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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...
What type of questions should NSPF ask HFA to achieve this?
The National Schools Purchasing Forum (NSPF) is a procurement organisation that purchases goods and services on behalf of schools on a national scale. NSPF is close to concluding negotiations in a meeting with Hygienics For All (HFA) for the supply of consumables to school washrooms. Both parties have reached an...
Which of the following is the persuasion method that Rose intends to use in the forthcoming conference?
Rose is a senior buyer from a skiing equipment retailer. Rose is concerned about the current ski boot shortage and the number of invoicing problems from a key supplier. She has decided to have a video conference with Victor, CEO of the supplier. Initially, she intends to threaten Victor with...
An adversarial style of negotiation is appropriate where the buyer has greater bargaining power over the supplier. In what other situations may the buyer adopt this style of negotiation?
An adversarial style of negotiation is appropriate where the buyer has greater bargaining power over the supplier. In what other situations may the buyer adopt this style of negotiation?A . When the supplier is a monopolist and some advantages need to be gained from the agreementB . In a market...
Contract award and implementation
Contract award and implementationA . 1 and 4B . 1 and 3C . 3 and 4D . 2 and 3View AnswerAnswer: A Explanation: Commercial negotiations commonly take place during Contract Management and Improvement (1) and Contract Award and Implementation (4) stages. During these stages: Contract Management and Improvement (1): Ongoing...
Which of the following is considered a strength of a ‘logical’ style negotiator?
Which of the following is considered a strength of a ‘logical’ style negotiator?A . AssertiveB . MethodicalC . Friendly and accessibleD . Interrelate issues easily and make quick decisionsView AnswerAnswer: B Explanation: A useful and simple shorthand for preferred negotiation styles is summarised by four simple descriptor: 'warm', 'tough', 'logical'...
Effective listening is important in integrative negotiations. Is this statement correct?
Effective listening is important in integrative negotiations. Is this statement correct?A . Yes, as it allows issues to be shared and understood between all partiesB . Yes, as it means the supplier’s attempts at negotiation can be stopped quickly with reasoningC . No, as what the other party has to...
Procurement gets involved in negotiating purchase requisitions only when there is a value analysis to ensure that only value-adding aspects are included. Is this statement true?
Procurement gets involved in negotiating purchase requisitions only when there is a value analysis to ensure that only value-adding aspects are included. Is this statement true?A . No, purchasing can negotiate other details of the purchase requisition even where value analysis is absentB . No, value analysis is a very...
Which TWO of the following would be appropriate in this scenario?
A purchasing organisation is discussing its approach to an upcoming negotiation with a key supplier over a contract for critical new services. They have decided they want to find a Win/Win (integrative) solution. Which TWO of the following would be appropriate in this scenario?A . CollaborationB . Problem solvingC ....
At which negotiation stage should CT introduce these tradeables?
Champion Toys (CT) is negotiating a large order of luxury toys with its supplier, Top Teds. CT has identified that lead times, order quantities, and delivery locations are tradeables that could be used in this negotiation. At which negotiation stage should CT introduce these tradeables?A . BargainingB . ClosureC ....
