3 Months Free Update
3 Months Free Update
3 Months Free Update
If a negotiation results in an offer which does not meet the buyer’s minimum requirements, which of the following could the buyer pursue?
Which of the following are most likely to be characteristics of a perfectly competitive market? Select TWO that apply
Which of thefollowing are signs indicating that TOP is using coercive power in commercial negotiation? Select TWO that apply.
Which of the following are most likely to turn buying organisation into an unattractive customer in supplier's perspective? Select TWO that apply.
A negotiation is coming to the end. Both parties haven't had any official commitments. Right before leaving the room, the buyer strongly disagrees with supplier's set up prices and requests a discount. The supplier doesn't reply but nods and smiles. Can the buyer consider these actions as an acceptance?
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?
At which stage in a negotiation would questions be asked to obtain missing information?
Active listening in negotiation includes which of the following activities?
1. Hearing
2. Interpreting
3. Rapport
4. Influence
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 should be done when undertaking a reflection activity on negotiation? Select TWO that apply.
In addition to organisational power, personal power of each negotiator can influence the outcomes of a negotiation. A good negotiator can leverage different sources of power. Is this statement true?
Buying organisation may increase its leverage with suppliers by concentrating spend. Which of the following are most likely to be forms of supplier spend consolidation? Select THREE 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?
Which of the following are most likely to be direct costs of a steel manufacturer? Select THREE that apply.
Which of the following are macroeconomic factors that may have influence to the commercial negotiation? Select TWO that apply
Representatives from South African Department of Health is negotiating the price of hospital drugs with US pharmaceutical companies. Which of the following are most likely to be macro factors that influence the outcomes of the negotiation? Select TWO that apply.
When is the best time to adopt accommodating style according to Thomas-Kilmann conflict mode instrument?
Which of the following is considered a weakness of a ‘dealer’ style negotiator?