{"id":126496,"date":"2026-05-15T06:26:16","date_gmt":"2026-05-15T06:26:16","guid":{"rendered":"https:\/\/www.dumpsbase.com\/freedumps\/?p=126496"},"modified":"2026-05-15T06:26:20","modified_gmt":"2026-05-15T06:26:20","slug":"cips-level-4-qualification-l4m5-free-dumps-part-3-q81-q120-of-v12-02-are-available-prepare-with-updated-l4m5-exam-questions","status":"publish","type":"post","link":"https:\/\/www.dumpsbase.com\/freedumps\/cips-level-4-qualification-l4m5-free-dumps-part-3-q81-q120-of-v12-02-are-available-prepare-with-updated-l4m5-exam-questions.html","title":{"rendered":"CIPS Level 4 Qualification L4M5 Free Dumps (Part 3, Q81-Q120) of V12.02 Are Available &#8211; Prepare with Updated L4M5 Exam Questions"},"content":{"rendered":"\n<p>CIPS L4M5 exam questions from DumpsBase have been verified by certified professionals, which are valid for Commercial Negotiation (L4M5) exam preparation. Our L4M5 dumps (V12.02) contain 394 practice questions and answers, specifically designed to align with the latest CIPS standards and exam patterns. You can access quality by reading our free dumps first:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong><em><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\">L4M5 free dumps (Part 1, Q1-Q40) of V12.02<\/a><\/em><\/strong><\/li>\n\n\n\n<li><strong><em><a href=\"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\">L4M5 free dumps (Part 2, Q41-Q80) of V12.02<\/a><\/em><\/strong><\/li>\n<\/ul>\n\n\n\n<p>These demo questions will help you confirm that the updated L4M5 exam questions in V12.02, which match the latest CIPS L4M5 exam objectives, help you build analytical understanding of why answers are correct, and keep your prep efficient by focusing your study time on the most likely exam topics. Choose DumpsBase today. By engaging in regular, structured practice, you improve your concept retention and enter the testing center with the confidence needed to succeed.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">We have L4M5 free dumps (Part 3, Q81-Q120) of V12.02 below to help you check more:<\/h2>\n\n\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=\"submittingExam11562\" 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-11562\"><\/div>\n\n<form action=\"\" method=\"post\" class=\"quiz-form\" id=\"quiz-11562\"  enctype=\"multipart\/form-data\" >\n<div class='watu-question ' id='question-1' style=';'><div id='questionWrap-1'  class='   watupro-question-id-453987'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>1. <\/span>Which of the following are typical characteristics of activity-based costing (ABC) method? Select TWO that apply.<\/div><input type='hidden' name='question_id[]' id='qID_1' value='453987' \/><input type='hidden' id='answerType453987' 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-453987[]' id='answer-id-1755883' class='answer   answerof-453987 ' value='1755883'   \/><label for='answer-id-1755883' id='answer-label-1755883' class=' answer'><span>ABC provides the information required to take action and realise improvements<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453987[]' id='answer-id-1755884' class='answer   answerof-453987 ' value='1755884'   \/><label for='answer-id-1755884' id='answer-label-1755884' class=' answer'><span>Limited understanding of true costs incurred<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453987[]' id='answer-id-1755885' class='answer   answerof-453987 ' value='1755885'   \/><label for='answer-id-1755885' id='answer-label-1755885' class=' answer'><span>ABC has tended to over cost products on long runs and under cost those on short runs<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453987[]' id='answer-id-1755886' class='answer   answerof-453987 ' value='1755886'   \/><label for='answer-id-1755886' id='answer-label-1755886' class=' answer'><span>Costs are allocated based on volume<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453987[]' id='answer-id-1755887' class='answer   answerof-453987 ' value='1755887'   \/><label for='answer-id-1755887' id='answer-label-1755887' class=' answer'><span>Variable and all related overhead expenses are specifically assigned to a business activity<\/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-453988'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>2. <\/span>Fast &amp; Easy Limited, a global fast food retailer, is in a negotiation with its major meat supplier. The supplier is asking for a 2% price increase, which Fast &amp; Easy is strongly resisting. The supplier justifies this increase by stating that currency fluctuations, an unstable economic climate, and rising transport costs have necessitated this increase. <br \/>\r<br>Which influencing tactic is the supplier using?<\/div><input type='hidden' name='question_id[]' id='qID_2' value='453988' \/><input type='hidden' id='answerType453988' 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-453988[]' id='answer-id-1755888' class='answer   answerof-453988 ' value='1755888'   \/><label for='answer-id-1755888' id='answer-label-1755888' class=' answer'><span>Rational persuasion<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453988[]' id='answer-id-1755889' class='answer   answerof-453988 ' value='1755889'   \/><label for='answer-id-1755889' id='answer-label-1755889' class=' answer'><span>Inspirational appeal<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453988[]' id='answer-id-1755890' class='answer   answerof-453988 ' value='1755890'   \/><label for='answer-id-1755890' id='answer-label-1755890' class=' answer'><span>Coalition<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453988[]' id='answer-id-1755891' class='answer   answerof-453988 ' value='1755891'   \/><label for='answer-id-1755891' id='answer-label-1755891' class=' answer'><span>Personal appeal<\/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-453989'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>3. <\/span>Are tactical ploys only used in distributive approach?<\/div><input type='hidden' name='question_id[]' id='qID_3' value='453989' \/><input type='hidden' id='answerType453989' 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-453989[]' id='answer-id-1755892' class='answer   answerof-453989 ' value='1755892'   \/><label for='answer-id-1755892' id='answer-label-1755892' class=' answer'><span>No, because tactical ploys strengthen the other party's position<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453989[]' id='answer-id-1755893' class='answer   answerof-453989 ' value='1755893'   \/><label for='answer-id-1755893' id='answer-label-1755893' class=' answer'><span>No, because tactical ploys will be more effective with integrative approach<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453989[]' id='answer-id-1755894' class='answer   answerof-453989 ' value='1755894'   \/><label for='answer-id-1755894' id='answer-label-1755894' class=' answer'><span>Yes, because tactical ploys will help to gain insights into the other party's interests<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453989[]' id='answer-id-1755895' class='answer   answerof-453989 ' value='1755895'   \/><label for='answer-id-1755895' id='answer-label-1755895' class=' answer'><span>Yes, because they will be irritants to long-term relationship<\/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-453990'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>4. <\/span>The stages of commercial negotiation involve which of the following characteristics?<\/div><input type='hidden' name='question_id[]' id='qID_4' value='453990' \/><input type='hidden' id='answerType453990' 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-453990[]' id='answer-id-1755896' class='answer   answerof-453990 ' value='1755896'   \/><label for='answer-id-1755896' id='answer-label-1755896' class=' answer'><span>Preparation, proposal, bargain, leave<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453990[]' id='answer-id-1755897' class='answer   answerof-453990 ' value='1755897'   \/><label for='answer-id-1755897' id='answer-label-1755897' class=' answer'><span>Open, testing, bargaining, closing, revisiting<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453990[]' id='answer-id-1755898' class='answer   answerof-453990 ' value='1755898'   \/><label for='answer-id-1755898' id='answer-label-1755898' class=' answer'><span>Preparing, opening, bargaining, agreement, closure<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453990[]' id='answer-id-1755899' class='answer   answerof-453990 ' value='1755899'   \/><label for='answer-id-1755899' id='answer-label-1755899' class=' answer'><span>Opening, debating, promising, testing, disagreeing, closing<\/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-453991'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>5. <\/span>Where a negotiator uses numerical reasoning with facts as part of their negotiation approach, which of the following techniques will they be adopting?