CIPS L4M5 Dumps (V10.02) Focus on Your Commercial Negotiation Exam Preparation: Continue to Check L4M5 Free Dumps (Part 3, Q81-Q100)

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

2. Which of the following is the most appropriate pricing arrangement in contracts where major inputs are commodities?

3. Which of the following are common forms of collaborating approach in Thomas-Kilmann conflict resolution model? Select THREE that apply.

4. Collaborative approach in negotiation not only can fully satisfies the concerns of both, but also ensure that neither party will seek to be opportunistic in later time during the life of the contract. Is this statement true?

5. When prices of input materials increase, supply curve shifts to the left while demand remains stable.

The shift of supply will tend to cause which of the following?

6. When is the best time for buyer to propose the negotiation agenda to potential supplier?

7. In a commercial negotiation, a procurement professional negotiates on his company's behalf. The power of buying organisation is the only factor that influences the behaviours of the other party.

Is this assumption true?

8. Jasmine and the IHL sales team have a negotiation scheduled with one of AB’s lead buyers, Samuel, at AB’s premises. This is one of the biggest negotiations that Jasmine has been involved in and is eager not to make any mistakes. Jasmine has heard from a colleague that Samuel tends to adopt an integrative negotiation style. IHL senior management decides to send a team of three members to the negotiation. Jasmine is among the team and she is assigned to check body language, reactions, feeds insight to her leader and to record important comments and information from the meeting for minutes.

Which of the following are roles of Jasmine in the forthcoming negotiation? Select TWO that apply.

9. When implementing value analysis or value engineering, which of the following acronyms reminds

both buyer and supplier of ideas on removal, substitution and design-out of cost elements?

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

11. Which of the following are typical characteristics of activity-based costing (ABC) method? Select TWO that apply.

12. 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?

13. Which of the following are types of questions that are useful in opening and testing phases of a negotiation? Select the TWO that apply.

14. It may be more difficult to buy on a credit from supplier who locates in a country with a hyperinflation? Is this assumption true?

15. According to Dr. Mari Sako, which of the following is potentially the weakest trust to be built?

16. Which of the following may help the procurement professional increase expert power in commercial negotiation? Select TWO that apply.

17. In which of the following persuasion methods, the influencer uses logics and objective reasons to persuade the others to buy into influencer's ideas?

18. At the first stage of CIPS Procurement and Supply Cycle (Understand need), which of the following is the most important duty of procurement professional?

19. If the price of a good is above the equilibrium price, which of the following will happen?

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