{"id":122445,"date":"2026-03-28T06:34:54","date_gmt":"2026-03-28T06:34:54","guid":{"rendered":"https:\/\/www.dumpsbase.com\/freedumps\/?p=122445"},"modified":"2026-03-28T06:34:54","modified_gmt":"2026-03-28T06:34:54","slug":"continue-to-read-l4m5-free-dumps-part-2-q41-q80-of-v12-02-today-verify-the-cips-commercial-negotiation-l4m5-dumps-v12-02","status":"publish","type":"post","link":"https:\/\/www.dumpsbase.com\/freedumps\/continue-to-read-l4m5-free-dumps-part-2-q41-q80-of-v12-02-today-verify-the-cips-commercial-negotiation-l4m5-dumps-v12-02.html","title":{"rendered":"Continue to Read L4M5 Free Dumps (Part 2, Q41-Q80) of V12.02 Today &#8211; Verify the CIPS Commercial Negotiation (L4M5) Dumps (V12.02)"},"content":{"rendered":"<p>If you are planning for the CIPS Commercial Negotiation (L4M5) exam to achieve the CIPS Level 4 Diploma in Procurement and Supply qualification, you can start with DumpsBase\u2019s L4M5 dumps (V12.02), which is the latest version to ensure you achieve success. This version contains 394 practice questions and answers, specifically designed to streamline preparation through high-impact, strategic study materials. You can read our <a href=\"https:\/\/www.dumpsbase.com\/freedumps\/try-l4m5-dumps-v12-02-to-prepare-2026-we-have-l4m5-free-dumps-part-1-q1-q40-online-to-help-you-check-the-quality.html\"><em>L4M5 free dumps (Part 1, Q1-Q40) of V12.02<\/em><\/a> first to check the quality. Then you can trust that our Q&amp;As ensure a deep understanding of the actual exam syllabus. Today, we will continue to share more demo questions to help you check more.<\/p>\n<h2>Below are our <span style=\"background-color: #ffff00;\"><em>L4M5 free dumps (Part 2, Q41-Q80) of V12.02<\/em><\/span> for reading:<\/h2>\n<script>\n\t  window.fbAsyncInit = function() {\n\t    FB.init({\n\t      appId            : '622169541470367',\n\t      autoLogAppEvents : true,\n\t      xfbml            : true,\n\t      version          : 'v3.1'\n\t    });\n\t  };\n\t\n\t  (function(d, s, id){\n\t     var js, fjs = d.getElementsByTagName(s)[0];\n\t     if (d.getElementById(id)) {return;}\n\t     js = d.createElement(s); js.id = id;\n\t     js.src = \"https:\/\/connect.facebook.net\/en_US\/sdk.js\";\n\t     fjs.parentNode.insertBefore(js, fjs);\n\t   }(document, 'script', 'facebook-jssdk'));\n\t<\/script><script type=\"text\/javascript\" >\ndocument.addEventListener(\"DOMContentLoaded\", function(event) { \nif(!window.jQuery) alert(\"The important jQuery library is not properly loaded in your site. Your WordPress theme is probably missing the essential wp_head() call. You can switch to another theme and you will see that the plugin works fine and this notice disappears. If you are still not sure what to do you can contact us for help.\");\n});\n<\/script>  \n  \n<div  id=\"watupro_quiz\" class=\"quiz-area single-page-quiz\">\n<p id=\"submittingExam11561\" style=\"display:none;text-align:center;\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.dumpsbase.com\/freedumps\/wp-content\/plugins\/watupro\/img\/loading.gif\" width=\"16\" height=\"16\"><\/p>\n\n<div class=\"watupro-exam-description\" id=\"description-quiz-11561\"><\/div>\n\n<form action=\"\" method=\"post\" class=\"quiz-form\" id=\"quiz-11561\"  enctype=\"multipart\/form-data\" >\n<div class='watu-question ' id='question-1' style=';'><div id='questionWrap-1'  class='   watupro-question-id-453947'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>1. <\/span>Which of the following is considered a strength of a \u2018logical\u2019 style negotiator?<\/div><input type='hidden' name='question_id[]' id='qID_1' value='453947' \/><input type='hidden' id='answerType453947' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453947[]' id='answer-id-1755713' class='answer   answerof-453947 ' value='1755713'   \/><label for='answer-id-1755713' id='answer-label-1755713' class=' answer'><span>Assertive<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453947[]' id='answer-id-1755714' class='answer   answerof-453947 ' value='1755714'   \/><label for='answer-id-1755714' id='answer-label-1755714' class=' answer'><span>Methodical<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453947[]' id='answer-id-1755715' class='answer   answerof-453947 ' value='1755715'   \/><label for='answer-id-1755715' id='answer-label-1755715' class=' answer'><span>Friendly and accessible<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453947[]' id='answer-id-1755716' class='answer   answerof-453947 ' value='1755716'   \/><label for='answer-id-1755716' id='answer-label-1755716' class=' answer'><span>Interrelate issues easily and make quick decisions<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-2' style=';'><div id='questionWrap-2'  class='   watupro-question-id-453948'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>2. <\/span>Maria has adopted an adversarial style relationship with her stationery supplier. <br \/>\r<br>This relationship style can be characterised by which of the following? Select the TWO that apply.<\/div><input type='hidden' name='question_id[]' id='qID_2' value='453948' \/><input type='hidden' id='answerType453948' value='checkbox'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453948[]' id='answer-id-1755717' class='answer   answerof-453948 ' value='1755717'   \/><label for='answer-id-1755717' id='answer-label-1755717' class=' answer'><span>Minimal sharing of information<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453948[]' id='answer-id-1755718' class='answer   answerof-453948 ' value='1755718'   \/><label for='answer-id-1755718' id='answer-label-1755718' class=' answer'><span>Requirement to exceed expectations<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453948[]' id='answer-id-1755719' class='answer   answerof-453948 ' value='1755719'   \/><label for='answer-id-1755719' id='answer-label-1755719' class=' answer'><span>Degree of mutual commitment<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453948[]' id='answer-id-1755720' class='answer   answerof-453948 ' value='1755720'   \/><label for='answer-id-1755720' id='answer-label-1755720' class=' answer'><span>Use of power to seek the best possible deal<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453948[]' id='answer-id-1755721' class='answer   answerof-453948 ' value='1755721'   \/><label for='answer-id-1755721' id='answer-label-1755721' class=' answer'><span>Requirement to secure quality of supply<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-3' style=';'><div id='questionWrap-3'  class='   watupro-question-id-453949'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>3. <\/span>In a commercial negotiation, a procurement professional believe that the larger the order quantity from buyer, the lower the supplier's average costs. <br \/>\r<br>Is this assumption true?<\/div><input type='hidden' name='question_id[]' id='qID_3' value='453949' \/><input type='hidden' id='answerType453949' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453949[]' id='answer-id-1755722' class='answer   answerof-453949 ' value='1755722'   \/><label for='answer-id-1755722' id='answer-label-1755722' class=' answer'><span>No, because supplier's average costs will rise as the buyer's demand increases<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453949[]' id='answer-id-1755723' class='answer   answerof-453949 ' value='1755723'   \/><label for='answer-id-1755723' id='answer-label-1755723' class=' answer'><span>No, because the supplier may need to invest in new facility to meet buyer's demand<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453949[]' id='answer-id-1755724' class='answer   answerof-453949 ' value='1755724'   \/><label for='answer-id-1755724' id='answer-label-1755724' class=' answer'><span>Yes, because larger order quantity will bring a considerable profit to supplier<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453949[]' id='answer-id-1755725' class='answer   answerof-453949 ' value='1755725'   \/><label for='answer-id-1755725' id='answer-label-1755725' class=' answer'><span>Yes, because larger order quantity will always enable the supplier to reach its economy of scale<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-4' style=';'><div id='questionWrap-4'  class='   watupro-question-id-453950'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>4. <\/span>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. <br \/>\r<br>Would this be the best course of action?