{"id":94981,"date":"2024-12-18T03:10:15","date_gmt":"2024-12-18T03:10:15","guid":{"rendered":"https:\/\/www.dumpsbase.com\/freedumps\/?p=94981"},"modified":"2024-12-18T03:10:15","modified_gmt":"2024-12-18T03:10:15","slug":"cips-l4m5-exam-dumps-v9-02-pass-your-commercial-negotiation-l4m5-exam-with-the-most-updated-study-materials","status":"publish","type":"post","link":"https:\/\/www.dumpsbase.com\/freedumps\/cips-l4m5-exam-dumps-v9-02-pass-your-commercial-negotiation-l4m5-exam-with-the-most-updated-study-materials.html","title":{"rendered":"CIPS L4M5 Exam Dumps (V9.02) &#8211; Pass Your Commercial Negotiation L4M5 Exam with the Most Updated Study Materials"},"content":{"rendered":"<p>DumpsBase provides you with the most updated L4M5 exam dumps to ensure that you can pass your CIPS Commercial Negotiation exam in a short time. DumpsBase L4M5 exam dumps (V9.02) are available with 223 practice exam questions and answers that can help you accept the challenge and clear the L4M5 exam with flying colors. You just have to get the L4M5 exam dumps in PDF format and everything is sorted. This format includes L4M5 actual questions and you do not need to buy the guide or other books to study. The PDF is an easy format, smartphones, tablets, and laptops support the PDF format. Thus, we can see how the PDF format is the one-stop solution for all the challenges faced by the people applying for the CIPS L4M5 Commercial Negotiation certification exam. Come to DumpsBase. The CIPS L4M5 dumps (V9.02) are designed perfectly for those who are busy and do not get enough time to attend classes.<\/p>\n<h2><em><span style=\"background-color: #ffff00;\">Read the free dumps<\/span><\/em> to check the CIPS L4M5 exam dumps (V9.02):<\/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=\"submittingExam9290\" 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-9290\"><\/div>\n\n<form action=\"\" method=\"post\" class=\"quiz-form\" id=\"quiz-9290\"  enctype=\"multipart\/form-data\" >\n<div class='watu-question ' id='question-1' style=';'><div id='questionWrap-1'  class='   watupro-question-id-369555'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>1. <\/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_1' value='369555' \/><input type='hidden' id='answerType369555' 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-369555[]' id='answer-id-1439263' class='answer   answerof-369555 ' value='1439263'   \/><label for='answer-id-1439263' id='answer-label-1439263' class=' answer'><span>Understanding the other party<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369555[]' id='answer-id-1439264' class='answer   answerof-369555 ' value='1439264'   \/><label for='answer-id-1439264' id='answer-label-1439264' class=' answer'><span>Defining the constituents<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369555[]' id='answer-id-1439265' class='answer   answerof-369555 ' value='1439265'   \/><label for='answer-id-1439265' id='answer-label-1439265' class=' answer'><span>Making as few concessions as possible<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369555[]' id='answer-id-1439266' class='answer   answerof-369555 ' value='1439266'   \/><label for='answer-id-1439266' id='answer-label-1439266' class=' answer'><span>Using questions to elicit information<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369555[]' id='answer-id-1439267' class='answer   answerof-369555 ' value='1439267'   \/><label for='answer-id-1439267' id='answer-label-1439267' class=' answer'><span>Narrowing the range of solutions<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369555[]' id='answer-id-1439268' class='answer   answerof-369555 ' value='1439268'   \/><label for='answer-id-1439268' id='answer-label-1439268' class=' answer'><span>Analyse the bargaining power<\/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-369556'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>2. <\/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_2' value='369556' \/><input type='hidden' id='answerType369556' 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-369556[]' id='answer-id-1439269' class='answer   answerof-369556 ' value='1439269'   \/><label for='answer-id-1439269' id='answer-label-1439269' class=' answer'><span>Collaboration<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369556[]' id='answer-id-1439270' class='answer   answerof-369556 ' value='1439270'   \/><label for='answer-id-1439270' id='answer-label-1439270' class=' answer'><span>Problem solving<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369556[]' id='answer-id-1439271' class='answer   answerof-369556 ' value='1439271'   \/><label for='answer-id-1439271' id='answer-label-1439271' class=' answer'><span>Coercion<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369556[]' id='answer-id-1439272' class='answer   answerof-369556 ' value='1439272'   \/><label for='answer-id-1439272' id='answer-label-1439272' class=' answer'><span>Persuasion<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369556[]' id='answer-id-1439273' class='answer   answerof-369556 ' value='1439273'   \/><label for='answer-id-1439273' id='answer-label-1439273' class=' answer'><span>Transfer of risk<\/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-369557'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>3. <\/span>Maria is a professional services category buyer within the National Health Service. Due to the severe financial budget cutbacks the National Health Service is facing, the procurement team has been tasked with achieving cost savings so that funding available can be spent on patient care. Maria plans to achieve savings with one of her collaborative suppliers. <br \/>\r<br>Which negotiation approach should she undertake?