Continue to Read L4M5 Free Dumps (Part 2, Q41-Q80) of V12.02 Today – Verify the CIPS Commercial Negotiation (L4M5) Dumps (V12.02)

1. Which of the following is considered a strength of a ‘logical’ style negotiator?

2. 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.

3. In a commercial negotiation, a procurement professional believe that the larger the order quantity from buyer, the lower the supplier's average costs.

Is this assumption true?

4. A procurement manager has been asked to procure 1,000 pens. He suggests to his manager that to obtain the best value for money, they should undertake a competitive bidding process.

Would this be the best course of action?

5. According to Fiona Dent and Mike Brent, which of the following are characteristics of Push approach? Select TWO that apply.

6. To buying organisation, savings can be achieved from different saving levers or tactics.

Which of the following are means that deliver savings through optimising specifications?

7. 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?

8. The buyer's bargaining power tends to be relatively higher than supplier's bargaining power in which of the following circumstances?

9. 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.

10. Which of the following is the first step in the development of negotiation strategies?

11. Which of the following should be adopted to minimise the conflict between parties in commercial negotiation?

12. Economic growth can be measured by...?

13. 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?

14. XYZ Ltd needs to purchase a bundle of IT products from suppliers. The procurement manager requests details of costs regarding designing and managing those products. After receiving reports from suppliers, she realises that they have charged up to a 1,095% mark-up on IT products.

In order to ensure value for money, which of the following should be a priority pricing arrangement of the procurement manager in the negotiation with these IT suppliers?

15. Which of the following types of questions are likely to be the most effective to check facts in negotiations?

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

17. Can a party gain huge advantages in negotiation from setting room layout?

18. 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?

19. Lina Rawlins is a senior buyer working for a medical equipment company. Lina is in charge of the company’s largest supplier account, Great Barrington Gas (GBG), a medical equipment supplier. Recently, GBG's performance has declined, leading to an increasing number of rejected items. Lina is aware of the seriousness of this and has asked GBG to attend an urgent meeting. In the meeting, Lina asked the GBG representative, “Can you tell me exactly what you are doing to ensure quality?"

What type of question is Lina asking?

20. An organisation is developing the specification for a capital purchase project. An important stakeholder has doubt on the draft specification. The buyer invites him to the product function meetings. In these meeting the attendees can raise their concerns, the specification development team takes in all the concerns and adjusts the specification accordingly.

What kind of technique is the specification development team using?

21. Tony is undertaking a negotiation with a strategic supplier and is frustrated by the lack of progress. He proposes using threats to get what he wants from the negotiations.

Is this the correct course of action?

22. Which of the following would describe a push approach to influencing?

1) Exerting power or authority

2) Extensive use of open questioning

3) The party being influenced is fully aware of the process occurring

4) The party being influenced may not be aware of the process happening

23. Which of the following is the best description of direct cost?

24. For a commercial negotiation to be effective, the organisation has to identify resources required for negotiation.

Which one of the following could help?

25. Which of the following is categorised as fixed cost?

26. Neville is a senior procurement specialist in a automaker. He has good relationship with his team mates and other departments because of his amazing purchasing skills and kindness.

Which of the following sources of power is Neville likely to possess?

27. Which of the following are effective approaches when procurement professionals negotiate with monopoly suppliers?

1. Delaying payment with monopoly suppliers as long as possible to increase bargaining power

2. Setting up stronger BATNA

3. Engaging in the negotiation with a distributive approach

4. Eliminating requirements in the specification that prioritises monopoly suppliers

28. Which of the following roles would support negotiations with an external supplier when planning a negotiation for a low-value, routine purchase? Select TWO that apply.

29. 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?

30. A procurement manager is preparing for a negotiation with an important supplier. He plans to withhold some crucial information so that his company gains the upper hand in the negotiation.

Is this correct when considering using integrative approach to the negotiation?

31. Which of the following is active listening?

32. How contribution is calculated in break-even analysis?

33. An experienced procurement professional is developing strategies for forthcoming negotiations with her key supplier. To avoid negotiation deadlocks, she identifies the reasons why negotiations could fail.

Which of the following are most likely to be reasons for negotiation failures? Select TWO that apply.

34. A procurement manager is considering negotiating variable pricing for a contract duration of 12 months. Would this be the right thing to do?

35. 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.

36. Which of the following are examples of connected stakeholders in a private organisation? Select TWO that apply.

37. What is the most likely outcome when two organisations with adversarial relationship negotiate with each other?

38. Which of the following can be prepared before a negotiation with a supplier to achieve an agreement to benefit both parties?

1) Zone of potential agreement

2) Attendee list for the negotiation talks

3) Walk-away point

4) Venue for the negotiation talks

39. When might a buyer decide to use a distributive approach to a negotiation with a supplier?

40. A procurement manager has decided to bring in a junior member of their team to a negotiation meeting.

Which of the following would be suitable roles for this junior member of the team?

1) Note taker

2) Expert

3) Observer

4) Chair