<\/div><input type='hidden' name='question_id[]' id='qID_4' value='453950' \/><input type='hidden' id='answerType453950' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453950[]' id='answer-id-1755726' class='answer   answerof-453950 ' value='1755726'   \/><label for='answer-id-1755726' id='answer-label-1755726' class=' answer'><span>Yes, as all procurement processes should go through competitive bidding to achieve the best value for money<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453950[]' id='answer-id-1755727' class='answer   answerof-453950 ' value='1755727'   \/><label for='answer-id-1755727' id='answer-label-1755727' class=' answer'><span>Yes, the process will be opened up to many suppliers and therefore will result in a cheaper price for the pens<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453950[]' id='answer-id-1755728' class='answer   answerof-453950 ' value='1755728'   \/><label for='answer-id-1755728' id='answer-label-1755728' class=' answer'><span>No, competitive bidding should only be used when the value justifies the time spent on the process<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453950[]' id='answer-id-1755729' class='answer   answerof-453950 ' value='1755729'   \/><label for='answer-id-1755729' id='answer-label-1755729' class=' answer'><span>No, competitive bidding should only be used in public sector organisations<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-5' style=';'><div id='questionWrap-5'  class='   watupro-question-id-453951'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>5. <\/span>According to Fiona Dent and Mike Brent, which of the following are characteristics of Push approach? Select TWO that apply.<\/div><input type='hidden' name='question_id[]' id='qID_5' value='453951' \/><input type='hidden' id='answerType453951' value='checkbox'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453951[]' id='answer-id-1755730' class='answer   answerof-453951 ' value='1755730'   \/><label for='answer-id-1755730' id='answer-label-1755730' class=' answer'><span>Inspirational<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453951[]' id='answer-id-1755731' class='answer   answerof-453951 ' value='1755731'   \/><label for='answer-id-1755731' id='answer-label-1755731' class=' answer'><span>Persuasion<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453951[]' id='answer-id-1755732' class='answer   answerof-453951 ' value='1755732'   \/><label for='answer-id-1755732' id='answer-label-1755732' class=' answer'><span>Collaborative<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453951[]' id='answer-id-1755733' class='answer   answerof-453951 ' value='1755733'   \/><label for='answer-id-1755733' id='answer-label-1755733' class=' answer'><span>Seeking commitment<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453951[]' id='answer-id-1755734' class='answer   answerof-453951 ' value='1755734'   \/><label for='answer-id-1755734' id='answer-label-1755734' class=' answer'><span>Directive<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-6' style=';'><div id='questionWrap-6'  class='   watupro-question-id-453952'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>6. <\/span>To buying organisation, savings can be achieved from different saving levers or tactics. <br \/>\r<br>Which of the following are means that deliver savings through optimising specifications?<\/div><input type='hidden' name='question_id[]' id='qID_6' value='453952' \/><input type='hidden' id='answerType453952' value='checkbox'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453952[]' id='answer-id-1755735' class='answer   answerof-453952 ' value='1755735'   \/><label for='answer-id-1755735' id='answer-label-1755735' class=' answer'><span>Value engineering<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453952[]' id='answer-id-1755736' class='answer   answerof-453952 ' value='1755736'   \/><label for='answer-id-1755736' id='answer-label-1755736' class=' answer'><span>Part substitution<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453952[]' id='answer-id-1755737' class='answer   answerof-453952 ' value='1755737'   \/><label for='answer-id-1755737' id='answer-label-1755737' class=' answer'><span>Budget linkages<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453952[]' id='answer-id-1755738' class='answer   answerof-453952 ' value='1755738'   \/><label for='answer-id-1755738' id='answer-label-1755738' class=' answer'><span>Compare total cost of ownership<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453952[]' id='answer-id-1755739' class='answer   answerof-453952 ' value='1755739'   \/><label for='answer-id-1755739' id='answer-label-1755739' class=' answer'><span>Volume pooling<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-7' style=';'><div id='questionWrap-7'  class='   watupro-question-id-453953'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>7. <\/span>A skilled negotiator will use a range of questioning techniques in a negotiation. <br \/>\r<br>If they wished to explore options with the other party without making any formal commitment, which type of question style would they use?<\/div><input type='hidden' name='question_id[]' id='qID_7' value='453953' \/><input type='hidden' id='answerType453953' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453953[]' id='answer-id-1755740' class='answer   answerof-453953 ' value='1755740'   \/><label for='answer-id-1755740' id='answer-label-1755740' class=' answer'><span>Leading<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453953[]' id='answer-id-1755741' class='answer   answerof-453953 ' value='1755741'   \/><label for='answer-id-1755741' id='answer-label-1755741' class=' answer'><span>Hypothetic<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453953[]' id='answer-id-1755742' class='answer   answerof-453953 ' value='1755742'   \/><label for='answer-id-1755742' id='answer-label-1755742' class=' answer'><span>Reflective<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453953[]' id='answer-id-1755743' class='answer   answerof-453953 ' value='1755743'   \/><label for='answer-id-1755743' id='answer-label-1755743' class=' answer'><span>Multiple<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-8' style=';'><div id='questionWrap-8'  class='   watupro-question-id-453954'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>8. <\/span>The buyer's bargaining power tends to be relatively higher than supplier's bargaining power in which of the following circumstances?<\/div><input type='hidden' name='question_id[]' id='qID_8' value='453954' \/><input type='hidden' id='answerType453954' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453954[]' id='answer-id-1755744' class='answer   answerof-453954 ' value='1755744'   \/><label for='answer-id-1755744' id='answer-label-1755744' class=' answer'><span>The buyer does not have the option to move to an alternative supplier<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453954[]' id='answer-id-1755745' class='answer   answerof-453954 ' value='1755745'   \/><label for='answer-id-1755745' id='answer-label-1755745' class=' answer'><span>The buyer's spend takes up a small proportion of supplier revenue<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453954[]' id='answer-id-1755746' class='answer   answerof-453954 ' value='1755746'   \/><label for='answer-id-1755746' id='answer-label-1755746' class=' answer'><span>The buyer demand is so urgent that it can\u2019t be postponed<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453954[]' id='answer-id-1755747' class='answer   answerof-453954 ' value='1755747'   \/><label for='answer-id-1755747' id='answer-label-1755747' class=' answer'><span>The buyer is large in size relative to its suppliers<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-9' style=';'><div id='questionWrap-9'  class='   watupro-question-id-453955'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>9. <\/span>A wide range of factors may be taken into account by suppliers when setting or negotiating prices. <br \/>\r<br>Which of the following are external factors in pricing decisions? Select TWO that apply.