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QUESTION 66
Which of the following may help the procurement professional increase expert power in commercial negotiation? Select TWO that apply.

QUESTION 67
Effective listening is important in integrative negotiations. Is this statement correct?

QUESTION 68
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?

QUESTION 69
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.

QUESTION 70
A procurement professional is preparing for a negotiation of purchasing non-critical commodity products. He knows that the product can be easily replaced by other substitutes in the market. The negotiation for these products is typified by which of the following?

QUESTION 71
Which type of power is considered the opposite of coercive power?

QUESTION 72
Which of the following are signs indicating that the trust between buyer and supplier has improved? Select TWO that apply.

QUESTION 73
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?

QUESTION 74
Which of the following are most likely to be sources of conflict that can emerge from the process of commercial negotiations? Select TWO that apply.

QUESTION 75
From the principled point of view about negotiation environment, which of the following is a true statement?

QUESTION 76
Which of the following are examples of push techniques in commercial negotiations? Select TWO that apply.

QUESTION 77
Which of the following is a source of information on microeconomic factors?

QUESTION 78
Which of thefollowing are signs indicating that TOP is using coercive power in commercial negotiation?
Select TWO that apply.

QUESTION 79
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?

QUESTION 80
Are tactical ploys only used in distributive approach?

QUESTION 81
Jasmine and the IHL sales team have a negotiation scheduled with one of AB’s lead buyers, Samuel, at AB’s premises. This is one of the biggest negotiations that Jasmine has been involved in and is eager not to make any mistakes. Jasmine has heard from a colleague that Samuel tends to adopt an integrative negotiation style.
IHL senior management decides to send a team of three members to the negotiation. Jasmine is among the team and she is assigned to check body language, reactions, feeds insight to her leader and to record important comments and information from the meeting for minutes. Which of the following are roles of Jasmine in the forthcoming negotiation? Select TWO that apply.

QUESTION 82
Which of the following is the area where two or more negotiating parties may find common ground?

QUESTION 83
Which of the following would describe a push approach to influencing?
Exerting power or authority
Extensive use of open questioning
The party being influenced is fully aware of the process occurring
The party being influenced may not be aware of the process happening

QUESTION 84
Which of the following are most likely to be direct costs of a steel manufacturer? Select THREE that apply.

QUESTION 85
Which of the following is an objective of proposing phase?

QUESTION 86
Which of the following can help both parties to break the vicious cycle of blame when a relationship needs repairing? Select TWO that apply.

QUESTION 87
Where can we find the data on macroeconomics?
1. From trade journal
2. From supplier’s marketing catalogue
3. From stock exchange market
4. From government’s statistics

QUESTION 88
It may be more difficult to buy on a credit from supplier who locates in a country with a hyperinflation? Is this assumption true?