<\/div><input type='hidden' name='question_id[]' id='qID_3' value='369557' \/><input type='hidden' id='answerType369557' 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-369557[]' id='answer-id-1439274' class='answer   answerof-369557 ' value='1439274'   \/><label for='answer-id-1439274' id='answer-label-1439274' class=' answer'><span>Win-Lose<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369557[]' id='answer-id-1439275' class='answer   answerof-369557 ' value='1439275'   \/><label for='answer-id-1439275' id='answer-label-1439275' class=' answer'><span>Lose-Lose<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369557[]' id='answer-id-1439276' class='answer   answerof-369557 ' value='1439276'   \/><label for='answer-id-1439276' id='answer-label-1439276' class=' answer'><span>Win-Perceived Win<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369557[]' id='answer-id-1439277' class='answer   answerof-369557 ' value='1439277'   \/><label for='answer-id-1439277' id='answer-label-1439277' class=' answer'><span>Win-Win<\/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-369558'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>4. <\/span>Hammad Alsuwaidi is a procurement professional leading a negotiation for a vehicle rental contract. Hammad has a clear goal to negotiate a two-year contract in exchange for a minimum of a 20% discount. During the negotiation, Hammad presents to the supplier the facts, figures, and justification for a 20% discount. <br \/>\r<br>Which of the persuasion methods below has Hammad chosen?<\/div><input type='hidden' name='question_id[]' id='qID_4' value='369558' \/><input type='hidden' id='answerType369558' 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-369558[]' id='answer-id-1439278' class='answer   answerof-369558 ' value='1439278'   \/><label for='answer-id-1439278' id='answer-label-1439278' class=' answer'><span>Push<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369558[]' id='answer-id-1439279' class='answer   answerof-369558 ' value='1439279'   \/><label for='answer-id-1439279' id='answer-label-1439279' class=' answer'><span>Visionary<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369558[]' id='answer-id-1439280' class='answer   answerof-369558 ' value='1439280'   \/><label for='answer-id-1439280' id='answer-label-1439280' class=' answer'><span>Pull<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369558[]' id='answer-id-1439281' class='answer   answerof-369558 ' value='1439281'   \/><label for='answer-id-1439281' id='answer-label-1439281' class=' answer'><span>Collaborative<\/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-369559'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>5. <\/span>Which of the following are variable costs?<\/div><input type='hidden' name='question_id[]' id='qID_5' value='369559' \/><input type='hidden' id='answerType369559' 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-369559[]' id='answer-id-1439282' class='answer   answerof-369559 ' value='1439282'   \/><label for='answer-id-1439282' id='answer-label-1439282' class=' answer'><span>Rent<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369559[]' id='answer-id-1439283' class='answer   answerof-369559 ' value='1439283'   \/><label for='answer-id-1439283' id='answer-label-1439283' class=' answer'><span>Loan repayments<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369559[]' id='answer-id-1439284' class='answer   answerof-369559 ' value='1439284'   \/><label for='answer-id-1439284' id='answer-label-1439284' class=' answer'><span>Insurance<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369559[]' id='answer-id-1439285' class='answer   answerof-369559 ' value='1439285'   \/><label for='answer-id-1439285' id='answer-label-1439285' class=' answer'><span>Packaging<\/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-369560'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>6. <\/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_6' value='369560' \/><input type='hidden' id='answerType369560' 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-369560[]' id='answer-id-1439286' class='answer   answerof-369560 ' value='1439286'   \/><label for='answer-id-1439286' id='answer-label-1439286' 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-369560[]' id='answer-id-1439287' class='answer   answerof-369560 ' value='1439287'   \/><label for='answer-id-1439287' id='answer-label-1439287' class=' answer'><span>Involve an appropriate cross-functional team<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369560[]' id='answer-id-1439288' class='answer   answerof-369560 ' value='1439288'   \/><label for='answer-id-1439288' id='answer-label-1439288' 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-369560[]' id='answer-id-1439289' class='answer   answerof-369560 ' value='1439289'   \/><label for='answer-id-1439289' id='answer-label-1439289' 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-7' style=';'><div id='questionWrap-7'  class='   watupro-question-id-369561'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>7. <\/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_7' value='369561' \/><input type='hidden' id='answerType369561' 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-369561[]' id='answer-id-1439290' class='answer   answerof-369561 ' value='1439290'   \/><label for='answer-id-1439290' id='answer-label-1439290' 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-369561[]' id='answer-id-1439291' class='answer   answerof-369561 ' value='1439291'   \/><label for='answer-id-1439291' id='answer-label-1439291' 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-369561[]' id='answer-id-1439292' class='answer   answerof-369561 ' value='1439292'   \/><label for='answer-id-1439292' id='answer-label-1439292' class=' answer'><span>Requesting early supplier involvement<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369561[]' id='answer-id-1439293' class='answer   answerof-369561 ' value='1439293'   \/><label for='answer-id-1439293' id='answer-label-1439293' 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-369561[]' id='answer-id-1439294' class='answer   answerof-369561 ' value='1439294'   \/><label for='answer-id-1439294' id='answer-label-1439294' 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-8' style=';'><div id='questionWrap-8'  class='   watupro-question-id-369562'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>8. <\/span>When developing a negotiation approach, according to recognised theory (for example, Mendelow), how should stakeholders with high interest but low power be managed?