<\/div><input type='hidden' name='question_id[]' id='qID_5' value='453991' \/><input type='hidden' id='answerType453991' 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-453991[]' id='answer-id-1755900' class='answer   answerof-453991 ' value='1755900'   \/><label for='answer-id-1755900' id='answer-label-1755900' class=' answer'><span>Threat<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453991[]' id='answer-id-1755901' class='answer   answerof-453991 ' value='1755901'   \/><label for='answer-id-1755901' id='answer-label-1755901' class=' answer'><span>Logic<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453991[]' id='answer-id-1755902' class='answer   answerof-453991 ' value='1755902'   \/><label for='answer-id-1755902' id='answer-label-1755902' class=' answer'><span>Emotion<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453991[]' id='answer-id-1755903' class='answer   answerof-453991 ' value='1755903'   \/><label for='answer-id-1755903' id='answer-label-1755903' class=' answer'><span>Power<\/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-453992'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>6. <\/span>Which of the following would be considered appropriate influencing techniques in contract negotiation? Select TWO that apply.<\/div><input type='hidden' name='question_id[]' id='qID_6' value='453992' \/><input type='hidden' id='answerType453992' 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-453992[]' id='answer-id-1755904' class='answer   answerof-453992 ' value='1755904'   \/><label for='answer-id-1755904' id='answer-label-1755904' class=' answer'><span>Ratification<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453992[]' id='answer-id-1755905' class='answer   answerof-453992 ' value='1755905'   \/><label for='answer-id-1755905' id='answer-label-1755905' class=' answer'><span>Rule ethics<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453992[]' id='answer-id-1755906' class='answer   answerof-453992 ' value='1755906'   \/><label for='answer-id-1755906' id='answer-label-1755906' class=' answer'><span>Framing and re-framing<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453992[]' id='answer-id-1755907' class='answer   answerof-453992 ' value='1755907'   \/><label for='answer-id-1755907' id='answer-label-1755907' class=' answer'><span>Validation<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-453992[]' id='answer-id-1755908' class='answer   answerof-453992 ' value='1755908'   \/><label for='answer-id-1755908' id='answer-label-1755908' class=' answer'><span>Anchoring<\/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-453993'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>7. <\/span>Which of the following stages of the CIPS Procurement Cycle are typically where commercial negotiations take place? <br \/>\r<br>1) Contract management and improvement <br \/>\r<br>2) Develop tender documentation <br \/>\r<br>3) Market sector analysis <br \/>\r<br>4) Contract award and implementation<\/div><input type='hidden' name='question_id[]' id='qID_7' value='453993' \/><input type='hidden' id='answerType453993' 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-453993[]' id='answer-id-1755909' class='answer   answerof-453993 ' value='1755909'   \/><label for='answer-id-1755909' id='answer-label-1755909' class=' answer'><span>1 and 4<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453993[]' id='answer-id-1755910' class='answer   answerof-453993 ' value='1755910'   \/><label for='answer-id-1755910' id='answer-label-1755910' class=' answer'><span>1 and 3<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453993[]' id='answer-id-1755911' class='answer   answerof-453993 ' value='1755911'   \/><label for='answer-id-1755911' id='answer-label-1755911' class=' answer'><span>3 and 4<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453993[]' id='answer-id-1755912' class='answer   answerof-453993 ' value='1755912'   \/><label for='answer-id-1755912' id='answer-label-1755912' class=' answer'><span>2 and 3<\/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-453994'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>8. <\/span>The National Schools Purchasing Forum (NSPF) is a procurement organisation that purchases goods and services on behalf of schools on a national scale. NSPF is close to concluding negotiations in a meeting with Hygienics For All (HFA) for the supply of consumables to school washrooms. Both parties have reached an agreeable position, and NSPF feels it is important that they conclude the negotiation at this point. <br \/>\r<br>What type of questions should NSPF ask HFA to achieve this?<\/div><input type='hidden' name='question_id[]' id='qID_8' value='453994' \/><input type='hidden' id='answerType453994' 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-453994[]' id='answer-id-1755913' class='answer   answerof-453994 ' value='1755913'   \/><label for='answer-id-1755913' id='answer-label-1755913' class=' answer'><span>Hypothetical questions<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453994[]' id='answer-id-1755914' class='answer   answerof-453994 ' value='1755914'   \/><label for='answer-id-1755914' id='answer-label-1755914' class=' answer'><span>Open questions<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453994[]' id='answer-id-1755915' class='answer   answerof-453994 ' value='1755915'   \/><label for='answer-id-1755915' id='answer-label-1755915' class=' answer'><span>Closed questions<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453994[]' id='answer-id-1755916' class='answer   answerof-453994 ' value='1755916'   \/><label for='answer-id-1755916' id='answer-label-1755916' class=' answer'><span>Probing questions<\/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-453995'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>9. <\/span>Champion Toys (CT) is negotiating a large order of luxury toys with its supplier, Top Teds. CT has identified that lead times, order quantities, and delivery locations are tradeables that could be used in this negotiation. <br \/>\r<br>At which negotiation stage should CT introduce these tradeables?<\/div><input type='hidden' name='question_id[]' id='qID_9' value='453995' \/><input type='hidden' id='answerType453995' 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-453995[]' id='answer-id-1755917' class='answer   answerof-453995 ' value='1755917'   \/><label for='answer-id-1755917' id='answer-label-1755917' class=' answer'><span>Bargaining<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453995[]' id='answer-id-1755918' class='answer   answerof-453995 ' value='1755918'   \/><label for='answer-id-1755918' id='answer-label-1755918' class=' answer'><span>Closure<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453995[]' id='answer-id-1755919' class='answer   answerof-453995 ' value='1755919'   \/><label for='answer-id-1755919' id='answer-label-1755919' class=' answer'><span>Proposing<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453995[]' id='answer-id-1755920' class='answer   answerof-453995 ' value='1755920'   \/><label for='answer-id-1755920' id='answer-label-1755920' class=' answer'><span>Opening<\/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-453996'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>10. <\/span>At the first stage of CIPS Procurement and Supply Cycle (Understand need), which of the following is the most important duty of procurement professional?<\/div><input type='hidden' name='question_id[]' id='qID_10' value='453996' \/><input type='hidden' id='answerType453996' 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-453996[]' id='answer-id-1755921' class='answer   answerof-453996 ' value='1755921'   \/><label for='answer-id-1755921' id='answer-label-1755921' class=' answer'><span>Demand management<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453996[]' id='answer-id-1755922' class='answer   answerof-453996 ' value='1755922'   \/><label for='answer-id-1755922' id='answer-label-1755922' class=' answer'><span>Evaluating the interests from suppliers<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453996[]' id='answer-id-1755923' class='answer   answerof-453996 ' value='1755923'   \/><label for='answer-id-1755923' id='answer-label-1755923' class=' answer'><span>Undertaking 'reverse marketing'<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453996[]' id='answer-id-1755924' class='answer   answerof-453996 ' value='1755924'   \/><label for='answer-id-1755924' id='answer-label-1755924' class=' answer'><span>Deciding whether RFQ or ITT should be used<\/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-453997'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>11. <\/span>When is the best time for buyer to propose the negotiation agenda to potential supplier?