NEW QUESTION 137
Which of the following may help the procurement professional increase expert power in commercial negotiation? Select TWO that apply.

NEW QUESTION 138
Professional buyer is planning for the next negotiation of a simple one-off contract. This negotiation is typified by which of the following? Select TWO that apply.

NEW QUESTION 139
An integrative negotiation style involves …

NEW QUESTION 140
It may be more difficult to buy on a credit from supplier who locates in a country with a hyperinflation? Is this assumption true?

NEW QUESTION 141
In which of the following scenarios could you adopt a distributive-based negotiation approach?

NEW QUESTION 142
Which of the following is categorised as fixed cost?

NEW QUESTION 143
Lina Rawlins is a senior buyer working for a medical equipment company. Lina is in charge of the company’s largest supplier account, Great Barrington Gas (GBG), a medical equipment supplier. Recently GBG’s performance has declined, which has led to an increasing number of rejected items. Lina is aware of the seriousness of this, given the nature of the item, and has asked GBG to attend an urgent meeting. In the meeting, Lina asked the GBG representative “Can you tell me exactly what you are doing to ensure quality?” What type of question is Lina asking?

NEW QUESTION 144
Which of the following are most likely to turn buying organisation into an unattractive customer in supplier’s perspective? Select TWO that apply.

NEW QUESTION 145
A procurement professional is sourcing low value items. He conducts market analysis and realise that these items can be provided by many suppliers and switching cost between suppliersis relatively low. He also assume that the relationship between buyer and supplier will be transactional rather than long-term. According to Thomas-Kilmann conflict model instrument, which of the following is the most appropriate style that the procurement professional should adopt when negotiating with these suppliers?

NEW QUESTION 146
A purchasing manager is having a negotiation with a supplier to extend the duration of the contract. In order to persuade 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?

NEW QUESTION 147
Which of the following is considered a strength of a ‘logical’ style negotiator?

NEW QUESTION 148
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?

NEW QUESTION 149
When is the best time for buyer to propose the negotiation agenda to potential supplier?

NEW QUESTION 150
Which of the following are tactics of distributive bargaining?
* Withholding information that may open up common ground
* Coercing the other party to accept your position
* Finding common ground between parties
* Being open about all your common needs

NEW QUESTION 151
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.

NEW QUESTION 152
Lina Rawlins is a senior buyer working for a medical equipment company. Lina is in charge of the company’s largest supplier account, Great Barrington Gas (GBG), a medical equipment supplier. Recently GBG’s performance has declined, which has led to an increasing number of rejected items. Lina is aware of the seriousness of this, given the nature of the item, and has asked GBG to attend an urgent meeting. In the meeting, Lina asked the GBG representative “Can you tell me exactly what you are doing to ensure quality?” What type of question is Lina asking?

NEW QUESTION 153
In which of the following costing methods, overhead costs are applied in proportion to production volume?

NEW QUESTION 154
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

NEW QUESTION 155
JCB is a large manufacturer of heavy machinery. The CPO is going to a negotiation with a Chinese supplier about procuring some major components. He is wondering about balance of power in the negotiation. Which of the following micro factors are most likely to shift the balance of power towards the buying organisation in this commercial negotiation? Select TWO that apply

NEW QUESTION 156
One of the most important steps in preparing for negotiations is to appraise the relative power of the parties.
The buying organisation must assess its bargaining power against that of the supplier it intends to negotiate with. This information is necessary in facilitating the preparation, the negotiation team and the negotiation strategy.
In what situation is the bargaining power of buyers likely to be high relative to suppliers?

NEW QUESTION 157
A supplier has offered international football tickets to the procurement manager while they are in the middle of a contract negotiation. What should the procurement manager do?

NEW QUESTION 158
Which of the following is an example of non-verbal communication?