<\/div><input type='hidden' name='question_id[]' id='qID_8' value='369562' \/><input type='hidden' id='answerType369562' 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-369562[]' id='answer-id-1439295' class='answer   answerof-369562 ' value='1439295'   \/><label for='answer-id-1439295' id='answer-label-1439295' class=' answer'><span>Minimal effort<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369562[]' id='answer-id-1439296' class='answer   answerof-369562 ' value='1439296'   \/><label for='answer-id-1439296' id='answer-label-1439296' class=' answer'><span>Key player<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369562[]' id='answer-id-1439297' class='answer   answerof-369562 ' value='1439297'   \/><label for='answer-id-1439297' id='answer-label-1439297' class=' answer'><span>Keep informed<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369562[]' id='answer-id-1439298' class='answer   answerof-369562 ' value='1439298'   \/><label for='answer-id-1439298' id='answer-label-1439298' class=' answer'><span>Keep satisfied<\/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-369563'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>9. <\/span>Undertake reflective practice after each negotiation<\/div><input type='hidden' name='question_id[]' id='qID_9' value='369563' \/><input type='hidden' id='answerType369563' 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-369563[]' id='answer-id-1439299' class='answer   answerof-369563 ' value='1439299'   \/><label for='answer-id-1439299' id='answer-label-1439299' class=' answer'><span>1 and 3<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369563[]' id='answer-id-1439300' class='answer   answerof-369563 ' value='1439300'   \/><label for='answer-id-1439300' id='answer-label-1439300' class=' answer'><span>2 and 3<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369563[]' id='answer-id-1439301' class='answer   answerof-369563 ' value='1439301'   \/><label for='answer-id-1439301' id='answer-label-1439301' class=' answer'><span>1 and 4<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369563[]' id='answer-id-1439302' class='answer   answerof-369563 ' value='1439302'   \/><label for='answer-id-1439302' id='answer-label-1439302' class=' answer'><span>3 and 4<\/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-369564'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>10. <\/span>Maria has adopted an adversarial style relationship with her stationery supplier. This relationship style can be characterised by which of the following? Select the TWO that apply.<\/div><input type='hidden' name='question_id[]' id='qID_10' value='369564' \/><input type='hidden' id='answerType369564' 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-369564[]' id='answer-id-1439303' class='answer   answerof-369564 ' value='1439303'   \/><label for='answer-id-1439303' id='answer-label-1439303' class=' answer'><span>Minimal sharing of information<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369564[]' id='answer-id-1439304' class='answer   answerof-369564 ' value='1439304'   \/><label for='answer-id-1439304' id='answer-label-1439304' class=' answer'><span>Requirement to exceed expectations<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369564[]' id='answer-id-1439305' class='answer   answerof-369564 ' value='1439305'   \/><label for='answer-id-1439305' id='answer-label-1439305' class=' answer'><span>Degree of mutual commitment<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369564[]' id='answer-id-1439306' class='answer   answerof-369564 ' value='1439306'   \/><label for='answer-id-1439306' id='answer-label-1439306' 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-369564[]' id='answer-id-1439307' class='answer   answerof-369564 ' value='1439307'   \/><label for='answer-id-1439307' id='answer-label-1439307' 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-11' style=';'><div id='questionWrap-11'  class='   watupro-question-id-369565'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>11. <\/span>Contract award and implementation<\/div><input type='hidden' name='question_id[]' id='qID_11' value='369565' \/><input type='hidden' id='answerType369565' 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-369565[]' id='answer-id-1439308' class='answer   answerof-369565 ' value='1439308'   \/><label for='answer-id-1439308' id='answer-label-1439308' class=' answer'><span>1 and 4<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369565[]' id='answer-id-1439309' class='answer   answerof-369565 ' value='1439309'   \/><label for='answer-id-1439309' id='answer-label-1439309' class=' answer'><span>1 and 3<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369565[]' id='answer-id-1439310' class='answer   answerof-369565 ' value='1439310'   \/><label for='answer-id-1439310' id='answer-label-1439310' class=' answer'><span>3 and 4<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369565[]' id='answer-id-1439311' class='answer   answerof-369565 ' value='1439311'   \/><label for='answer-id-1439311' id='answer-label-1439311' class=' answer'><span>2 and 3<\/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-369566'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>12. <\/span>A supplier can produce a product for $160. The supplier sells the product to their client for $240, making a profit before tax of $80 on the transaction. <br \/>\r<br>What is the mark-up profit percentage earned by the supplier on this transaction?<\/div><input type='hidden' name='question_id[]' id='qID_12' value='369566' \/><input type='hidden' id='answerType369566' 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-369566[]' id='answer-id-1439312' class='answer   answerof-369566 ' value='1439312'   \/><label for='answer-id-1439312' id='answer-label-1439312' class=' answer'><span>33%<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369566[]' id='answer-id-1439313' class='answer   answerof-369566 ' value='1439313'   \/><label for='answer-id-1439313' id='answer-label-1439313' class=' answer'><span>159%<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369566[]' id='answer-id-1439314' class='answer   answerof-369566 ' value='1439314'   \/><label for='answer-id-1439314' id='answer-label-1439314' class=' answer'><span>50%<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369566[]' id='answer-id-1439315' class='answer   answerof-369566 ' value='1439315'   \/><label for='answer-id-1439315' id='answer-label-1439315' class=' answer'><span>67%<\/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-369567'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>13. <\/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_13' value='369567' \/><input type='hidden' id='answerType369567' 