<\/div><input type='hidden' name='question_id[]' id='qID_11' value='453997' \/><input type='hidden' id='answerType453997' 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-453997[]' id='answer-id-1755925' class='answer   answerof-453997 ' value='1755925'   \/><label for='answer-id-1755925' id='answer-label-1755925' class=' answer'><span>At opening stage<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453997[]' id='answer-id-1755926' class='answer   answerof-453997 ' value='1755926'   \/><label for='answer-id-1755926' id='answer-label-1755926' class=' answer'><span>At conclusion stage<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453997[]' id='answer-id-1755927' class='answer   answerof-453997 ' value='1755927'   \/><label for='answer-id-1755927' id='answer-label-1755927' class=' answer'><span>At testing stage<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453997[]' id='answer-id-1755928' class='answer   answerof-453997 ' value='1755928'   \/><label for='answer-id-1755928' id='answer-label-1755928' class=' answer'><span>At preparation stage<\/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-453998'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>12. <\/span>Any commercial negotiation process has only three potential stakeholders: procurement, the budget olders, and the users. <br \/>\r<br>Is this TRUE?<\/div><input type='hidden' name='question_id[]' id='qID_12' value='453998' \/><input type='hidden' id='answerType453998' 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-453998[]' id='answer-id-1755929' class='answer   answerof-453998 ' value='1755929'   \/><label for='answer-id-1755929' id='answer-label-1755929' class=' answer'><span>Yes, and the budget holder is the most important one because of the finances involved<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453998[]' id='answer-id-1755930' class='answer   answerof-453998 ' value='1755930'   \/><label for='answer-id-1755930' id='answer-label-1755930' class=' answer'><span>Yes, the role of procurement is to ensure that the technical specifications are fit for purpose<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453998[]' id='answer-id-1755931' class='answer   answerof-453998 ' value='1755931'   \/><label for='answer-id-1755931' id='answer-label-1755931' class=' answer'><span>No, only procurement, the user, and suppliers have an interest in the products negotiated<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453998[]' id='answer-id-1755932' class='answer   answerof-453998 ' value='1755932'   \/><label for='answer-id-1755932' id='answer-label-1755932' class=' answer'><span>No, other stakeholders, such as directors, and IT might also be interested in the negotiation outcomes<\/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-453999'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>13. <\/span>Distributive approach in negotiation is typified by which of the following?<\/div><input type='hidden' name='question_id[]' id='qID_13' value='453999' \/><input type='hidden' id='answerType453999' 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-453999[]' id='answer-id-1755933' class='answer   answerof-453999 ' value='1755933'   \/><label for='answer-id-1755933' id='answer-label-1755933' class=' answer'><span>Distributive approaches are inherently inferior to integrative approaches in commercial negotiation<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453999[]' id='answer-id-1755934' class='answer   answerof-453999 ' value='1755934'   \/><label for='answer-id-1755934' id='answer-label-1755934' class=' answer'><span>Both parties understand each other's goals<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453999[]' id='answer-id-1755935' class='answer   answerof-453999 ' value='1755935'   \/><label for='answer-id-1755935' id='answer-label-1755935' class=' answer'><span>Each party attempts to maximise the value obtained at other's expense<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-453999[]' id='answer-id-1755936' class='answer   answerof-453999 ' value='1755936'   \/><label for='answer-id-1755936' id='answer-label-1755936' class=' answer'><span>Both parties share 50:50 of the 'pie'<\/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-454000'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>14. <\/span>Which of the following is a description of mark-up?<\/div><input type='hidden' name='question_id[]' id='qID_14' value='454000' \/><input type='hidden' id='answerType454000' 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-454000[]' id='answer-id-1755937' class='answer   answerof-454000 ' value='1755937'   \/><label for='answer-id-1755937' id='answer-label-1755937' class=' answer'><span>Profit expressed as a percentage of the selling price<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454000[]' id='answer-id-1755938' class='answer   answerof-454000 ' value='1755938'   \/><label for='answer-id-1755938' id='answer-label-1755938' class=' answer'><span>Profit expressed as a percentage of costs<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454000[]' id='answer-id-1755939' class='answer   answerof-454000 ' value='1755939'   \/><label for='answer-id-1755939' id='answer-label-1755939' class=' answer'><span>Profit expressed as a percentage of fixed costs<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454000[]' id='answer-id-1755940' class='answer   answerof-454000 ' value='1755940'   \/><label for='answer-id-1755940' id='answer-label-1755940' class=' answer'><span>Profit expressed as a percentage of variable costs<\/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-454001'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>15. <\/span>According to Dr. Mari Sako, which of the following is potentially the weakest trust to be built?<\/div><input type='hidden' name='question_id[]' id='qID_15' value='454001' \/><input type='hidden' id='answerType454001' 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-454001[]' id='answer-id-1755941' class='answer   answerof-454001 ' value='1755941'   \/><label for='answer-id-1755941' id='answer-label-1755941' class=' answer'><span>Competence trust<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454001[]' id='answer-id-1755942' class='answer   answerof-454001 ' value='1755942'   \/><label for='answer-id-1755942' id='answer-label-1755942' class=' answer'><span>Goodwill trust<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454001[]' id='answer-id-1755943' class='answer   answerof-454001 ' value='1755943'   \/><label for='answer-id-1755943' id='answer-label-1755943' class=' answer'><span>Charitable trust<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454001[]' id='answer-id-1755944' class='answer   answerof-454001 ' value='1755944'   \/><label for='answer-id-1755944' id='answer-label-1755944' class=' answer'><span>Contractual trust<\/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-454002'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>16. <\/span>Effective listening is important in integrative negotiations. Is this statement correct?<\/div><input type='hidden' name='question_id[]' id='qID_16' value='454002' \/><input type='hidden' id='answerType454002' 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-454002[]' id='answer-id-1755945' class='answer   answerof-454002 ' value='1755945'   \/><label for='answer-id-1755945' id='answer-label-1755945' class=' answer'><span>Yes, as it allows issues to be shared and understood between all parties<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454002[]' id='answer-id-1755946' class='answer   answerof-454002 ' value='1755946'   \/><label for='answer-id-1755946' id='answer-label-1755946' class=' answer'><span>Yes, as it means the supplier\u2019s attempts at negotiation can be stopped quickly with reasoning<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454002[]' id='answer-id-1755947' class='answer   answerof-454002 ' value='1755947'   \/><label for='answer-id-1755947' id='answer-label-1755947' class=' answer'><span>No, as what the other party has to say is not important<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454002[]' id='answer-id-1755948' class='answer   answerof-454002 ' value='1755948'   \/><label for='answer-id-1755948' id='answer-label-1755948' class=' answer'><span>No, as effective listening is important only in a distributive negotiation<\/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-454003'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>17. <\/span>Which of the following are variable costs?