<\/div><input type='hidden' name='question_id[]' id='qID_9' value='453955' \/><input type='hidden' id='answerType453955' value='checkbox'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453955[]' id='answer-id-1755748' class='answer   answerof-453955 ' value='1755748'   \/><label for='answer-id-1755748' id='answer-label-1755748' class=' answer'><span>Competition in the market<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453955[]' id='answer-id-1755749' class='answer   answerof-453955 ' value='1755749'   \/><label for='answer-id-1755749' id='answer-label-1755749' class=' answer'><span>Cost of production<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453955[]' id='answer-id-1755750' class='answer   answerof-453955 ' value='1755750'   \/><label for='answer-id-1755750' id='answer-label-1755750' class=' answer'><span>Where the product is in its lifecycle<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453955[]' id='answer-id-1755751' class='answer   answerof-453955 ' value='1755751'   \/><label for='answer-id-1755751' id='answer-label-1755751' class=' answer'><span>Customer perception of value<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453955[]' id='answer-id-1755752' class='answer   answerof-453955 ' value='1755752'   \/><label for='answer-id-1755752' id='answer-label-1755752' class=' answer'><span>Costs of sales<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-10' style=';'><div id='questionWrap-10'  class='   watupro-question-id-453956'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>10. <\/span>Which of the following is the first step in the development of negotiation strategies?<\/div><input type='hidden' name='question_id[]' id='qID_10' value='453956' \/><input type='hidden' id='answerType453956' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453956[]' id='answer-id-1755753' class='answer   answerof-453956 ' value='1755753'   \/><label for='answer-id-1755753' id='answer-label-1755753' class=' answer'><span>Determining your BATNA<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453956[]' id='answer-id-1755754' class='answer   answerof-453956 ' value='1755754'   \/><label for='answer-id-1755754' id='answer-label-1755754' class=' answer'><span>Developing scenarios around possible options<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453956[]' id='answer-id-1755755' class='answer   answerof-453956 ' value='1755755'   \/><label for='answer-id-1755755' id='answer-label-1755755' class=' answer'><span>Recognising TOP's needs and wants<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453956[]' id='answer-id-1755756' class='answer   answerof-453956 ' value='1755756'   \/><label for='answer-id-1755756' id='answer-label-1755756' class=' answer'><span>Defining overarching objectives<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-11' style=';'><div id='questionWrap-11'  class='   watupro-question-id-453957'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>11. <\/span>Which of the following should be adopted to minimise the conflict between parties in commercial negotiation?<\/div><input type='hidden' name='question_id[]' id='qID_11' value='453957' \/><input type='hidden' id='answerType453957' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453957[]' id='answer-id-1755757' class='answer   answerof-453957 ' value='1755757'   \/><label for='answer-id-1755757' id='answer-label-1755757' class=' answer'><span>The rule of law<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453957[]' id='answer-id-1755758' class='answer   answerof-453957 ' value='1755758'   \/><label for='answer-id-1755758' id='answer-label-1755758' class=' answer'><span>Ground zero<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453957[]' id='answer-id-1755759' class='answer   answerof-453957 ' value='1755759'   \/><label for='answer-id-1755759' id='answer-label-1755759' class=' answer'><span>Ground beam<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453957[]' id='answer-id-1755760' class='answer   answerof-453957 ' value='1755760'   \/><label for='answer-id-1755760' id='answer-label-1755760' class=' answer'><span>Ground rules<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-12' style=';'><div id='questionWrap-12'  class='   watupro-question-id-453958'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>12. <\/span>Economic growth can be measured by...?<\/div><input type='hidden' name='question_id[]' id='qID_12' value='453958' \/><input type='hidden' id='answerType453958' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453958[]' id='answer-id-1755761' class='answer   answerof-453958 ' value='1755761'   \/><label for='answer-id-1755761' id='answer-label-1755761' class=' answer'><span>The PPI<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453958[]' id='answer-id-1755762' class='answer   answerof-453958 ' value='1755762'   \/><label for='answer-id-1755762' id='answer-label-1755762' class=' answer'><span>GDP<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453958[]' id='answer-id-1755763' class='answer   answerof-453958 ' value='1755763'   \/><label for='answer-id-1755763' id='answer-label-1755763' class=' answer'><span>The CPI<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453958[]' id='answer-id-1755764' class='answer   answerof-453958 ' value='1755764'   \/><label for='answer-id-1755764' id='answer-label-1755764' class=' answer'><span>SBLI<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-13' style=';'><div id='questionWrap-13'  class='   watupro-question-id-453959'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>13. <\/span>Procurement gets involved in negotiating purchase requisitions only when there is a value analysis to ensure that only value-adding aspects are included. <br \/>\r<br>Is this statement true?<\/div><input type='hidden' name='question_id[]' id='qID_13' value='453959' \/><input type='hidden' id='answerType453959' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453959[]' id='answer-id-1755765' class='answer   answerof-453959 ' value='1755765'   \/><label for='answer-id-1755765' id='answer-label-1755765' class=' answer'><span>No, purchasing can negotiate other details of the purchase requisition even where value analysis is absent<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453959[]' id='answer-id-1755766' class='answer   answerof-453959 ' value='1755766'   \/><label for='answer-id-1755766' id='answer-label-1755766' class=' answer'><span>No, value analysis is a very technical process that requires the expertise of engineering and financial analysts<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453959[]' id='answer-id-1755767' class='answer   answerof-453959 ' value='1755767'   \/><label for='answer-id-1755767' id='answer-label-1755767' class=' answer'><span>Yes, the role of purchasing is to add value to the purchase, and therefore every purchase requisition must go through a team value analysis<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453959[]' id='answer-id-1755768' class='answer   answerof-453959 ' value='1755768'   \/><label for='answer-id-1755768' id='answer-label-1755768' class=' answer'><span>Yes, value analysis is the single most important responsibility of procurement in the processing of repeat requisitions<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-14' style=';'><div id='questionWrap-14'  class='   watupro-question-id-453960'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>14. <\/span>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. <br \/>\r<br>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?