. Profit expressed as a percentage of costs

B. Profit expressed as a percentage of variable costs

C. Profit expressed as a percentage of the selling price

D. Profit expressed as a percentage of fixed costs

A. No, because negotiating over telephone is enough to collect information on supplier's capability

B. Yes, because this is an opportunity to assess the supplier's capacity

C. Yes, because the visit would increase the buyer's bargaining power

D. No, because the travel would incur unnecessary costs

A. No, the buyer should maximise the use of open questions

B. Yes, because they urge the supplier to provide more :

C. Yes, because closed questions help to reconfirm certain facts

D. No, supplier will consider closed questions as provocation

A. No, purchasing can negotiate other details of the purchase requisition even where value analysis is absent

B. Yes, value analysis is the single most important responsibility of procurement in the processing of repeat requisitions

C. Yes, the role of purchasing is to add value to the purchase, and therefore every purchase requisition must go through a team value analysis

D. No, value analysis is a very technical process that requires the expertise of engineering and financial analysts

A. Yes, the role of procurement is to ensure that the technical specifications are fit for purpose

B. Yes, and the budget holder is the most important one because of the finances involved

C. No, other stakeholders, such as directors, and IT might also be interested in the negotiation outcomes

D. No, only procurement, the user, and suppliers have an interest in the products negotiated

A. Costs are allocated based on volume

B. ABC provides the information required to take action and realise improvements

C. ABC has tended to over cost products on long runs and under cost those on short runs

D. Limited understanding of true costs incurred

E. Variable and all related overhead expenses are specifically assigned to a business activity

A. Yes, because negotiator should rely on non-verbal communications only

B. No, because nodding and smiling are not clear signs of neither acceptance nor rejection

C. No, because nodding and smiling are etiquette of polite rejection

D. Yes, because smiling shows supplier's readiness in signing the deal off

A. Addressable spend

B. Spend cube

C. Spend waterfall

D. Spend tree

A. 15%

B. 20%

C. 75%

D. 30%

A. No, because only organisational power can be leveraged during a negotiation

B. Yes, because all sources of power have similar effectiveness in every situation

C. No, because each person has only one superior source of personal power

D. Yes, because the good negotiator recognises his own power in a negotiation

A. Undertaking 'reverse marketing'

B. Demand management

C. Evaluating the interests from suppliers

D. Deciding whether RFQ or ITT should be used