<\/div><input type='hidden' name='question_id[]' id='qID_17' value='454003' \/><input type='hidden' id='answerType454003' 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-454003[]' id='answer-id-1755949' class='answer   answerof-454003 ' value='1755949'   \/><label for='answer-id-1755949' id='answer-label-1755949' class=' answer'><span>Rent<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454003[]' id='answer-id-1755950' class='answer   answerof-454003 ' value='1755950'   \/><label for='answer-id-1755950' id='answer-label-1755950' class=' answer'><span>Loan repayments<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454003[]' id='answer-id-1755951' class='answer   answerof-454003 ' value='1755951'   \/><label for='answer-id-1755951' id='answer-label-1755951' class=' answer'><span>Insurance<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454003[]' id='answer-id-1755952' class='answer   answerof-454003 ' value='1755952'   \/><label for='answer-id-1755952' id='answer-label-1755952' class=' answer'><span>Packaging<\/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-454004'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>18. <\/span>It may be more difficult to buy on a credit from supplier who locates in a country with a hyperinflation? <br \/>\r<br>Is this assumption true?<\/div><input type='hidden' name='question_id[]' id='qID_18' value='454004' \/><input type='hidden' id='answerType454004' 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-454004[]' id='answer-id-1755953' class='answer   answerof-454004 ' value='1755953'   \/><label for='answer-id-1755953' id='answer-label-1755953' class=' answer'><span>No, because supplier's bank will take risks from currency fluctuation<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454004[]' id='answer-id-1755954' class='answer   answerof-454004 ' value='1755954'   \/><label for='answer-id-1755954' id='answer-label-1755954' class=' answer'><span>Yes, because the supplier's currency will lose its value overtime<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454004[]' id='answer-id-1755955' class='answer   answerof-454004 ' value='1755955'   \/><label for='answer-id-1755955' id='answer-label-1755955' class=' answer'><span>Yes, because buyer has more advantage if they make payment in their own currency<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454004[]' id='answer-id-1755956' class='answer   answerof-454004 ' value='1755956'   \/><label for='answer-id-1755956' id='answer-label-1755956' class=' answer'><span>No, because the higher the inflation rate, the stronger the supplier's currency<\/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-454005'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>19. <\/span>Which of the following are common forms of collaborating approach in Thomas-Kilmann conflict resolution model? Select THREE that apply.<\/div><input type='hidden' name='question_id[]' id='qID_19' value='454005' \/><input type='hidden' id='answerType454005' 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-454005[]' id='answer-id-1755957' class='answer   answerof-454005 ' value='1755957'   \/><label for='answer-id-1755957' id='answer-label-1755957' class=' answer'><span>Exploring a disagreement to learn from each other\u2019s insights<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454005[]' id='answer-id-1755958' class='answer   answerof-454005 ' value='1755958'   \/><label for='answer-id-1755958' id='answer-label-1755958' class=' answer'><span>Yielding to another\u2019s point of view<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454005[]' id='answer-id-1755959' class='answer   answerof-454005 ' value='1755959'   \/><label for='answer-id-1755959' id='answer-label-1755959' class=' answer'><span>Resolving some conditions that would otherwise have them competing for resources<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454005[]' id='answer-id-1755960' class='answer   answerof-454005 ' value='1755960'   \/><label for='answer-id-1755960' id='answer-label-1755960' class=' answer'><span>Trying to win at any cost<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454005[]' id='answer-id-1755961' class='answer   answerof-454005 ' value='1755961'   \/><label for='answer-id-1755961' id='answer-label-1755961' class=' answer'><span>Trying to find a creative solution to current problem<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454005[]' id='answer-id-1755962' class='answer   answerof-454005 ' value='1755962'   \/><label for='answer-id-1755962' id='answer-label-1755962' class=' answer'><span>Seeking a quick middle-ground position<\/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-454006'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>20. <\/span>A procurement professional is sourcing low value items. He conducts market analysis and realise that these items can be provided by many suppliers and switching cost between suppliers is relatively low. He also assume that the relationship between buyer and supplier will be transactional rather than long-term. <br \/>\r<br>According to Thomas-Kilmann conflict model instrument, which of the following is the most appropriate style that the procurement professional should adopt when negotiating with these suppliers?<\/div><input type='hidden' name='question_id[]' id='qID_20' value='454006' \/><input type='hidden' id='answerType454006' 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-454006[]' id='answer-id-1755963' class='answer   answerof-454006 ' value='1755963'   \/><label for='answer-id-1755963' id='answer-label-1755963' class=' answer'><span>Avoiding<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454006[]' id='answer-id-1755964' class='answer   answerof-454006 ' value='1755964'   \/><label for='answer-id-1755964' id='answer-label-1755964' class=' answer'><span>Compromising<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454006[]' id='answer-id-1755965' class='answer   answerof-454006 ' value='1755965'   \/><label for='answer-id-1755965' id='answer-label-1755965' class=' answer'><span>Competing<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454006[]' id='answer-id-1755966' class='answer   answerof-454006 ' value='1755966'   \/><label for='answer-id-1755966' id='answer-label-1755966' class=' answer'><span>Collaborating<\/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-454007'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>21. <\/span>John Browne, a junior buyer for a corporation, is analyzing the global supply market before undertaking negotiations and is wondering whether foreign exchange rates are important to factor into his research. <br \/>\r<br>Should John consider the foreign exchange rates?<\/div><input type='hidden' name='question_id[]' id='qID_21' value='454007' \/><input type='hidden' id='answerType454007' 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-454007[]' id='answer-id-1755967' class='answer   answerof-454007 ' value='1755967'   \/><label for='answer-id-1755967' id='answer-label-1755967' class=' answer'><span>No, as they only affect the bank's interest rates for loans<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454007[]' id='answer-id-1755968' class='answer   answerof-454007 ' value='1755968'   \/><label for='answer-id-1755968' id='answer-label-1755968' class=' answer'><span>Yes, only if the organization can handle foreign currencies in their accounts<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454007[]' id='answer-id-1755969' class='answer   answerof-454007 ' value='1755969'   \/><label for='answer-id-1755969' id='answer-label-1755969' class=' answer'><span>Yes, as they can affect profit and turnover<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454007[]' id='answer-id-1755970' class='answer   answerof-454007 ' value='1755970'   \/><label for='answer-id-1755970' id='answer-label-1755970' class=' answer'><span>No, exchange rates only apply to the national economy<\/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-454008'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>22. <\/span>At which stage in a negotiation would questions be asked to obtain missing information?