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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...
When developing a negotiation approach, according to recognised theory (for example, Mendelow), how should stakeholders with high interest but low power be managed?
When developing a negotiation approach, according to recognised theory (for example, Mendelow), how should stakeholders with high interest but low power be managed?A . Minimal effortB . Key playerC . Keep informedD . Keep satisfiedView AnswerAnswer: C Explanation: According to Mendelow's Stakeholder Matrix, stakeholders with high interest but low power...
Which of the following are microeconomic factors? Select THREE that apply.
Which of the following are microeconomic factors? Select THREE that apply.A . Rates of taxationB . Availability of investorsC . Unemployment levelsD . Distribution channelsE . Rates of inflationF . Levels of competitionView AnswerAnswer: B, D, F Explanation: Microeconomic factors refer to elements that affect individual businesses or sectors rather...
The party being influenced may not be aware of the process happening
The party being influenced may not be aware of the process happeningA . 1 and 2 onlyB . 3 and 4 onlyC . 1 and 3 onlyD . 2 and 4 onlyView AnswerAnswer: C Explanation: A push approach typically involves exerting authority or power (1) with the party being influenced...
Venue for the negotiation talks
Venue for the negotiation talksA . 1 and 2B . 1 and 3C . 3 and 4D . 2 and 3View AnswerAnswer: B Explanation: Zone of Potential Agreement (1) and Walk-away point (3) are key elements in negotiation planning. Establishing a Zone of Potential Agreement helps identify where interests align,...
The party being influenced may not be aware of the process happening
The party being influenced may not be aware of the process happeningA . 1 and 2 onlyB . 3 and 4 onlyC . 1 and 3 onlyD . 2 and 4 onlyView AnswerAnswer: C Explanation: A push approach typically involves exerting authority or power (1) with the party being influenced...
Which of the following is the definition of safety margin?
Which of the following is the definition of safety margin?A . The difference between current or forecasted sales and sales at the break-even pointB . The amount of revenue that remains after subtracting costs directly associated with productionC . The production level at which total revenues for a product equal...
A procurement manager is considering negotiating variable pricing for a contract duration of 12 months. Would this be the right thing to do?
A procurement manager is considering negotiating variable pricing for a contract duration of 12 months. Would this be the right thing to do?A . No, because this will not enhance the buyer-supplier relationshipB . No, because it will prove difficult to budget for the duration of the contract and provide...
