Spring Sale Special - Limited Time 70% Discount Offer - Ends in 0d 00h 00m 00s - Coupon code: sntaclus

examout.co

Which of the following are macroeconomic factors that may have influence to the commercial negotiation? Select TWO that apply

A.

Equilibrium price

B.

Supply curve

C.

Unemployment rate

D.

Bargaining power of supplier

E.

Rising import tariffs

The sourcing manager has decided to adopt an adversarial style of negotiation to take advantage of the buyer's greater bargaining power over the suppliers. In what other circumstances should an adversarial relationship be used?

A.

When the supplier is likely to respond with further concessions to maintain a long-term relationship

B.

In all forms of negotiation as each party is always trying to gain advantage over the other

C.

In a monopoly market as the supplier will respond by conceding quantity discounts

D.

When the issues concerned are non-negotiable, for example, health and safety commitments

In what circumstances is the bargaining power of suppliers likely to be high, in relation to buyer power? Select the THREE that apply:

A.

The number of suppliers is limited

B.

The demand is not urgent

C.

The product the buyer requires is undifferentiated

D.

The volume required is low

E.

The supplier has highly specialized machinery

F.

The buying firm is large in comparison to the supplier

John and a supplier agree on a long-term relationship based on trust, respect, and shared risk/reward. What type of relationship is this?

A.

Partnership

B.

Transactional

C.

Outsourcing

D.

Arm’s length

Which of the following is potentially a major source of conflict?

A.

Power imbalance

B.

Information gathering

C.

Shared goals and values

D.

Teamwork

A skilled negotiator will use a range of questioning techniques in a negotiation. If they wished to explore options with the other party without making any formal commitment, which type of question style would they use?

A.

Leading

B.

Hypothetical

C.

Reflective

D.

Multiple

Amelia needs to negotiate prices with a potential client that she has not met before. She was due to attend their offices next week, but the meeting has been cancelled. The potentialclient has offered a telephone call as an alternative, but Amelia has declined the offer as she feels negotiations cannot succeed without a face-to-face meeting. Is this the right decision?

A.

Yes, because when negotiating for the first time it is essential to meet face-to-face

B.

Yes, because you can only do negotiations face-to-face to observe non-verbal cues

C.

No, because it can be a useful introduction for conditioning expectations prior to a face-to-face meet

D.

No, because telephone negotiations enable stronger arguments which lead to better influence

Which of the following are most likely to be macro factors that may influence the balance of power in commercial negotiation? Select THREE that apply.

A.

Economic growth rates

B.

Disruptive technologies

C.

Purchasing spend volume

D.

Sustainability of natural resources

E.

Intensity of competition in a industry

F.

Number of substitute products or services

Which of the following are sources of legitimate (personal) power? Select THREE.

A.

Position power

B.

Referent power

C.

Coercive power

D.

Direct power

E.

Assumed power

F.

Influenced power

Which of the following is an example of non-verbal communication?

A.

1 and 3 only (Interview and Eye contact)

B.

2 and 4 only (Word-of-mouth communication and Body language)

C.

3 and 4 only (Eye contact and Body language)

D.

2 and 3 only (Word-of-mouth communication and Eye contact)