<\/div><input type='hidden' name='question_id[]' id='qID_22' value='454008' \/><input type='hidden' id='answerType454008' 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-454008[]' id='answer-id-1755971' class='answer   answerof-454008 ' value='1755971'   \/><label for='answer-id-1755971' id='answer-label-1755971' class=' answer'><span>The bargaining stage<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454008[]' id='answer-id-1755972' class='answer   answerof-454008 ' value='1755972'   \/><label for='answer-id-1755972' id='answer-label-1755972' class=' answer'><span>The proposing stage<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454008[]' id='answer-id-1755973' class='answer   answerof-454008 ' value='1755973'   \/><label for='answer-id-1755973' id='answer-label-1755973' class=' answer'><span>The opening stage<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454008[]' id='answer-id-1755974' class='answer   answerof-454008 ' value='1755974'   \/><label for='answer-id-1755974' id='answer-label-1755974' class=' answer'><span>The testing stage<\/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-454009'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>23. <\/span>A buying organisation with a low spend and the reputation for paying late might be viewed by a supplier as which of the following?<\/div><input type='hidden' name='question_id[]' id='qID_23' value='454009' \/><input type='hidden' id='answerType454009' 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-454009[]' id='answer-id-1755975' class='answer   answerof-454009 ' value='1755975'   \/><label for='answer-id-1755975' id='answer-label-1755975' class=' answer'><span>Develop<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454009[]' id='answer-id-1755976' class='answer   answerof-454009 ' value='1755976'   \/><label for='answer-id-1755976' id='answer-label-1755976' class=' answer'><span>Nuisance<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454009[]' id='answer-id-1755977' class='answer   answerof-454009 ' value='1755977'   \/><label for='answer-id-1755977' id='answer-label-1755977' class=' answer'><span>Core<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454009[]' id='answer-id-1755978' class='answer   answerof-454009 ' value='1755978'   \/><label for='answer-id-1755978' id='answer-label-1755978' class=' answer'><span>Exploit<\/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-454010'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>24. <\/span>What is a benefit to the buyer of having a BATNA (best alternative to a negotiated agreement) in a negotiation?<\/div><input type='hidden' name='question_id[]' id='qID_24' value='454010' \/><input type='hidden' id='answerType454010' 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-454010[]' id='answer-id-1755979' class='answer   answerof-454010 ' value='1755979'   \/><label for='answer-id-1755979' id='answer-label-1755979' class=' answer'><span>To aid detailed pre-meeting data gathering and analysis<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454010[]' id='answer-id-1755980' class='answer   answerof-454010 ' value='1755980'   \/><label for='answer-id-1755980' id='answer-label-1755980' class=' answer'><span>To reduce financial and logistical risk for both parties<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454010[]' id='answer-id-1755981' class='answer   answerof-454010 ' value='1755981'   \/><label for='answer-id-1755981' id='answer-label-1755981' class=' answer'><span>To be able to confidently walk away from an unfavorable deal<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454010[]' id='answer-id-1755982' class='answer   answerof-454010 ' value='1755982'   \/><label for='answer-id-1755982' id='answer-label-1755982' class=' answer'><span>To facilitate information sharing between both parties<\/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-454011'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>25. <\/span>Which of the following two are recognized strategies to achieve a win-lose outcome? <br \/>\r<br>1) Making the other party lower its resistance point <br \/>\r<br>2) Making the other party think this settlement is the best it can achieve <br \/>\r<br>3) Employ empathy to gain mutual understanding <br \/>\r<br>4) Using compromise and creativity tactics<\/div><input type='hidden' name='question_id[]' id='qID_25' value='454011' \/><input type='hidden' id='answerType454011' 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-454011[]' id='answer-id-1755983' class='answer   answerof-454011 ' value='1755983'   \/><label for='answer-id-1755983' id='answer-label-1755983' class=' answer'><span>1 and 2 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454011[]' id='answer-id-1755984' class='answer   answerof-454011 ' value='1755984'   \/><label for='answer-id-1755984' id='answer-label-1755984' class=' answer'><span>3 and 4 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454011[]' id='answer-id-1755985' class='answer   answerof-454011 ' value='1755985'   \/><label for='answer-id-1755985' id='answer-label-1755985' class=' answer'><span>1 and 3 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454011[]' id='answer-id-1755986' class='answer   answerof-454011 ' value='1755986'   \/><label for='answer-id-1755986' id='answer-label-1755986' class=' answer'><span>2 and 4 only<\/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-454012'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>26. <\/span>Which of the following is NOT a barrier to entry in a monopolized market?<\/div><input type='hidden' name='question_id[]' id='qID_26' value='454012' \/><input type='hidden' id='answerType454012' 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-454012[]' id='answer-id-1755987' class='answer   answerof-454012 ' value='1755987'   \/><label for='answer-id-1755987' id='answer-label-1755987' class=' answer'><span>The costs of production make a single producer more efficient than a large number of producers<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454012[]' id='answer-id-1755988' class='answer   answerof-454012 ' value='1755988'   \/><label for='answer-id-1755988' id='answer-label-1755988' class=' answer'><span>A single firm is very large<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454012[]' id='answer-id-1755989' class='answer   answerof-454012 ' value='1755989'   \/><label for='answer-id-1755989' id='answer-label-1755989' class=' answer'><span>The government gives a single firm the exclusive right to produce some good<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454012[]' id='answer-id-1755990' class='answer   answerof-454012 ' value='1755990'   \/><label for='answer-id-1755990' id='answer-label-1755990' class=' answer'><span>A key resource is owned by a single firm<\/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-454013'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>27. <\/span>Which of the following are types of questions that are useful in opening and testing phases of a negotiation? Select the TWO that apply.<\/div><input type='hidden' name='question_id[]' id='qID_27' value='454013' \/><input type='hidden' id='answerType454013' 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-454013[]' id='answer-id-1755991' class='answer   answerof-454013 ' value='1755991'   \/><label for='answer-id-1755991' id='answer-label-1755991' class=' answer'><span>Closed<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454013[]' id='answer-id-1755992' class='answer   answerof-454013 ' value='1755992'   \/><label for='answer-id-1755992' id='answer-label-1755992' class=' answer'><span>Narrow<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454013[]' id='answer-id-1755993' class='answer   answerof-454013 ' value='1755993'   \/><label for='answer-id-1755993' id='answer-label-1755993' class=' answer'><span>Probing<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454013[]' id='answer-id-1755994' class='answer   answerof-454013 ' value='1755994'   \/><label for='answer-id-1755994' id='answer-label-1755994' class=' answer'><span>Leading<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454013[]' id='answer-id-1755995' class='answer   answerof-454013 ' value='1755995'   \/><label for='answer-id-1755995' id='answer-label-1755995' class=' answer'><span>Open<\/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-454014'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>28. <\/span>Different types of relationships impact commercial negotiations. <br \/>\r<br>At a negotiation, which one of the following sources would help to support leverage for the buyer?