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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...
Using compromise and creativity tactics
Using compromise and creativity tacticsA . 1 and 2 onlyB . 3 and 4 onlyC . 1 and 3 onlyD . 2 and 4 onlyView AnswerAnswer: A Explanation: In a win-lose outcome, tactics often involve lowering the other party’s resistance point (1) and convincing them that the offer is the...
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...
At a negotiation, which one of the following sources would help to support leverage for the buyer?
Different types of relationships impact commercial negotiations. At a negotiation, which one of the following sources would help to support leverage for the buyer?A . Legitimate powerB . Personality powerC . Powerful colleaguesD . Friends powerView AnswerAnswer: A Explanation: Legitimate power derives from formal authority or position, giving the buyer...
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...
Which of the following are external factors in pricing decisions?
A wide range of factors may be taken into account by suppliers when setting or negotiating prices. Which of the following are external factors in pricing decisions? Select TWO that apply.A . Competition in the marketB . Cost of productionC . Where the product is in its lifecycleD . Customer...
The stage in the product life cycle
The stage in the product life cycleA . 1 and 2 onlyB . 1 and 4 onlyC . 2 and 3 onlyD . 3 and 4 onlyView AnswerAnswer: D Explanation: Risk management (3) and the stage in the product life cycle (4) are internal factors within the supplier's control and...
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 are examples of variable costs?
Which of the following are examples of variable costs? Building and site rent Annual insurance premium Raw materials expenditure Delivery costs for materialsA . 1 and 3B . 2 and 3C . 1 and 4D . 3 and 4View AnswerAnswer: D Explanation: Raw materials expenditure (3) and delivery costs for...
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...