<\/div><input type='hidden' name='question_id[]' id='qID_14' value='453960' \/><input type='hidden' id='answerType453960' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453960[]' id='answer-id-1755769' class='answer   answerof-453960 ' value='1755769'   \/><label for='answer-id-1755769' id='answer-label-1755769' class=' answer'><span>Premium pricing<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453960[]' id='answer-id-1755770' class='answer   answerof-453960 ' value='1755770'   \/><label for='answer-id-1755770' id='answer-label-1755770' class=' answer'><span>Cost plus arrangement<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453960[]' id='answer-id-1755771' class='answer   answerof-453960 ' value='1755771'   \/><label for='answer-id-1755771' id='answer-label-1755771' class=' answer'><span>Market skimming<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453960[]' id='answer-id-1755772' class='answer   answerof-453960 ' value='1755772'   \/><label for='answer-id-1755772' id='answer-label-1755772' class=' answer'><span>Market penetration pricing<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-15' style=';'><div id='questionWrap-15'  class='   watupro-question-id-453961'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>15. <\/span>Which of the following types of questions are likely to be the most effective to check facts in negotiations?<\/div><input type='hidden' name='question_id[]' id='qID_15' value='453961' \/><input type='hidden' id='answerType453961' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453961[]' id='answer-id-1755773' class='answer   answerof-453961 ' value='1755773'   \/><label for='answer-id-1755773' id='answer-label-1755773' class=' answer'><span>Hypothetical<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453961[]' id='answer-id-1755774' class='answer   answerof-453961 ' value='1755774'   \/><label for='answer-id-1755774' id='answer-label-1755774' class=' answer'><span>Open<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453961[]' id='answer-id-1755775' class='answer   answerof-453961 ' value='1755775'   \/><label for='answer-id-1755775' id='answer-label-1755775' class=' answer'><span>Leading<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453961[]' id='answer-id-1755776' class='answer   answerof-453961 ' value='1755776'   \/><label for='answer-id-1755776' id='answer-label-1755776' class=' answer'><span>Closed<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-16' style=';'><div id='questionWrap-16'  class='   watupro-question-id-453962'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>16. <\/span>Which of the following are examples of push techniques in commercial negotiations? Select TWO that apply.<\/div><input type='hidden' name='question_id[]' id='qID_16' value='453962' \/><input type='hidden' id='answerType453962' value='checkbox'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453962[]' id='answer-id-1755777' class='answer   answerof-453962 ' value='1755777'   \/><label for='answer-id-1755777' id='answer-label-1755777' class=' answer'><span>Threat of punishment, costs and damage<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453962[]' id='answer-id-1755778' class='answer   answerof-453962 ' value='1755778'   \/><label for='answer-id-1755778' id='answer-label-1755778' class=' answer'><span>Listening to, involving and supporting others<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453962[]' id='answer-id-1755779' class='answer   answerof-453962 ' value='1755779'   \/><label for='answer-id-1755779' id='answer-label-1755779' class=' answer'><span>Argument based on information, logic and reason<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453962[]' id='answer-id-1755780' class='answer   answerof-453962 ' value='1755780'   \/><label for='answer-id-1755780' id='answer-label-1755780' class=' answer'><span>Working together to define the problem, the goals and the best solution<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453962[]' id='answer-id-1755781' class='answer   answerof-453962 ' value='1755781'   \/><label for='answer-id-1755781' id='answer-label-1755781' class=' answer'><span>Using language and imagery to \u2018paint a picture others can see\u2019<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-17' style=';'><div id='questionWrap-17'  class='   watupro-question-id-453963'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>17. <\/span>Can a party gain huge advantages in negotiation from setting room layout?<\/div><input type='hidden' name='question_id[]' id='qID_17' value='453963' \/><input type='hidden' id='answerType453963' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453963[]' id='answer-id-1755782' class='answer   answerof-453963 ' value='1755782'   \/><label for='answer-id-1755782' id='answer-label-1755782' class=' answer'><span>Yes, because the host can freely manipulate the other party's mind through setting room layout<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453963[]' id='answer-id-1755783' class='answer   answerof-453963 ' value='1755783'   \/><label for='answer-id-1755783' id='answer-label-1755783' class=' answer'><span>No, because the advantages gained from manipulating room layout are short-lived<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453963[]' id='answer-id-1755784' class='answer   answerof-453963 ' value='1755784'   \/><label for='answer-id-1755784' id='answer-label-1755784' class=' answer'><span>Yes, because the other party can capitulate to the host<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453963[]' id='answer-id-1755785' class='answer   answerof-453963 ' value='1755785'   \/><label for='answer-id-1755785' id='answer-label-1755785' class=' answer'><span>No, because room layout contributes nothing to the negotiation outcomes<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-18' style=';'><div id='questionWrap-18'  class='   watupro-question-id-453964'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>18. <\/span>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. <br \/>\r<br>Which of the following sources of power is Mike most likely to possess?<\/div><input type='hidden' name='question_id[]' id='qID_18' value='453964' \/><input type='hidden' id='answerType453964' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453964[]' id='answer-id-1755786' class='answer   answerof-453964 ' value='1755786'   \/><label for='answer-id-1755786' id='answer-label-1755786' class=' answer'><span>Referent<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453964[]' id='answer-id-1755787' class='answer   answerof-453964 ' value='1755787'   \/><label for='answer-id-1755787' id='answer-label-1755787' class=' answer'><span>Reward<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453964[]' id='answer-id-1755788' class='answer   answerof-453964 ' value='1755788'   \/><label for='answer-id-1755788' id='answer-label-1755788' class=' answer'><span>Position<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453964[]' id='answer-id-1755789' class='answer   answerof-453964 ' value='1755789'   \/><label for='answer-id-1755789' id='answer-label-1755789' class=' answer'><span>Coercive<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-19' style=';'><div id='questionWrap-19'  class='   watupro-question-id-453965'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>19. <\/span>Lina Rawlins is a senior buyer working for a medical equipment company. Lina is in charge of the company\u2019s 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, \u201cCan you tell me exactly what you are doing to ensure quality?&quot; <br \/>\r<br>What type of question is Lina asking?<\/div><input type='hidden' name='question_id[]' id='qID_19' value='453965' \/><input type='hidden' id='answerType453965' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453965[]' id='answer-id-1755790' class='answer   answerof-453965 ' value='1755790'   \/><label for='answer-id-1755790' id='answer-label-1755790' class=' answer'><span>Probing<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453965[]' id='answer-id-1755791' class='answer   answerof-453965 ' value='1755791'   \/><label for='answer-id-1755791' id='answer-label-1755791' class=' answer'><span>Leading<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453965[]' id='answer-id-1755792' class='answer   answerof-453965 ' value='1755792'   \/><label for='answer-id-1755792' id='answer-label-1755792' class=' answer'><span>Reflective<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453965[]' id='answer-id-1755793' class='answer   answerof-453965 ' value='1755793'   \/><label for='answer-id-1755793' id='answer-label-1755793' class=' answer'><span>Hypothetical<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-20' style=';'><div id='questionWrap-20'  class='   watupro-question-id-453966'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>20. <\/span>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. <br \/>\r<br>What kind of technique is the specification development team using?