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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.
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.A . Differences in conflict management styleB . Differences in cultureC . Types of purchaseD . Standard terms and conditionsE . Line of the best fitsView...
Which one of the following could help?
For a commercial negotiation to be effective, the organisation has to identify resources required for negotiation. Which one of the following could help?A . Involve a larger team than the other partyB . Involve an appropriate cross-functional teamC . Involve a team of only senior managersD . Involve a location-based...
What is a benefit to the buyer of having a BATNA (best alternative to a negotiated agreement) in a negotiation?
What is a benefit to the buyer of having a BATNA (best alternative to a negotiated agreement) in a negotiation?A . To aid detailed pre-meeting data gathering and analysisB . To reduce financial and logistical risk for both partiesC . To be able to confidently walk away from an unfavorable...
If they wished to explore options with the other party without making any formal commitment, which type of question style would they use?
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 . LeadingB . HypotheticC . ReflectiveD . MultipleView AnswerAnswer: B Explanation: Hypothetical questions are...
Which persuasion method is she using?
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?A . CompromiseB . ThreatC . Good cop/bad copD . LogicView AnswerAnswer: A Explanation: In the scenario, the manager propose to 'split...
Which of the following is active listening?
Which of the following is active listening?A . Encouraging the other party to do all the talkingB . Agreeing with what the other party has to sayC . Summarising what has been saidD . Ignoring what the other party has to sayView AnswerAnswer: C Explanation: Summarising what has been said...
How can having a best alternative to a negotiated agreement (BATNA) support the buyer in a negotiation? Select THREE options that apply.
How can having a best alternative to a negotiated agreement (BATNA) support the buyer in a negotiation? Select THREE options that apply.A . It helps to be more assertive in a negotiationB . It reduces the likelihood of accepting a poor agreementC . It guarantees a win-win outcomeD . It...
Where there are high levels of commitment to relationships between both the buyer and supplier, this is seen as collaborative and beneficial to negotiations. Is this statement correct?
Where there are high levels of commitment to relationships between both the buyer and supplier, this is seen as collaborative and beneficial to negotiations. Is this statement correct?A . Yes, characteristics include risk management and strategic planningB . No, this can be classified as adversarialC . Yes, characteristics include arm's...
Which type of question should be used to receive affirmation on statement?
Which type of question should be used to receive affirmation on statement?A . OpenB . ClosedC . LeadingD . NarrowView AnswerAnswer: B Explanation: Different questioning styles can be used to elicit desired responses:
Which of the following sources of power is Mike most likely to possess?
Mike is a junior buyer who has been working for a manufacturing organisation for two years, specializing in purchasing research. Over this time, he has built good relationships within his team and with other departments. Which of the following sources of power is Mike most likely to possess?A . ReferentB...