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-369567[]' id='answer-id-1439316' class='answer   answerof-369567 ' value='1439316'   \/><label for='answer-id-1439316' id='answer-label-1439316' class=' answer'><span>Competition in the market<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369567[]' id='answer-id-1439317' class='answer   answerof-369567 ' value='1439317'   \/><label for='answer-id-1439317' id='answer-label-1439317' class=' answer'><span>Cost of production<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369567[]' id='answer-id-1439318' class='answer   answerof-369567 ' value='1439318'   \/><label for='answer-id-1439318' id='answer-label-1439318' 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-369567[]' id='answer-id-1439319' class='answer   answerof-369567 ' value='1439319'   \/><label for='answer-id-1439319' id='answer-label-1439319' class=' answer'><span>Customer perception of value<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369567[]' id='answer-id-1439320' class='answer   answerof-369567 ' value='1439320'   \/><label for='answer-id-1439320' id='answer-label-1439320' class=' answer'><span>Costs of sales<\/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-369568'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>14. <\/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_14' value='369568' \/><input type='hidden' id='answerType369568' 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-369568[]' id='answer-id-1439321' class='answer   answerof-369568 ' value='1439321'   \/><label for='answer-id-1439321' id='answer-label-1439321' class=' answer'><span>The Human Resource (HR) manager<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369568[]' id='answer-id-1439322' class='answer   answerof-369568 ' value='1439322'   \/><label for='answer-id-1439322' id='answer-label-1439322' class=' answer'><span>A legal advisor<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369568[]' id='answer-id-1439323' class='answer   answerof-369568 ' value='1439323'   \/><label for='answer-id-1439323' id='answer-label-1439323' class=' answer'><span>The procurement manager<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369568[]' id='answer-id-1439324' class='answer   answerof-369568 ' value='1439324'   \/><label for='answer-id-1439324' id='answer-label-1439324' class=' answer'><span>The Chief Executive Officer (CEO)<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369568[]' id='answer-id-1439325' class='answer   answerof-369568 ' value='1439325'   \/><label for='answer-id-1439325' id='answer-label-1439325' class=' answer'><span>An internal business user<\/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-369569'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>15. <\/span>The stages of commercial negotiation involve which of the following characteristics?<\/div><input type='hidden' name='question_id[]' id='qID_15' value='369569' \/><input type='hidden' id='answerType369569' 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-369569[]' id='answer-id-1439326' class='answer   answerof-369569 ' value='1439326'   \/><label for='answer-id-1439326' id='answer-label-1439326' class=' answer'><span>Preparation, proposal, bargain, leave<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369569[]' id='answer-id-1439327' class='answer   answerof-369569 ' value='1439327'   \/><label for='answer-id-1439327' id='answer-label-1439327' class=' answer'><span>Open, testing, bargaining, closing, revisiting<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369569[]' id='answer-id-1439328' class='answer   answerof-369569 ' value='1439328'   \/><label for='answer-id-1439328' id='answer-label-1439328' class=' answer'><span>Preparing, opening, bargaining, agreement, closure<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369569[]' id='answer-id-1439329' class='answer   answerof-369569 ' value='1439329'   \/><label for='answer-id-1439329' id='answer-label-1439329' 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-16' style=';'><div id='questionWrap-16'  class='   watupro-question-id-369570'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>16. <\/span>Which of the following constitutes a key element to developing high-trust supplier relationships?<\/div><input type='hidden' name='question_id[]' id='qID_16' value='369570' \/><input type='hidden' id='answerType369570' 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-369570[]' id='answer-id-1439330' class='answer   answerof-369570 ' value='1439330'   \/><label for='answer-id-1439330' id='answer-label-1439330' class=' answer'><span>Contract management<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369570[]' id='answer-id-1439331' class='answer   answerof-369570 ' value='1439331'   \/><label for='answer-id-1439331' id='answer-label-1439331' class=' answer'><span>Supplier audits<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369570[]' id='answer-id-1439332' class='answer   answerof-369570 ' value='1439332'   \/><label for='answer-id-1439332' id='answer-label-1439332' class=' answer'><span>Delivering on commitments<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369570[]' id='answer-id-1439333' class='answer   answerof-369570 ' value='1439333'   \/><label for='answer-id-1439333' id='answer-label-1439333' class=' answer'><span>Information gathering<\/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-369571'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>17. <\/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_17' value='369571' \/><input type='hidden' id='answerType369571' 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-369571[]' id='answer-id-1439334' class='answer   answerof-369571 ' value='1439334'   \/><label for='answer-id-1439334' id='answer-label-1439334' 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-369571[]' id='answer-id-1439335' class='answer   answerof-369571 ' value='1439335'   \/><label for='answer-id-1439335' id='answer-label-1439335' 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-369571[]' id='answer-id-1439336' class='answer   answerof-369571 ' value='1439336'   \/><label for='answer-id-1439336' id='answer-label-1439336' 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-369571[]' id='answer-id-1439337' class='answer   answerof-369571 ' value='1439337'   \/><label for='answer-id-1439337' id='answer-label-1439337' 