<\/div><input type='hidden' name='question_id[]' id='qID_20' value='453966' \/><input type='hidden' id='answerType453966' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453966[]' id='answer-id-1755794' class='answer   answerof-453966 ' value='1755794'   \/><label for='answer-id-1755794' id='answer-label-1755794' class=' answer'><span>Directive<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453966[]' id='answer-id-1755795' class='answer   answerof-453966 ' value='1755795'   \/><label for='answer-id-1755795' id='answer-label-1755795' class=' answer'><span>Persuasive reasoning<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453966[]' id='answer-id-1755796' class='answer   answerof-453966 ' value='1755796'   \/><label for='answer-id-1755796' id='answer-label-1755796' class=' answer'><span>Coalition<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453966[]' id='answer-id-1755797' class='answer   answerof-453966 ' value='1755797'   \/><label for='answer-id-1755797' id='answer-label-1755797' class=' answer'><span>Visionary<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-21' style=';'><div id='questionWrap-21'  class='   watupro-question-id-453967'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>21. <\/span>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. <br \/>\r<br>Is this the correct course of action?<\/div><input type='hidden' name='question_id[]' id='qID_21' value='453967' \/><input type='hidden' id='answerType453967' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453967[]' id='answer-id-1755798' class='answer   answerof-453967 ' value='1755798'   \/><label for='answer-id-1755798' id='answer-label-1755798' class=' answer'><span>Yes, Tony will get what he requires from the negotiations<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453967[]' id='answer-id-1755799' class='answer   answerof-453967 ' value='1755799'   \/><label for='answer-id-1755799' id='answer-label-1755799' class=' answer'><span>Yes, a long-term relationship is not required with the supplier<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453967[]' id='answer-id-1755800' class='answer   answerof-453967 ' value='1755800'   \/><label for='answer-id-1755800' id='answer-label-1755800' class=' answer'><span>No, a long-term relationship built on trust is required with the supplier<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453967[]' id='answer-id-1755801' class='answer   answerof-453967 ' value='1755801'   \/><label for='answer-id-1755801' id='answer-label-1755801' class=' answer'><span>No, it does not guarantee Tony will get what he requires from the negotiations<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-22' style=';'><div id='questionWrap-22'  class='   watupro-question-id-453968'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>22. <\/span>Which of the following would describe a push approach to influencing? <br \/>\r<br>1) Exerting power or authority <br \/>\r<br>2) Extensive use of open questioning <br \/>\r<br>3) The party being influenced is fully aware of the process occurring <br \/>\r<br>4) The party being influenced may not be aware of the process happening<\/div><input type='hidden' name='question_id[]' id='qID_22' value='453968' \/><input type='hidden' id='answerType453968' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453968[]' id='answer-id-1755802' class='answer   answerof-453968 ' value='1755802'   \/><label for='answer-id-1755802' id='answer-label-1755802' class=' answer'><span>1 and 2 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453968[]' id='answer-id-1755803' class='answer   answerof-453968 ' value='1755803'   \/><label for='answer-id-1755803' id='answer-label-1755803' class=' answer'><span>3 and 4 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453968[]' id='answer-id-1755804' class='answer   answerof-453968 ' value='1755804'   \/><label for='answer-id-1755804' id='answer-label-1755804' class=' answer'><span>1 and 3 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453968[]' id='answer-id-1755805' class='answer   answerof-453968 ' value='1755805'   \/><label for='answer-id-1755805' id='answer-label-1755805' class=' answer'><span>2 and 4 only<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-23' style=';'><div id='questionWrap-23'  class='   watupro-question-id-453969'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>23. <\/span>Which of the following is the best description of direct cost?<\/div><input type='hidden' name='question_id[]' id='qID_23' value='453969' \/><input type='hidden' id='answerType453969' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453969[]' id='answer-id-1755806' class='answer   answerof-453969 ' value='1755806'   \/><label for='answer-id-1755806' id='answer-label-1755806' class=' answer'><span>Direct costs are only variable raw materials that constitute a product<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453969[]' id='answer-id-1755807' class='answer   answerof-453969 ' value='1755807'   \/><label for='answer-id-1755807' id='answer-label-1755807' class=' answer'><span>Direct costs include raw materials, labour and overheads<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453969[]' id='answer-id-1755808' class='answer   answerof-453969 ' value='1755808'   \/><label for='answer-id-1755808' id='answer-label-1755808' class=' answer'><span>Direct costs include only raw materials and labour of making the final product<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453969[]' id='answer-id-1755809' class='answer   answerof-453969 ' value='1755809'   \/><label for='answer-id-1755809' id='answer-label-1755809' class=' answer'><span>Direct costs include raw materials, labour and other expenses attributable to the final product<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-24' style=';'><div id='questionWrap-24'  class='   watupro-question-id-453970'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>24. <\/span>For a commercial negotiation to be effective, the organisation has to identify resources required for negotiation. <br \/>\r<br>Which one of the following could help?<\/div><input type='hidden' name='question_id[]' id='qID_24' value='453970' \/><input type='hidden' id='answerType453970' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453970[]' id='answer-id-1755810' class='answer   answerof-453970 ' value='1755810'   \/><label for='answer-id-1755810' id='answer-label-1755810' class=' answer'><span>Involve a larger team than the other party<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453970[]' id='answer-id-1755811' class='answer   answerof-453970 ' value='1755811'   \/><label for='answer-id-1755811' id='answer-label-1755811' class=' answer'><span>Involve an appropriate cross-functional team<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453970[]' id='answer-id-1755812' class='answer   answerof-453970 ' value='1755812'   \/><label for='answer-id-1755812' id='answer-label-1755812' class=' answer'><span>Involve a team of only senior managers<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453970[]' id='answer-id-1755813' class='answer   answerof-453970 ' value='1755813'   \/><label for='answer-id-1755813' id='answer-label-1755813' class=' answer'><span>Involve a location-based team only<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-25' style=';'><div id='questionWrap-25'  class='   watupro-question-id-453971'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>25. <\/span>Which of the following is categorised as fixed cost?