<\/div><input type='hidden' name='question_id[]' id='qID_28' value='454014' \/><input type='hidden' id='answerType454014' 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-454014[]' id='answer-id-1755996' class='answer   answerof-454014 ' value='1755996'   \/><label for='answer-id-1755996' id='answer-label-1755996' class=' answer'><span>Legitimate power<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454014[]' id='answer-id-1755997' class='answer   answerof-454014 ' value='1755997'   \/><label for='answer-id-1755997' id='answer-label-1755997' class=' answer'><span>Personality power<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454014[]' id='answer-id-1755998' class='answer   answerof-454014 ' value='1755998'   \/><label for='answer-id-1755998' id='answer-label-1755998' class=' answer'><span>Powerful colleagues<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454014[]' id='answer-id-1755999' class='answer   answerof-454014 ' value='1755999'   \/><label for='answer-id-1755999' id='answer-label-1755999' class=' answer'><span>Friends power<\/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-454015'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>29. <\/span>Langham Industries is seeking to expand its operations globally. The CEO has asked the procurement department to engage in a macroeconomic analysis for its potential new supply chain to meet organisational objectives and outcomes. <br \/>\r<br>Which of the following would be a source of macroeconomic data?<\/div><input type='hidden' name='question_id[]' id='qID_29' value='454015' \/><input type='hidden' id='answerType454015' 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-454015[]' id='answer-id-1756000' class='answer   answerof-454015 ' value='1756000'   \/><label for='answer-id-1756000' id='answer-label-1756000' class=' answer'><span>Competitor analysis<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454015[]' id='answer-id-1756001' class='answer   answerof-454015 ' value='1756001'   \/><label for='answer-id-1756001' id='answer-label-1756001' class=' answer'><span>Attending trade conferences<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454015[]' id='answer-id-1756002' class='answer   answerof-454015 ' value='1756002'   \/><label for='answer-id-1756002' id='answer-label-1756002' class=' answer'><span>Published market indices<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454015[]' id='answer-id-1756003' class='answer   answerof-454015 ' value='1756003'   \/><label for='answer-id-1756003' id='answer-label-1756003' class=' answer'><span>Online supplier forums<\/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-454016'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>30. <\/span>What are the potential sources of conflict between the buyer and supplier? Select TWO that apply.<\/div><input type='hidden' name='question_id[]' id='qID_30' value='454016' \/><input type='hidden' id='answerType454016' 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-454016[]' id='answer-id-1756004' class='answer   answerof-454016 ' value='1756004'   \/><label for='answer-id-1756004' id='answer-label-1756004' class=' answer'><span>Persistent late payment of the supplier\u2019s invoices<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454016[]' id='answer-id-1756005' class='answer   answerof-454016 ' value='1756005'   \/><label for='answer-id-1756005' id='answer-label-1756005' class=' answer'><span>Unequal sharing of gains, risks, and costs with the supplier<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454016[]' id='answer-id-1756006' class='answer   answerof-454016 ' value='1756006'   \/><label for='answer-id-1756006' id='answer-label-1756006' class=' answer'><span>Requesting early supplier involvement<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454016[]' id='answer-id-1756007' class='answer   answerof-454016 ' value='1756007'   \/><label for='answer-id-1756007' id='answer-label-1756007' class=' answer'><span>Planning scheduled visits to the supplier site<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454016[]' id='answer-id-1756008' class='answer   answerof-454016 ' value='1756008'   \/><label for='answer-id-1756008' id='answer-label-1756008' class=' answer'><span>Scheduling agreed supplier delivery dates<\/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-454017'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>31. <\/span>Which of the following are most likely to be direct costs of a steel manufacturer? Select THREE that apply.<\/div><input type='hidden' name='question_id[]' id='qID_31' value='454017' \/><input type='hidden' id='answerType454017' 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-454017[]' id='answer-id-1756009' class='answer   answerof-454017 ' value='1756009'   \/><label for='answer-id-1756009' id='answer-label-1756009' class=' answer'><span>Cleaning services<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454017[]' id='answer-id-1756010' class='answer   answerof-454017 ' value='1756010'   \/><label for='answer-id-1756010' id='answer-label-1756010' class=' answer'><span>Coal<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454017[]' id='answer-id-1756011' class='answer   answerof-454017 ' value='1756011'   \/><label for='answer-id-1756011' id='answer-label-1756011' class=' answer'><span>Senior management salary<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454017[]' id='answer-id-1756012' class='answer   answerof-454017 ' value='1756012'   \/><label for='answer-id-1756012' id='answer-label-1756012' class=' answer'><span>Insurance for production lines<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454017[]' id='answer-id-1756013' class='answer   answerof-454017 ' value='1756013'   \/><label for='answer-id-1756013' id='answer-label-1756013' class=' answer'><span>Scrap metal<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454017[]' id='answer-id-1756014' class='answer   answerof-454017 ' value='1756014'   \/><label for='answer-id-1756014' id='answer-label-1756014' class=' answer'><span>Hourly production wages<\/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-454018'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>32. <\/span>IHL has been supplying to XYZ Ltd for months. XYZ Ltd procurement manager Diana realises that the IHL's input prices are dropping and this is a good time to re-negotiate the price of the contract. She invites IHL representative to XYZ headquarter to make a bargain on the current price. At the opening stage of the negotiation, Diana requests a 10% reduction in price with an increase in volume purchased. <br \/>\r<br>Is Diana's action appropriate in the opening phase?<\/div><input type='hidden' name='question_id[]' id='qID_32' value='454018' \/><input type='hidden' id='answerType454018' 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-454018[]' id='answer-id-1756015' class='answer   answerof-454018 ' value='1756015'   \/><label for='answer-id-1756015' id='answer-label-1756015' class=' answer'><span>Yes, because the negotiation should be done as quick as possible<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454018[]' id='answer-id-1756016' class='answer   answerof-454018 ' value='1756016'   \/><label for='answer-id-1756016' id='answer-label-1756016' class=' answer'><span>Yes, because Diana's proposal is a fair trade for both parties<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454018[]' id='answer-id-1756017' class='answer   answerof-454018 ' value='1756017'   \/><label for='answer-id-1756017' id='answer-label-1756017' class=' answer'><span>No, because Diana should state exactly the increasing quantity<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454018[]' id='answer-id-1756018' class='answer   answerof-454018 ' value='1756018'   \/><label for='answer-id-1756018' id='answer-label-1756018' class=' answer'><span>No, because Diana has put the markers down too soon<\/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-454019'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>33. <\/span>A garden furniture supplier who is currently in negotiations for a high-value contract has offered the procurement manager a visit to their site. The supplier suggests that during this visit, they can undertake the contract negotiation. <br \/>\r<br>What would be an appropriate response from the procurement manager?<\/div><input type='hidden' name='question_id[]' id='qID_33' value='454019' \/><input type='hidden' id='answerType454019' 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-454019[]' id='answer-id-1756019' class='answer   answerof-454019 ' value='1756019'   \/><label for='answer-id-1756019' id='answer-label-1756019' class=' answer'><span>Accept the offer as this would be an ideal opportunity to see what the supplier can offer and will provide the supplier with familiarity while negotiating<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454019[]' id='answer-id-1756020' class='answer   answerof-454019 ' value='1756020'   \/><label for='answer-id-1756020' id='answer-label-1756020' class=' answer'><span>Accept the offer as this would save time; a supplier visit and negotiation could be done at the same time<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454019[]' id='answer-id-1756021' class='answer   answerof-454019 ' value='1756021'   \/><label for='answer-id-1756021' id='answer-label-1756021' class=' answer'><span>Decline the offer as it would take too much time to go and visit the supplier<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454019[]' id='answer-id-1756022' class='answer   answerof-454019 ' value='1756022'   \/><label for='answer-id-1756022' id='answer-label-1756022' class=' answer'><span>Decline the offer as negotiating while on a site visit will provide the supplier with an unfair advantage, as they will be in a familiar environment<\/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-454020'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>34. <\/span>The sourcing manager has decided to adopt an adversarial style of negotiation to take advantage of the buyer's greater bargaining power over the suppliers. <br \/>\r<br>In what other circumstances should an adversarial relationship be used?