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-18' style=';'><div id='questionWrap-18'  class='   watupro-question-id-369572'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>18. <\/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_18' value='369572' \/><input type='hidden' id='answerType369572' 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-369572[]' id='answer-id-1439338' class='answer   answerof-369572 ' value='1439338'   \/><label for='answer-id-1439338' id='answer-label-1439338' 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-369572[]' id='answer-id-1439339' class='answer   answerof-369572 ' value='1439339'   \/><label for='answer-id-1439339' id='answer-label-1439339' 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-369572[]' id='answer-id-1439340' class='answer   answerof-369572 ' value='1439340'   \/><label for='answer-id-1439340' id='answer-label-1439340' 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-369572[]' id='answer-id-1439341' class='answer   answerof-369572 ' value='1439341'   \/><label for='answer-id-1439341' id='answer-label-1439341' 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-19' style=';'><div id='questionWrap-19'  class='   watupro-question-id-369573'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>19. <\/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_19' value='369573' \/><input type='hidden' id='answerType369573' 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-369573[]' id='answer-id-1439342' class='answer   answerof-369573 ' value='1439342'   \/><label for='answer-id-1439342' id='answer-label-1439342' class=' answer'><span>Leading<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369573[]' id='answer-id-1439343' class='answer   answerof-369573 ' value='1439343'   \/><label for='answer-id-1439343' id='answer-label-1439343' class=' answer'><span>Hypothetic<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369573[]' id='answer-id-1439344' class='answer   answerof-369573 ' value='1439344'   \/><label for='answer-id-1439344' id='answer-label-1439344' class=' answer'><span>Reflective<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369573[]' id='answer-id-1439345' class='answer   answerof-369573 ' value='1439345'   \/><label for='answer-id-1439345' id='answer-label-1439345' class=' answer'><span>Multiple<\/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-369574'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>20. <\/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_20' value='369574' \/><input type='hidden' id='answerType369574' 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-369574[]' id='answer-id-1439346' class='answer   answerof-369574 ' value='1439346'   \/><label for='answer-id-1439346' id='answer-label-1439346' class=' answer'><span>Threat<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369574[]' id='answer-id-1439347' class='answer   answerof-369574 ' value='1439347'   \/><label for='answer-id-1439347' id='answer-label-1439347' class=' answer'><span>Logic<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369574[]' id='answer-id-1439348' class='answer   answerof-369574 ' value='1439348'   \/><label for='answer-id-1439348' id='answer-label-1439348' class=' answer'><span>Emotion<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369574[]' id='answer-id-1439349' class='answer   answerof-369574 ' value='1439349'   \/><label for='answer-id-1439349' id='answer-label-1439349' class=' answer'><span>Power<\/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-369575'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>21. <\/span>Which of the following is a description of mark-up?<\/div><input type='hidden' name='question_id[]' id='qID_21' value='369575' \/><input type='hidden' id='answerType369575' 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-369575[]' id='answer-id-1439350' class='answer   answerof-369575 ' value='1439350'   \/><label for='answer-id-1439350' id='answer-label-1439350' 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-369575[]' id='answer-id-1439351' class='answer   answerof-369575 ' value='1439351'   \/><label for='answer-id-1439351' id='answer-label-1439351' 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-369575[]' id='answer-id-1439352' class='answer   answerof-369575 ' value='1439352'   \/><label for='answer-id-1439352' id='answer-label-1439352' 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-369575[]' id='answer-id-1439353' class='answer   answerof-369575 ' value='1439353'   \/><label for='answer-id-1439353' id='answer-label-1439353' 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-22' style=';'><div id='questionWrap-22'  class='   watupro-question-id-369576'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>22. <\/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_22' value='369576' \/><input type='hidden' id='answerType369576' 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-369576[]' id='answer-id-1439354' class='answer   answerof-369576 ' value='1439354'   \/><label for='answer-id-1439354' id='answer-label-1439354' class=' answer'><span>Rational persuasion<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369576[]' id='answer-id-1439355' class='answer   answerof-369576 ' value='1439355'   \/><label for='answer-id-1439355' id='answer-label-1439355' class=' answer'><span>Inspirational appeal<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369576[]' id='answer-id-1439356' class='answer   answerof-369576 ' value='1439356'   \/><label for='answer-id-1439356' id='answer-label-1439356' class=' answer'><span>Coalition<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369576[]' id='answer-id-1439357' class='answer   answerof-369576 ' value='1439357'   \/><label for='answer-id-1439357' id='answer-label-1439357' class=' answer'><span>Personal appeal<\/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-369577'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>23. <\/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_23' value='369577' \/><input type='hidden' id='answerType369577' 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-369577[]' id='answer-id-1439358' class='answer   answerof-369577 ' value='1439358'   \/><label for='answer-id-1439358' id='answer-label-1439358' class=' answer'><span>Rational persuasion<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369577[]' id='answer-id-1439359' class='answer   