<\/div><input type='hidden' name='question_id[]' id='qID_25' value='453971' \/><input type='hidden' id='answerType453971' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453971[]' id='answer-id-1755814' class='answer   answerof-453971 ' value='1755814'   \/><label for='answer-id-1755814' id='answer-label-1755814' class=' answer'><span>Additional pallet hires due to higher demand in year-end season<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453971[]' id='answer-id-1755815' class='answer   answerof-453971 ' value='1755815'   \/><label for='answer-id-1755815' id='answer-label-1755815' class=' answer'><span>Land rental paid in advance<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453971[]' id='answer-id-1755816' class='answer   answerof-453971 ' value='1755816'   \/><label for='answer-id-1755816' id='answer-label-1755816' class=' answer'><span>Governments taxes<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453971[]' id='answer-id-1755817' class='answer   answerof-453971 ' value='1755817'   \/><label for='answer-id-1755817' id='answer-label-1755817' class=' answer'><span>Raw materials for next year production<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-26' style=';'><div id='questionWrap-26'  class='   watupro-question-id-453972'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>26. <\/span>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. <br \/>\r<br>Which of the following sources of power is Neville likely to possess?<\/div><input type='hidden' name='question_id[]' id='qID_26' value='453972' \/><input type='hidden' id='answerType453972' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453972[]' id='answer-id-1755818' class='answer   answerof-453972 ' value='1755818'   \/><label for='answer-id-1755818' id='answer-label-1755818' class=' answer'><span>Reward<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453972[]' id='answer-id-1755819' class='answer   answerof-453972 ' value='1755819'   \/><label for='answer-id-1755819' id='answer-label-1755819' class=' answer'><span>Referent<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453972[]' id='answer-id-1755820' class='answer   answerof-453972 ' value='1755820'   \/><label for='answer-id-1755820' id='answer-label-1755820' class=' answer'><span>Legitimate<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453972[]' id='answer-id-1755821' class='answer   answerof-453972 ' value='1755821'   \/><label for='answer-id-1755821' id='answer-label-1755821' class=' answer'><span>Coercive<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-27' style=';'><div id='questionWrap-27'  class='   watupro-question-id-453973'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>27. <\/span>Which of the following are effective approaches when procurement professionals negotiate with monopoly suppliers? <br \/>\r<br>1. Delaying payment with monopoly suppliers as long as possible to increase bargaining power <br \/>\r<br>2. Setting up stronger BATNA <br \/>\r<br>3. Engaging in the negotiation with a distributive approach <br \/>\r<br>4. Eliminating requirements in the specification that prioritises monopoly suppliers<\/div><input type='hidden' name='question_id[]' id='qID_27' value='453973' \/><input type='hidden' id='answerType453973' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453973[]' id='answer-id-1755822' class='answer   answerof-453973 ' value='1755822'   \/><label for='answer-id-1755822' id='answer-label-1755822' class=' answer'><span>1 and 4 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453973[]' id='answer-id-1755823' class='answer   answerof-453973 ' value='1755823'   \/><label for='answer-id-1755823' id='answer-label-1755823' class=' answer'><span>3 and 4 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453973[]' id='answer-id-1755824' class='answer   answerof-453973 ' value='1755824'   \/><label for='answer-id-1755824' id='answer-label-1755824' class=' answer'><span>2 and 3 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453973[]' id='answer-id-1755825' class='answer   answerof-453973 ' value='1755825'   \/><label for='answer-id-1755825' id='answer-label-1755825' class=' answer'><span>2 and 4 only<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-28' style=';'><div id='questionWrap-28'  class='   watupro-question-id-453974'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>28. <\/span>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.<\/div><input type='hidden' name='question_id[]' id='qID_28' value='453974' \/><input type='hidden' id='answerType453974' value='checkbox'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453974[]' id='answer-id-1755826' class='answer   answerof-453974 ' value='1755826'   \/><label for='answer-id-1755826' id='answer-label-1755826' class=' answer'><span>The Human Resource (HR) manager<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453974[]' id='answer-id-1755827' class='answer   answerof-453974 ' value='1755827'   \/><label for='answer-id-1755827' id='answer-label-1755827' class=' answer'><span>A legal advisor<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453974[]' id='answer-id-1755828' class='answer   answerof-453974 ' value='1755828'   \/><label for='answer-id-1755828' id='answer-label-1755828' class=' answer'><span>The procurement manager<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453974[]' id='answer-id-1755829' class='answer   answerof-453974 ' value='1755829'   \/><label for='answer-id-1755829' id='answer-label-1755829' class=' answer'><span>The Chief Executive Officer (CEO)<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453974[]' id='answer-id-1755830' class='answer   answerof-453974 ' value='1755830'   \/><label for='answer-id-1755830' id='answer-label-1755830' class=' answer'><span>An internal business user<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-29' style=';'><div id='questionWrap-29'  class='   watupro-question-id-453975'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>29. <\/span>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. <br \/>\r<br>Which TWO of the following would be appropriate in this scenario?<\/div><input type='hidden' name='question_id[]' id='qID_29' value='453975' \/><input type='hidden' id='answerType453975' value='checkbox'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453975[]' id='answer-id-1755831' class='answer   answerof-453975 ' value='1755831'   \/><label for='answer-id-1755831' id='answer-label-1755831' class=' answer'><span>Collaboration<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453975[]' id='answer-id-1755832' class='answer   answerof-453975 ' value='1755832'   \/><label for='answer-id-1755832' id='answer-label-1755832' class=' answer'><span>Problem solving<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453975[]' id='answer-id-1755833' class='answer   answerof-453975 ' value='1755833'   \/><label for='answer-id-1755833' id='answer-label-1755833' class=' answer'><span>Coercion<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453975[]' id='answer-id-1755834' class='answer   answerof-453975 ' value='1755834'   \/><label for='answer-id-1755834' id='answer-label-1755834' class=' answer'><span>Persuasion<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453975[]' id='answer-id-1755835' class='answer   answerof-453975 ' value='1755835'   \/><label for='answer-id-1755835' id='answer-label-1755835' class=' answer'><span>Transfer of risk<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-30' style=';'><div id='questionWrap-30'  class='   watupro-question-id-453976'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>30. <\/span>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. <br \/>\r<br>Is this correct when considering using integrative approach to the negotiation?<\/div><input type='hidden' name='question_id[]' id='qID_30' value='453976' \/><input type='hidden' id='answerType453976' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453976[]' id='answer-id-1755836' class='answer   answerof-453976 ' value='1755836'   \/><label for='answer-id-1755836' id='answer-label-1755836' class=' answer'><span>No, this approach requires honest and open discussion<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453976[]' id='answer-id-1755837' class='answer   answerof-453976 ' value='1755837'   \/><label for='answer-id-1755837' id='answer-label-1755837' class=' answer'><span>Yes, the supplier must know what buyer wants and how to provide that even when the buyer is silent on these matters<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453976[]' id='answer-id-1755838' class='answer   answerof-453976 ' value='1755838'   \/><label for='answer-id-1755838' id='answer-label-1755838' class=' answer'><span>Yes, the buying organisation must maximise its gain, even at the detriment of the other party<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453976[]' id='answer-id-1755839' class='answer   answerof-453976 ' value='1755839'   \/><label for='answer-id-1755839' id='answer-label-1755839' class=' answer'><span>No, holding back information will prompt the supplier gain higher negotiation power<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-31' style=';'><div id='questionWrap-31'  class='   watupro-question-id-453977'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>31. <\/span>Which of the following is active listening?