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Premium pricing strategies used by suppliers are characterised by which of the following? Select TWO that apply.
Premium pricing strategies used by suppliers are characterised by which of the following? Select TWO that apply.A . Products are charged at a price based on supplier's reputationB . This strategy is often used when supplier attempts to enter new marketC . Price is based on cost structuresD . Typically...
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...
Maria has adopted an adversarial style relationship with her stationery supplier. This relationship style can be characterised by which of the following? Select the TWO that apply.
Maria has adopted an adversarial style relationship with her stationery supplier. This relationship style can be characterised by which of the following? Select the TWO that apply.A . Minimal sharing of informationB . Requirement to exceed expectationsC . Degree of mutual commitmentD . Use of power to seek the best...
Which of the following acronyms can help her identify limits before engaging in the negotiation?
A procurement professional is preparing for a negotiation with supplier. She is setting targets for price which her company is seeking to achieve. Which of the following acronyms can help her identify limits before engaging in the negotiation?A . MILB . RAQSCIC . TIMWOODD . PPCAView AnswerAnswer: A Explanation: MIL...
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...
