QUESTION 92
Which of the following are signs indicating that the trust between buyer and supplier has improved? Select TWO that apply.

QUESTION 93
Which of thefollowing are signs indicating that TOP is using coercive power in commercial negotiation?
Select TWO that apply.

QUESTION 94
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?

QUESTION 95
According to Dr. Mari Sako, which of the following is potentially the weakest trust to be built?

QUESTION 96
Economic growth can be measured by…?

QUESTION 97
Active listening in negotiation includes which of the following activities?
1. Hearing
2. Interpreting
3. Rapport
4. Influence

QUESTION 98
Which of the following would cause a demand curve for a good to be price inelastic?

QUESTION 99
Which of the following is the first step in the development of negotiation strategies?

QUESTION 100
During a negotiation, a procurement manager suggests that the two companies should split the difference which would benefit both the supplier and buyer. Which persuasion method is she using?

QUESTION 101
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.

QUESTION 102
Rose is a senior buyer from a skiing equipment retailer. Rose is concerned about the current ski boot shortage and the number of invoicing problems from a key supplier. Shehas decided to have a video conference with Victor, CEO of the supplier. Initially, she intends to threaten Victor with contract termination unless he can improve the situation. However, she is a little wary of doing this as the switching costs are high. Eventually, she decides to seek solutions by encouraging the other party to offer their views and ideas. Rose also prepares some ideas to discuss with Victor. Which of the following is the persuasion method that Rose intends to use in the forthcoming conference?

QUESTION 103
Sally is negotiating with an oversea supplier on the price and payment period. Her company and the supplying organisation are equal in bargaining power.The supplier says that they are investing in new facilities and machinery so the payment period should not be longer than 30 days. Sally knows that her company often pays the suppliers after 45 days from the delivery, but at the moment the company has positive cash flow and it is able to pay immediately. Which of the following should be Sally’s concession plan?

QUESTION 104
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?

QUESTION 105
Which of the following is the internal factor that is taken intoprice of a product?

QUESTION 106
Which of thefollowing is an objective of proposing phase?

QUESTION 107
There are no commitments in hypothetical questions. Is this statement true?

QUESTION 108
Which of the following are most likely to be fixed costs of an airline? Select TWO that apply.

QUESTION 109
SBL provides contract bathroom furniture and fittings for a wide variety of domestic and commercial clients.
To some suppliers, SBL spendclaims a large portion of their revenue. But SBL is famous for imposing draconian obligations on these suppliers. Which of the following is most likely to be overarching objective of these suppliers to SBL?

QUESTION 110
Win-lose approach is most likely to be associated with which of the following type of relationship?

QUESTION 111
Which of the following are rules of attentive listening? Select TWO that apply.

QUESTION 112
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 113
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?

QUESTION 114
Which of the following are factors that might shift the demand curve for a consumer good to the right?
1. Prices of complementary goods decrease
2. Price of the consumer good decreases
3. Customers’ expectation of higher prices in the future
4. Consumer tastes shift toward substitute products

QUESTION 115
From the principled point of view about negotiation environment, which of the following is a true statement?