<\/div><input type='hidden' name='question_id[]' id='qID_34' value='454020' \/><input type='hidden' id='answerType454020' 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-454020[]' id='answer-id-1756023' class='answer   answerof-454020 ' value='1756023'   \/><label for='answer-id-1756023' id='answer-label-1756023' class=' answer'><span>When the supplier is likely to respond with further concessions to maintain a long-term relationship<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454020[]' id='answer-id-1756024' class='answer   answerof-454020 ' value='1756024'   \/><label for='answer-id-1756024' id='answer-label-1756024' class=' answer'><span>In all forms of negotiation as each party is always trying to gain advantage over the other<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454020[]' id='answer-id-1756025' class='answer   answerof-454020 ' value='1756025'   \/><label for='answer-id-1756025' id='answer-label-1756025' class=' answer'><span>In a monopoly market as the supplier will respond by conceding quantity discounts<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454020[]' id='answer-id-1756026' class='answer   answerof-454020 ' value='1756026'   \/><label for='answer-id-1756026' id='answer-label-1756026' class=' answer'><span>When the issues concerned are non-negotiable, for example, health and safety commitments<\/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-454021'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>35. <\/span>According to Professor Gavin Kennedy, in which of the following forms of dispute resolution, both parties will voluntarily exchange their ideas and beliefs?<\/div><input type='hidden' name='question_id[]' id='qID_35' value='454021' \/><input type='hidden' id='answerType454021' 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-454021[]' id='answer-id-1756027' class='answer   answerof-454021 ' value='1756027'   \/><label for='answer-id-1756027' id='answer-label-1756027' class=' answer'><span>Litigation<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454021[]' id='answer-id-1756028' class='answer   answerof-454021 ' value='1756028'   \/><label for='answer-id-1756028' id='answer-label-1756028' class=' answer'><span>Persuasion<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454021[]' id='answer-id-1756029' class='answer   answerof-454021 ' value='1756029'   \/><label for='answer-id-1756029' id='answer-label-1756029' class=' answer'><span>Negotiation<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454021[]' id='answer-id-1756030' class='answer   answerof-454021 ' value='1756030'   \/><label for='answer-id-1756030' id='answer-label-1756030' class=' answer'><span>Gambling<\/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-454022'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>36. <\/span>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. <br \/>\r<br>Is this statement true?<\/div><input type='hidden' name='question_id[]' id='qID_36' value='454022' \/><input type='hidden' id='answerType454022' 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-454022[]' id='answer-id-1756031' class='answer   answerof-454022 ' value='1756031'   \/><label for='answer-id-1756031' id='answer-label-1756031' class=' answer'><span>Yes, because all parties must have exactly the same goals in integrative negotiation<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454022[]' id='answer-id-1756032' class='answer   answerof-454022 ' value='1756032'   \/><label for='answer-id-1756032' id='answer-label-1756032' class=' answer'><span>No, because any party may leverage its own advantage during the contract<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454022[]' id='answer-id-1756033' class='answer   answerof-454022 ' value='1756033'   \/><label for='answer-id-1756033' id='answer-label-1756033' class=' answer'><span>Yes, because both parties have well understood each other's goals when they engage in collaborative negotiation<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454022[]' id='answer-id-1756034' class='answer   answerof-454022 ' value='1756034'   \/><label for='answer-id-1756034' id='answer-label-1756034' class=' answer'><span>No, because the parties will always find a compromise solution in integrative approach<\/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-454023'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>37. <\/span>Which of the following occur within the planning and preparation stage in a negotiation process? Select THREE that apply.<\/div><input type='hidden' name='question_id[]' id='qID_37' value='454023' \/><input type='hidden' id='answerType454023' 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-454023[]' id='answer-id-1756035' class='answer   answerof-454023 ' value='1756035'   \/><label for='answer-id-1756035' id='answer-label-1756035' class=' answer'><span>Understanding the other party<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454023[]' id='answer-id-1756036' class='answer   answerof-454023 ' value='1756036'   \/><label for='answer-id-1756036' id='answer-label-1756036' class=' answer'><span>Defining the constituents<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454023[]' id='answer-id-1756037' class='answer   answerof-454023 ' value='1756037'   \/><label for='answer-id-1756037' id='answer-label-1756037' class=' answer'><span>Making as few concessions as possible<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454023[]' id='answer-id-1756038' class='answer   answerof-454023 ' value='1756038'   \/><label for='answer-id-1756038' id='answer-label-1756038' class=' answer'><span>Using questions to elicit information<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454023[]' id='answer-id-1756039' class='answer   answerof-454023 ' value='1756039'   \/><label for='answer-id-1756039' id='answer-label-1756039' class=' answer'><span>Narrowing the range of solutions<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454023[]' id='answer-id-1756040' class='answer   answerof-454023 ' value='1756040'   \/><label for='answer-id-1756040' id='answer-label-1756040' class=' answer'><span>Analyse the bargaining power<\/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-454024'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>38. <\/span>Sumitomo Rubber Industries (SRI) is a Japan-based tyre manufacturer. In order to increase production, SRI is sourcing rubber from Southeast Asian firms. <br \/>\r<br>Which of the following micro factors are most likely to shift the balance of power to supplier? Select TWO that apply<\/div><input type='hidden' name='question_id[]' id='qID_38' value='454024' \/><input type='hidden' id='answerType454024' 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-454024[]' id='answer-id-1756041' class='answer   answerof-454024 ' value='1756041'   \/><label for='answer-id-1756041' id='answer-label-1756041' class=' answer'><span>SRI's purchase amount makes significant proportion of supplier revenue<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454024[]' id='answer-id-1756042' class='answer   answerof-454024 ' value='1756042'   \/><label for='answer-id-1756042' id='answer-label-1756042' class=' answer'><span>Costs of changing suppliers are high<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454024[]' id='answer-id-1756043' class='answer   answerof-454024 ' value='1756043'   \/><label for='answer-id-1756043' id='answer-label-1756043' class=' answer'><span>Rubber from different suppliers is virtually similar<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454024[]' id='answer-id-1756044' class='answer   answerof-454024 ' value='1756044'   \/><label for='answer-id-1756044' id='answer-label-1756044' class=' answer'><span>SRI sets up its own rubber plantation<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-454024[]' id='answer-id-1756045' class='answer   answerof-454024 ' value='1756045'   \/><label for='answer-id-1756045' id='answer-label-1756045' class=' answer'><span>There are no close substitutes for rubber<\/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-454025'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>39. <\/span>A procurement expert has been asked to ensure they consider emotional intelligence in their negotiation strategy. They have agreed to this and have started planning their approach. <br \/>\r<br>Which of the following describes emotional intelligence?