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Which of the following is mostlikely to be a reason why a supplier charges its customer higher price after it has reached the break-even point?
’What specific tests do you carry out to ensure quality is achieved?’ This is an example of which type of negotiation question?
Neville is a senior procurement specialist in a automaker. He has good relationship with his team mates and other departments because of his amazing purchasing skills and kindness. Which of the following sources of power is Neville likely to possess?
Which of the following are tools that help procurement visualise cost breakdowns of products and services purchased from supplier?
1. Spend candlesticks
2. Spend tree
3. Aggregate expenditure model
4. Spendwaterfall
Which ofthe following is a true statement regarding macroeconomic factors and their potential impact on negotiations?
Distributive approach in negotiation is typified by which of the following?
Stalemate is morelikely to happen if both parties trade more variables in a commercial negotiation. Is this assumption true?
Which of the following is the area where two or more negotiating parties may find common ground?
A buying organisation with a low spend but the reputation for paying on-time. In order to increase buyer's leverage in negotiation with suppliers, which of the following should be a priority of this buyer?
Procurement team is required to improve leverage with their suppliers through spend consolidation. To check whether there is any opportunity to consolidate spend, which of the following should be priority of procurement team?
Personal power is only used in distributive approach. Is this statement true?
Jane is planning for a forthcoming negotiation with a key supplier. She has learned what are important to the supplier and what are important to her company from previous contracts between them. In order to avoid negotiation deadlocks, she has set up several concession plans. But Jane has little experience in dealing with suppliers and doesn't know when to trade these concessions. When is the best time in a negotiation to trade concessions?
According to Professor Gavin Kennedy, in which of the following forms of dispute resolution, both parties will voluntarily exchange their ideas and beliefs?
An organisation is developing the specification for a capital purchase project. An important stakeholder has doubt on the draft specification. The buyer invites him to the product function meetings. In these meeting the attendees can raise their concerns, the specification development team takes in all the concerns and adjusts the specification accordingly. What kind of technique is the specification development team using?
Sumitomo Rubber Industries (SRI) is a Japan-based tyre manufacturer. In order to increase production, SRI is sourcing rubber from Southeast Asian firms. Which of the following micro factors are most likely to shift the balance of power to supplier? Select TWO that apply
Ma Bell was the sole provider of landline telephoneservice to most of the US in 1980s. This is an example of...?
When is the best time to adopt accommodating style according to Thomas-Kilmann conflict mode instrument?
Which of thefollowing is the purpose of using stakeholder support level scale?
It may be more difficult to buy on a credit from supplier who locates in a country with a hyperinflation? Is this assumption true?
Which of the following are macroeconomic factors that may have influence to the commercial negotiation? Select TWO that apply
In a detailed cost breakdown, a company has a salary cost of 9%, raw materials cost 51% and overheads cost 24%. Which of the following represents themark-up of that company?
When is the best time for buyer to propose the negotiation agenda to potential supplier?
Which of the following would cause a demand curve for a good to be price inelastic?
A purchasing manager is having a negotiation with a supplier to extend the duration of the contract. In order topersuade the supplier to cut the cost by 10%, she promises to shorten the payment period from
45 days to 30 days for each delivery. The supplier's representative does not agree the offer and clearly states that his proposed price is already lower than the market price. The purchasing manager has
used which type of power?
A supplier’s mark-up on all products is 25%. Supplier's profit margin is...?
A senior buyer analyses the supply market and he realises that his organisation is treated asExploit according to supplier's perspective model. What does he need to do?
Which of the following will positively affect reputational strength of an organisation? Select TWO that apply.
Win-lose approach is most likely to be associated with which of the following type of relationship?
Which of the following method should be used in negotiation if both parties want to communicate verbally and non-verbally without having to meet face-to-face?
An oil refinery plant imports much of its crude oil from overseas. A procurement manager in the refinery suggests that fixing the crude oil contract price for 36 monthswould be beneficial for the company. Would this be a right thing to do?
Which of the following are signs indicating that the trust between buyer and supplier has improved? Select TWO that apply.
Which of the following should be done when undertaking a reflection activity on negotiation? Select TWO that apply.
Under EU public procurement directives, which of the following are procedures in which there is no commercial negotiation allowed?
Which of the following is the process enabling the buyer to sharewith the supplier their purposes and needs to focus on some specific areas such as quality, cost, social and environmental standards, etc in the supplier's bids?
To buying organisation, savings can be achieved from different saving levers or tactics. Which of the following are means that deliver savings through optimising specifications?