answerof-369577 ' value='1439359'   \/><label for='answer-id-1439359' id='answer-label-1439359' class=' answer'><span>Inspirational appeal<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369577[]' id='answer-id-1439360' class='answer   answerof-369577 ' value='1439360'   \/><label for='answer-id-1439360' id='answer-label-1439360' class=' answer'><span>Coalition<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369577[]' id='answer-id-1439361' class='answer   answerof-369577 ' value='1439361'   \/><label for='answer-id-1439361' id='answer-label-1439361' class=' answer'><span>Personal appeal<\/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-369578'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>24. <\/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_24' value='369578' \/><input type='hidden' id='answerType369578' 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-369578[]' id='answer-id-1439362' class='answer   answerof-369578 ' value='1439362'   \/><label for='answer-id-1439362' id='answer-label-1439362' 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-369578[]' id='answer-id-1439363' class='answer   answerof-369578 ' value='1439363'   \/><label for='answer-id-1439363' id='answer-label-1439363' 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-369578[]' id='answer-id-1439364' class='answer   answerof-369578 ' value='1439364'   \/><label for='answer-id-1439364' id='answer-label-1439364' 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-369578[]' id='answer-id-1439365' class='answer   answerof-369578 ' value='1439365'   \/><label for='answer-id-1439365' id='answer-label-1439365' 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-25' style=';'><div id='questionWrap-25'  class='   watupro-question-id-369579'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>25. <\/span>When is an adversarial style of negotiation appropriate?<\/div><input type='hidden' name='question_id[]' id='qID_25' value='369579' \/><input type='hidden' id='answerType369579' 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-369579[]' id='answer-id-1439366' class='answer   answerof-369579 ' value='1439366'   \/><label for='answer-id-1439366' id='answer-label-1439366' class=' answer'><span>When one party has high bargaining power<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369579[]' id='answer-id-1439367' class='answer   answerof-369579 ' value='1439367'   \/><label for='answer-id-1439367' id='answer-label-1439367' class=' answer'><span>When a buyer feels the relationship is important<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369579[]' id='answer-id-1439368' class='answer   answerof-369579 ' value='1439368'   \/><label for='answer-id-1439368' id='answer-label-1439368' class=' answer'><span>When both parties want a win\/win outcome<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369579[]' id='answer-id-1439369' class='answer   answerof-369579 ' value='1439369'   \/><label for='answer-id-1439369' id='answer-label-1439369' class=' answer'><span>When a sustainable partnership is key<\/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-369580'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>26. <\/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_26' value='369580' \/><input type='hidden' id='answerType369580' 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-369580[]' id='answer-id-1439370' class='answer   answerof-369580 ' value='1439370'   \/><label for='answer-id-1439370' id='answer-label-1439370' class=' answer'><span>Hypothetical questions<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369580[]' id='answer-id-1439371' class='answer   answerof-369580 ' value='1439371'   \/><label for='answer-id-1439371' id='answer-label-1439371' class=' answer'><span>Open questions<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369580[]' id='answer-id-1439372' class='answer   answerof-369580 ' value='1439372'   \/><label for='answer-id-1439372' id='answer-label-1439372' class=' answer'><span>Closed questions<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369580[]' id='answer-id-1439373' class='answer   answerof-369580 ' value='1439373'   \/><label for='answer-id-1439373' id='answer-label-1439373' class=' answer'><span>Probing questions<\/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-369581'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>27. <\/span>Which of the following are microeconomic factors? Select THREE that apply.<\/div><input type='hidden' name='question_id[]' id='qID_27' value='369581' \/><input type='hidden' id='answerType369581' 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-369581[]' id='answer-id-1439374' class='answer   answerof-369581 ' value='1439374'   \/><label for='answer-id-1439374' id='answer-label-1439374' class=' answer'><span>Rates of taxation<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369581[]' id='answer-id-1439375' class='answer   answerof-369581 ' value='1439375'   \/><label for='answer-id-1439375' id='answer-label-1439375' class=' answer'><span>Availability of investors<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369581[]' id='answer-id-1439376' class='answer   answerof-369581 ' value='1439376'   \/><label for='answer-id-1439376' id='answer-label-1439376' class=' answer'><span>Unemployment levels<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369581[]' id='answer-id-1439377' class='answer   answerof-369581 ' value='1439377'   \/><label for='answer-id-1439377' id='answer-label-1439377' class=' answer'><span>Distribution channels<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369581[]' id='answer-id-1439378' class='answer   answerof-369581 ' value='1439378'   \/><label for='answer-id-1439378' id='answer-label-1439378' class=' answer'><span>Rates of inflation<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369581[]' id='answer-id-1439379' class='answer   answerof-369581 ' value='1439379'   \/><label for='answer-id-1439379' id='answer-label-1439379' class=' answer'><span>Levels of competition<\/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-369582'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>28. <\/span>Venue for the negotiation talks<\/div><input type='hidden' name='question_id[]' id='qID_28' value='369582' \/><input type='hidden' id='answerType369582' 