<\/div><input type='hidden' name='question_id[]' id='qID_31' value='453977' \/><input type='hidden' id='answerType453977' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453977[]' id='answer-id-1755840' class='answer   answerof-453977 ' value='1755840'   \/><label for='answer-id-1755840' id='answer-label-1755840' class=' answer'><span>Encouraging the other party to do all the talking<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453977[]' id='answer-id-1755841' class='answer   answerof-453977 ' value='1755841'   \/><label for='answer-id-1755841' id='answer-label-1755841' class=' answer'><span>Agreeing with what the other party has to say<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453977[]' id='answer-id-1755842' class='answer   answerof-453977 ' value='1755842'   \/><label for='answer-id-1755842' id='answer-label-1755842' class=' answer'><span>Summarising what has been said<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453977[]' id='answer-id-1755843' class='answer   answerof-453977 ' value='1755843'   \/><label for='answer-id-1755843' id='answer-label-1755843' class=' answer'><span>Ignoring what the other party has to say<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-32' style=';'><div id='questionWrap-32'  class='   watupro-question-id-453978'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>32. <\/span>How contribution is calculated in break-even analysis?<\/div><input type='hidden' name='question_id[]' id='qID_32' value='453978' \/><input type='hidden' id='answerType453978' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453978[]' id='answer-id-1755844' class='answer   answerof-453978 ' value='1755844'   \/><label for='answer-id-1755844' id='answer-label-1755844' class=' answer'><span>Fixed costs divided by variable costs<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453978[]' id='answer-id-1755845' class='answer   answerof-453978 ' value='1755845'   \/><label for='answer-id-1755845' id='answer-label-1755845' class=' answer'><span>Variable costs subtracted from price<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453978[]' id='answer-id-1755846' class='answer   answerof-453978 ' value='1755846'   \/><label for='answer-id-1755846' id='answer-label-1755846' class=' answer'><span>Price minus fixed costs<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453978[]' id='answer-id-1755847' class='answer   answerof-453978 ' value='1755847'   \/><label for='answer-id-1755847' id='answer-label-1755847' class=' answer'><span>Variable costs subtracted from fixed costs<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-33' style=';'><div id='questionWrap-33'  class='   watupro-question-id-453979'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>33. <\/span>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. <br \/>\r<br>Which of the following are most likely to be reasons for negotiation failures? Select TWO that apply.<\/div><input type='hidden' name='question_id[]' id='qID_33' value='453979' \/><input type='hidden' id='answerType453979' value='checkbox'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453979[]' id='answer-id-1755848' class='answer   answerof-453979 ' value='1755848'   \/><label for='answer-id-1755848' id='answer-label-1755848' class=' answer'><span>Underlying interests of TOP are overlooked<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453979[]' id='answer-id-1755849' class='answer   answerof-453979 ' value='1755849'   \/><label for='answer-id-1755849' id='answer-label-1755849' class=' answer'><span>MIL objectives are well established<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453979[]' id='answer-id-1755850' class='answer   answerof-453979 ' value='1755850'   \/><label for='answer-id-1755850' id='answer-label-1755850' class=' answer'><span>Both parties focus on common interests<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453979[]' id='answer-id-1755851' class='answer   answerof-453979 ' value='1755851'   \/><label for='answer-id-1755851' id='answer-label-1755851' class=' answer'><span>Buyer helps to create a co-operative atmosphere<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453979[]' id='answer-id-1755852' class='answer   answerof-453979 ' value='1755852'   \/><label for='answer-id-1755852' id='answer-label-1755852' class=' answer'><span>Unachievable objectives were set up<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-34' style=';'><div id='questionWrap-34'  class='   watupro-question-id-453980'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>34. <\/span>A procurement manager is considering negotiating variable pricing for a contract duration of 12 months. Would this be the right thing to do?<\/div><input type='hidden' name='question_id[]' id='qID_34' value='453980' \/><input type='hidden' id='answerType453980' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453980[]' id='answer-id-1755853' class='answer   answerof-453980 ' value='1755853'   \/><label for='answer-id-1755853' id='answer-label-1755853' class=' answer'><span>No, because this will not enhance the buyer-supplier relationship<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453980[]' id='answer-id-1755854' class='answer   answerof-453980 ' value='1755854'   \/><label for='answer-id-1755854' id='answer-label-1755854' class=' answer'><span>No, because it will prove difficult to budget for the duration of the contract and provide financial uncertainty<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453980[]' id='answer-id-1755855' class='answer   answerof-453980 ' value='1755855'   \/><label for='answer-id-1755855' id='answer-label-1755855' class=' answer'><span>Yes, because this method of pricing will always provide value for money<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453980[]' id='answer-id-1755856' class='answer   answerof-453980 ' value='1755856'   \/><label for='answer-id-1755856' id='answer-label-1755856' class=' answer'><span>Yes, because it will build relationships with the supplier and provide a stronger platform for the next contract renewal<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-35' style=';'><div id='questionWrap-35'  class='   watupro-question-id-453981'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>35. <\/span>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.<\/div><input type='hidden' name='question_id[]' id='qID_35' value='453981' \/><input type='hidden' id='answerType453981' value='checkbox'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453981[]' id='answer-id-1755857' class='answer   answerof-453981 ' value='1755857'   \/><label for='answer-id-1755857' id='answer-label-1755857' class=' answer'><span>Differences in conflict management style<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453981[]' id='answer-id-1755858' class='answer   answerof-453981 ' value='1755858'   \/><label for='answer-id-1755858' id='answer-label-1755858' class=' answer'><span>Differences in culture<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453981[]' id='answer-id-1755859' class='answer   answerof-453981 ' value='1755859'   \/><label for='answer-id-1755859' id='answer-label-1755859' class=' answer'><span>Types of purchase<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453981[]' id='answer-id-1755860' class='answer   answerof-453981 ' value='1755860'   \/><label for='answer-id-1755860' id='answer-label-1755860' class=' answer'><span>Standard terms and conditions<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453981[]' id='answer-id-1755861' class='answer   answerof-453981 ' value='1755861'   \/><label for='answer-id-1755861' id='answer-label-1755861' class=' answer'><span>Line of the best fits<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-36' style=';'><div id='questionWrap-36'  class='   watupro-question-id-453982'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>36. <\/span>Which of the following are examples of connected stakeholders in a private organisation? Select TWO that apply.