CIPS L4M5 Commercial Negotiation Online Training

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1. An oil refinery plant imports much of its crude oil from overseas. A procurement manager in the refinery suggests that fixing the crude oil contract price for 36 months would be beneficial for the company.

Would this be a right thing to do?

2. Jane is planning for a forthcoming negotiation with a key supplier. She has learned what are important to the supplier and what are important to her company from previous contracts between them. In order to avoid negotiation deadlocks, she has set up several concession plans. But Jane has little experience in dealing with suppliers and doesn't know when to trade these concessions.

When is the best time in a negotiation to trade concessions?

3. Which of the following are examples of push techniques in commercial negotiations? Select TWO that apply.

4. Which of the following is the internal factor that is taken intoprice of a product?

5. A procurement professional is negotiating with a supplier on cleaning service. She realises that there are huge cost-saving opportunities if the supplier agrees to reduce its mark-up and unnecessary employee benefits. Supplier's mark-up and employee benefits are examples of which of the following?

6. Which of the following are signs indicating that TOP is using coercive power in commercial negotiation? Select TWO that apply.

7. Ma Bell was the sole provider of landline telephone service to most of the US in 1980s.

This is an example of...?

8. One difference between perfect competition and monopolistic competition is that...?

9. Which of the following should be the final step of a negotiation process if both parties cannot reach an agreement?

10. Which of the following are most likely to help buyer become preferred customer in supplier's perspective? Select TWO that apply.