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-369582[]' id='answer-id-1439380' class='answer   answerof-369582 ' value='1439380'   \/><label for='answer-id-1439380' id='answer-label-1439380' class=' answer'><span>1 and 2<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369582[]' id='answer-id-1439381' class='answer   answerof-369582 ' value='1439381'   \/><label for='answer-id-1439381' id='answer-label-1439381' class=' answer'><span>1 and 3<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369582[]' id='answer-id-1439382' class='answer   answerof-369582 ' value='1439382'   \/><label for='answer-id-1439382' id='answer-label-1439382' class=' answer'><span>3 and 4<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369582[]' id='answer-id-1439383' class='answer   answerof-369582 ' value='1439383'   \/><label for='answer-id-1439383' id='answer-label-1439383' class=' answer'><span>2 and 3<\/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-369583'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>29. <\/span>Effective listening is important in integrative negotiations. Is this statement correct?<\/div><input type='hidden' name='question_id[]' id='qID_29' value='369583' \/><input type='hidden' id='answerType369583' 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-369583[]' id='answer-id-1439384' class='answer   answerof-369583 ' value='1439384'   \/><label for='answer-id-1439384' id='answer-label-1439384' 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-369583[]' id='answer-id-1439385' class='answer   answerof-369583 ' value='1439385'   \/><label for='answer-id-1439385' id='answer-label-1439385' 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-369583[]' id='answer-id-1439386' class='answer   answerof-369583 ' value='1439386'   \/><label for='answer-id-1439386' id='answer-label-1439386' 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-369583[]' id='answer-id-1439387' class='answer   answerof-369583 ' value='1439387'   \/><label for='answer-id-1439387' id='answer-label-1439387' 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-30' style=';'><div id='questionWrap-30'  class='   watupro-question-id-369584'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>30. <\/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_30' value='369584' \/><input type='hidden' id='answerType369584' 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-369584[]' id='answer-id-1439388' class='answer   answerof-369584 ' value='1439388'   \/><label for='answer-id-1439388' id='answer-label-1439388' 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-369584[]' id='answer-id-1439389' class='answer   answerof-369584 ' value='1439389'   \/><label for='answer-id-1439389' id='answer-label-1439389' 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-369584[]' id='answer-id-1439390' class='answer   answerof-369584 ' value='1439390'   \/><label for='answer-id-1439390' id='answer-label-1439390' 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-369584[]' id='answer-id-1439391' class='answer   answerof-369584 ' value='1439391'   \/><label for='answer-id-1439391' id='answer-label-1439391' 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-31' style=';'><div id='questionWrap-31'  class='   watupro-question-id-369585'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>31. <\/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_31' value='369585' \/><input type='hidden' id='answerType369585' 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-369585[]' id='answer-id-1439392' class='answer   answerof-369585 ' value='1439392'   \/><label for='answer-id-1439392' id='answer-label-1439392' class=' answer'><span>Ratification<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369585[]' id='answer-id-1439393' class='answer   answerof-369585 ' value='1439393'   \/><label for='answer-id-1439393' id='answer-label-1439393' class=' answer'><span>Rule ethics<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369585[]' id='answer-id-1439394' class='answer   answerof-369585 ' value='1439394'   \/><label for='answer-id-1439394' id='answer-label-1439394' class=' answer'><span>Framing and re-framing<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369585[]' id='answer-id-1439395' class='answer   answerof-369585 ' value='1439395'   \/><label for='answer-id-1439395' id='answer-label-1439395' class=' answer'><span>Validation<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369585[]' id='answer-id-1439396' class='answer   answerof-369585 ' value='1439396'   \/><label for='answer-id-1439396' id='answer-label-1439396' class=' answer'><span>Anchoring<\/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-369586'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>32. <\/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_32' value='369586' \/><input type='hidden' id='answerType369586' 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-369586[]' id='answer-id-1439397' class='answer   answerof-369586 ' value='1439397'   \/><label for='answer-id-1439397' id='answer-label-1439397' 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-369586[]' id='answer-id-1439398' class='answer   answerof-369586 ' value='1439398'   \/><label for='answer-id-1439398' id='answer-label-1439398' 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-369586[]' id='answer-id-1439399' class='answer   answerof-369586 ' value='1439399'   \/><label for='answer-id-1439399' id='answer-label-1439399' 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-369586[]' id='answer-id-1439400' class='answer   answerof-369586 ' value='1439400'   \/><label for='answer-id-1439400' id='answer-label-1439400' 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-33' style=';'><div id='questionWrap-33'  class='   watupro-question-id-369587'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>33. <\/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_33' value='369587' \/><input type='hidden' id='answerType369587' 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-369587[]' id='answer-id-1439401' class='answer   answerof-369587 ' value='1439401'   \/><label for='answer-id-1439401' id='answer-label-1439401' class=' answer'><span>Referent<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369587[]' id='answer-id-1439402' class='answer   answerof-369587 ' value='1439402'   \/><label