<\/div><input type='hidden' name='question_id[]' id='qID_39' value='454025' \/><input type='hidden' id='answerType454025' 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-454025[]' id='answer-id-1756046' class='answer   answerof-454025 ' value='1756046'   \/><label for='answer-id-1756046' id='answer-label-1756046' class=' answer'><span>An individual's ability to gain leverage by persuading the other party to agree to their terms<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454025[]' id='answer-id-1756047' class='answer   answerof-454025 ' value='1756047'   \/><label for='answer-id-1756047' id='answer-label-1756047' class=' answer'><span>An individual's ability to fully understand another party's cost drivers and profit margins<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454025[]' id='answer-id-1756048' class='answer   answerof-454025 ' value='1756048'   \/><label for='answer-id-1756048' id='answer-label-1756048' class=' answer'><span>An individual's ability to understand their own feelings and those of other people<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454025[]' id='answer-id-1756049' class='answer   answerof-454025 ' value='1756049'   \/><label for='answer-id-1756049' id='answer-label-1756049' class=' answer'><span>An individual's ability to place themselves in a position of authority during a negotiation<\/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-454026'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>40. <\/span>A procurement professional is preparing for a negotiation with supplier. She is setting targets for price which her company is seeking to achieve. <br \/>\r<br>Which of the following acronyms can help her identify limits before engaging in the negotiation?<\/div><input type='hidden' name='question_id[]' id='qID_40' value='454026' \/><input type='hidden' id='answerType454026' 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-454026[]' id='answer-id-1756050' class='answer   answerof-454026 ' value='1756050'   \/><label for='answer-id-1756050' id='answer-label-1756050' class=' answer'><span>MIL<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454026[]' id='answer-id-1756051' class='answer   answerof-454026 ' value='1756051'   \/><label for='answer-id-1756051' id='answer-label-1756051' class=' answer'><span>RAQSCI<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454026[]' id='answer-id-1756052' class='answer   answerof-454026 ' value='1756052'   \/><label for='answer-id-1756052' id='answer-label-1756052' class=' answer'><span>TIMWOOD<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-454026[]' id='answer-id-1756053' class='answer   answerof-454026 ' value='1756053'   \/><label for='answer-id-1756053' id='answer-label-1756053' class=' answer'><span>PPCA<\/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=\"watuPROButtons11562\" >\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  \t\t<div><input type=\"button\" name=\"action\" class=\"watupro-submit-button\" onclick=\"WatuPRO.submitResult(event)\" id=\"action-button\" value=\"View Results\"  \/>\n\t\t<\/div>\n\t\t<\/div>\n\t\t\n\t<input type=\"hidden\" name=\"quiz_id\" value=\"11562\" id=\"watuPROExamID\"\/>\n\t<input type=\"hidden\" name=\"start_time\" id=\"startTime\" value=\"2026-05-15 09:14:58\" \/>\n\t<input type=\"hidden\" name=\"start_timestamp\" id=\"startTimeStamp\" value=\"1778836498\" \/>\n\t<input type=\"hidden\" name=\"question_ids\" value=\"\" \/>\n\t<input type=\"hidden\" name=\"watupro_questions\" value=\"453987:1755883,1755884,1755885,1755886,1755887 | 453988:1755888,1755889,1755890,1755891 | 453989:1755892,1755893,1755894,1755895 | 453990:1755896,1755897,1755898,1755899 | 453991:1755900,1755901,1755902,1755903 | 453992:1755904,1755905,1755906,1755907,1755908 | 453993:1755909,1755910,1755911,1755912 | 453994:1755913,1755914,1755915,1755916 | 453995:1755917,1755918,1755919,1755920 | 453996:1755921,1755922,1755923,1755924 | 453997:1755925,1755926,1755927,1755928 | 453998:1755929,1755930,1755931,1755932 | 453999:1755933,1755934,1755935,1755936 | 454000:1755937,1755938,1755939,1755940 | 454001:1755941,1755942,1755943,1755944 | 454002:1755945,1755946,1755947,1755948 | 454003:1755949,1755950,1755951,1755952 | 454004:1755953,1755954,1755955,1755956 | 454005:1755957,1755958,1755959,1755960,1755961,1755962 | 454006:1755963,1755964,1755965,1755966 | 454007:1755967,1755968,1755969,1755970 | 454008:1755971,1755972,1755973,1755974 | 454009:1755975,1755976,1755977,1755978 | 454010:1755979,1755980,1755981,1755982 | 454011:1755983,1755984,1755985,1755986 | 454012:1755987,1755988,1755989,1755990 | 454013:1755991,1755992,1755993,1755994,1755995 | 454014:1755996,1755997,1755998,1755999 | 454015:1756000,1756001,1756002,1756003 | 454016:1756004,1756005,1756006,1756007,1756008 | 454017:1756009,1756010,1756011,1756012,1756013,1756014 | 454018:1756015,1756016,1756017,1756018 | 454019:1756019,1756020,1756021,1756022 | 454020:1756023,1756024,1756025,1756026 | 454021:1756027,1756028,1756029,1756030 | 454022:1756031,1756032,1756033,1756034 | 454023:1756035,1756036,1756037,1756038,1756039,1756040 | 454024:1756041,1756042,1756043,1756044,1756045 | 454025:1756046,1756047,1756048,1756049 | 454026:1756050,1756051,1756052,1756053\" \/>\n\t<input type=\"hidden\" name=\"no_ajax\" value=\"0\">\t\t\t<\/form>\n\t<p>&nbsp;<\/p>\n<\/div>\n\n<script type=\"text\/javascript\">\n\/\/jQuery(document).ready(function(){\ndocument.addEventListener(\"DOMContentLoaded\", function(event) { \t\nvar question_ids = \"453987,453988,453989,453990,453991,453992,453993,453994,453995,453996,453997,453998,453999,454000,454001,454002,454003,454004,454005,454006,454007,454008,454009,454010,454011,454012,454013,454014,454015,454016,454017,454018,454019,454020,454021,454022,454023,454024,454025,454026\";\nWatuPROSettings[11562] = {};\nWatuPRO.qArr = question_ids.split(',');\nWatuPRO.exam_id = 11562;\t    \nWatuPRO.post_id = 126496;\nWatuPRO.store_progress = 0;\nWatuPRO.curCatPage = 1;\nWatuPRO.requiredIDs=\"0\".split(\",\");\nWatuPRO.hAppID = \"0.19605600 1778836498\";\nvar url = \"https:\/\/www.dumpsbase.com\/freedumps\/wp-content\/plugins\/watupro\/show_exam.php\";\nWatuPRO.examMode = 1;\nWatuPRO.siteURL=\"https:\/\/www.dumpsbase.com\/freedumps\/wp-admin\/admin-ajax.php\";\nWatuPRO.emailIsNotRequired = 0;\nWatuPROIntel.init(11562);\nWatuPRO.inCategoryPages=1;});    \t \n<\/script>\n","protected":false},"excerpt":{"rendered":"<p>CIPS L4M5 exam questions from DumpsBase have been verified by certified professionals, which are valid for Commercial Negotiation (L4M5) exam preparation. Our L4M5 dumps (V12.02) contain 394 practice questions and answers, specifically designed to align with the latest CIPS standards and exam patterns. You can access quality by reading our free dumps first: These demo [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[13445,13446],"tags":[13441],"class_list":["post-126496","post","type-post","status-publish","format-standard","hentry","category-cips","category-cips-level-4-diploma-in-procurement-and-supply","tag-l4m5"],"_links":{"self":[{"href":"https:\/\/www.dumpsbase.com\/freedumps\/wp-json\/wp\/v2\/posts\/126496","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.dumpsbase.com\/freedumps\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.dumpsbase.com\/freedumps\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.dumpsbase.com\/freedumps\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.dumpsbase.com\/freedumps\/wp-json\/wp\/v2\/comments?post=126496"}],"version-history":[{"count":1,"href":"https:\/\/www.dumpsbase.com\/freedumps\/wp-json\/wp\/v2\/posts\/126496\/revisions"}],"predecessor-version":[{"id":126681,"href":"https:\/\/www.dumpsbase.com\/freedumps\/wp-json\/wp\/v2\/posts\/126496\/revisions\/126681"}],"wp:attachment":[{"href":"https:\/\/www.dumpsbase.com\/freedumps\/wp-json\/wp\/v2\/media?parent=126496"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.dumpsbase.com\/freedumps\/wp-json\/wp\/v2\/categories?post=126496"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.dumpsbase.com\/freedumps\/wp-json\/wp\/v2\/tags?post=126496"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}