<\/div><input type='hidden' name='question_id[]' id='qID_36' value='453982' \/><input type='hidden' id='answerType453982' value='checkbox'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453982[]' id='answer-id-1755862' class='answer   answerof-453982 ' value='1755862'   \/><label for='answer-id-1755862' id='answer-label-1755862' class=' answer'><span>Customers<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453982[]' id='answer-id-1755863' class='answer   answerof-453982 ' value='1755863'   \/><label for='answer-id-1755863' id='answer-label-1755863' class=' answer'><span>Local community<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453982[]' id='answer-id-1755864' class='answer   answerof-453982 ' value='1755864'   \/><label for='answer-id-1755864' id='answer-label-1755864' class=' answer'><span>Media<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453982[]' id='answer-id-1755865' class='answer   answerof-453982 ' value='1755865'   \/><label for='answer-id-1755865' id='answer-label-1755865' class=' answer'><span>Government<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453982[]' id='answer-id-1755866' class='answer   answerof-453982 ' value='1755866'   \/><label for='answer-id-1755866' id='answer-label-1755866' class=' answer'><span>Shareholders<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-37' style=';'><div id='questionWrap-37'  class='   watupro-question-id-453983'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>37. <\/span>What is the most likely outcome when two organisations with adversarial relationship negotiate with each other?<\/div><input type='hidden' name='question_id[]' id='qID_37' value='453983' \/><input type='hidden' id='answerType453983' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453983[]' id='answer-id-1755867' class='answer   answerof-453983 ' value='1755867'   \/><label for='answer-id-1755867' id='answer-label-1755867' class=' answer'><span>Deadlocked<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453983[]' id='answer-id-1755868' class='answer   answerof-453983 ' value='1755868'   \/><label for='answer-id-1755868' id='answer-label-1755868' class=' answer'><span>Lose lose<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453983[]' id='answer-id-1755869' class='answer   answerof-453983 ' value='1755869'   \/><label for='answer-id-1755869' id='answer-label-1755869' class=' answer'><span>Win lose<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453983[]' id='answer-id-1755870' class='answer   answerof-453983 ' value='1755870'   \/><label for='answer-id-1755870' id='answer-label-1755870' class=' answer'><span>Win win<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-38' style=';'><div id='questionWrap-38'  class='   watupro-question-id-453984'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>38. <\/span>Which of the following can be prepared before a negotiation with a supplier to achieve an agreement to benefit both parties? <br \/>\r<br>1) Zone of potential agreement <br \/>\r<br>2) Attendee list for the negotiation talks <br \/>\r<br>3) Walk-away point <br \/>\r<br>4) Venue for the negotiation talks<\/div><input type='hidden' name='question_id[]' id='qID_38' value='453984' \/><input type='hidden' id='answerType453984' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453984[]' id='answer-id-1755871' class='answer   answerof-453984 ' value='1755871'   \/><label for='answer-id-1755871' id='answer-label-1755871' class=' answer'><span>1 and 2<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453984[]' id='answer-id-1755872' class='answer   answerof-453984 ' value='1755872'   \/><label for='answer-id-1755872' id='answer-label-1755872' class=' answer'><span>1 and 3<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453984[]' id='answer-id-1755873' class='answer   answerof-453984 ' value='1755873'   \/><label for='answer-id-1755873' id='answer-label-1755873' class=' answer'><span>3 and 4<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453984[]' id='answer-id-1755874' class='answer   answerof-453984 ' value='1755874'   \/><label for='answer-id-1755874' id='answer-label-1755874' class=' answer'><span>2 and 3<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-39' style=';'><div id='questionWrap-39'  class='   watupro-question-id-453985'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>39. <\/span>When might a buyer decide to use a distributive approach to a negotiation with a supplier?<\/div><input type='hidden' name='question_id[]' id='qID_39' value='453985' \/><input type='hidden' id='answerType453985' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453985[]' id='answer-id-1755875' class='answer   answerof-453985 ' value='1755875'   \/><label for='answer-id-1755875' id='answer-label-1755875' class=' answer'><span>When they are dependent on that supplier in the future<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453985[]' id='answer-id-1755876' class='answer   answerof-453985 ' value='1755876'   \/><label for='answer-id-1755876' id='answer-label-1755876' class=' answer'><span>When there are various suppliers in the market producing a similar product<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453985[]' id='answer-id-1755877' class='answer   answerof-453985 ' value='1755877'   \/><label for='answer-id-1755877' id='answer-label-1755877' class=' answer'><span>When procuring an item that is not strategic to the organisation<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453985[]' id='answer-id-1755878' class='answer   answerof-453985 ' value='1755878'   \/><label for='answer-id-1755878' id='answer-label-1755878' class=' answer'><span>When a working relationship is important in the future<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-40' style=';'><div id='questionWrap-40'  class='   watupro-question-id-453986'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>40. <\/span>A procurement manager has decided to bring in a junior member of their team to a negotiation meeting. <br \/>\r<br>Which of the following would be suitable roles for this junior member of the team? <br \/>\r<br>1) Note taker <br \/>\r<br>2) Expert <br \/>\r<br>3) Observer <br \/>\r<br>4) Chair<\/div><input type='hidden' name='question_id[]' id='qID_40' value='453986' \/><input type='hidden' id='answerType453986' value='radio'><!-- end question-content--><\/div><div class='question-choices watupro-choices-columns '><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453986[]' id='answer-id-1755879' class='answer   answerof-453986 ' value='1755879'   \/><label for='answer-id-1755879' id='answer-label-1755879' class=' answer'><span>1 and 2<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453986[]' id='answer-id-1755880' class='answer   answerof-453986 ' value='1755880'   \/><label for='answer-id-1755880' id='answer-label-1755880' class=' answer'><span>1 and 3<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453986[]' id='answer-id-1755881' class='answer   answerof-453986 ' value='1755881'   \/><label for='answer-id-1755881' id='answer-label-1755881' class=' answer'><span>2 and 3<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453986[]' id='answer-id-1755882' class='answer   answerof-453986 ' value='1755882'   \/><label for='answer-id-1755882' id='answer-label-1755882' class=' answer'><span>3 and 4<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div style='display:none' id='question-41'>\n\t<div class='question-content'>\n\t\t<img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.dumpsbase.com\/freedumps\/wp-content\/plugins\/watupro\/img\/loading.gif\" width=\"16\" height=\"16\" alt=\"Loading...\" title=\"Loading...\" \/>&nbsp;Loading...\t<\/div>\n<\/div>\n\n<br \/>\n\t\n\t\t\t<div class=\"watupro_buttons flex \" id=\"watuPROButtons11561\" >\n\t\t  <div id=\"prev-question\" style=\"display:none;\"><input type=\"button\" value=\"&lt; Previous\" onclick=\"WatuPRO.nextQuestion(event, 'previous');\"\/><\/div>\t\t  \t\t  \t\t   \n\t\t   \t  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