for='answer-id-1439402' id='answer-label-1439402' class=' answer'><span>Reward<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369587[]' id='answer-id-1439403' class='answer   answerof-369587 ' value='1439403'   \/><label for='answer-id-1439403' id='answer-label-1439403' class=' answer'><span>Position<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369587[]' id='answer-id-1439404' class='answer   answerof-369587 ' value='1439404'   \/><label for='answer-id-1439404' id='answer-label-1439404' class=' answer'><span>Coercive<\/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-369588'>\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='369588' \/><input type='hidden' id='answerType369588' 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-369588[]' id='answer-id-1439405' class='answer   answerof-369588 ' value='1439405'   \/><label for='answer-id-1439405' id='answer-label-1439405' 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-369588[]' id='answer-id-1439406' class='answer   answerof-369588 ' value='1439406'   \/><label for='answer-id-1439406' id='answer-label-1439406' 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-369588[]' id='answer-id-1439407' class='answer   answerof-369588 ' value='1439407'   \/><label for='answer-id-1439407' id='answer-label-1439407' 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-369588[]' id='answer-id-1439408' class='answer   answerof-369588 ' value='1439408'   \/><label for='answer-id-1439408' id='answer-label-1439408' 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-369589'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>35. <\/span>Where there are high levels of commitment to relationships between both the buyer and supplier, this is seen as collaborative and beneficial to negotiations. Is this statement correct?<\/div><input type='hidden' name='question_id[]' id='qID_35' value='369589' \/><input type='hidden' id='answerType369589' 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-369589[]' id='answer-id-1439409' class='answer   answerof-369589 ' value='1439409'   \/><label for='answer-id-1439409' id='answer-label-1439409' class=' answer'><span>Yes, characteristics include risk management and strategic planning<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369589[]' id='answer-id-1439410' class='answer   answerof-369589 ' value='1439410'   \/><label for='answer-id-1439410' id='answer-label-1439410' class=' answer'><span>No, this can be classified as adversarial<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369589[]' id='answer-id-1439411' class='answer   answerof-369589 ' value='1439411'   \/><label for='answer-id-1439411' id='answer-label-1439411' class=' answer'><span>Yes, characteristics include arm's length transactions and minimal communication<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369589[]' id='answer-id-1439412' class='answer   answerof-369589 ' value='1439412'   \/><label for='answer-id-1439412' id='answer-label-1439412' class=' answer'><span>No, collaboration does not require commitments from either side<\/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-369590'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>36. <\/span>Influencing<\/div><input type='hidden' name='question_id[]' id='qID_36' value='369590' \/><input type='hidden' id='answerType369590' 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-369590[]' id='answer-id-1439413' class='answer   answerof-369590 ' value='1439413'   \/><label for='answer-id-1439413' id='answer-label-1439413' class=' answer'><span>1 and 2 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369590[]' id='answer-id-1439414' class='answer   answerof-369590 ' value='1439414'   \/><label for='answer-id-1439414' id='answer-label-1439414' class=' answer'><span>2 and 3 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369590[]' id='answer-id-1439415' class='answer   answerof-369590 ' value='1439415'   \/><label for='answer-id-1439415' id='answer-label-1439415' class=' answer'><span>1 and 3 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369590[]' id='answer-id-1439416' class='answer   answerof-369590 ' value='1439416'   \/><label for='answer-id-1439416' id='answer-label-1439416' class=' answer'><span>2 and 4 only<\/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-369591'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>37. <\/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_37' value='369591' \/><input type='hidden' id='answerType369591' 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-369591[]' id='answer-id-1439417' class='answer   answerof-369591 ' value='1439417'   \/><label for='answer-id-1439417' id='answer-label-1439417' class=' answer'><span>Bargaining<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369591[]' id='answer-id-1439418' class='answer   answerof-369591 ' value='1439418'   \/><label for='answer-id-1439418' id='answer-label-1439418' class=' answer'><span>Closure<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369591[]' id='answer-id-1439419' class='answer   answerof-369591 ' value='1439419'   \/><label for='answer-id-1439419' id='answer-label-1439419' class=' answer'><span>Proposing<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369591[]' id='answer-id-1439420' class='answer   answerof-369591 ' value='1439420'   \/><label for='answer-id-1439420' id='answer-label-1439420' class=' answer'><span>Opening<\/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-369592'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>38. <\/span>The bargaining power of buyers is likely to be high in relation to suppliers in which of the following <br \/>\r<br>situations?<\/div><input type='hidden' name='question_id[]' id='qID_38' value='369592' \/><input type='hidden' id='answerType369592' 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-369592[]' id='answer-id-1439421' class='answer   answerof-369592 ' value='1439421'   \/><label for='answer-id-1439421' id='answer-label-1439421' class=' answer'><span>The buyer spend is a low proportion of the supplier's revenue<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369592[]' id='answer-id-1439422' class='answer   answerof-369592 ' value='1439422'   \/><label for='answer-id-1439422' id='answer-label-1439422' class=' answer'><span>The buyer does not have the option to make as an alternative to buy<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369592[]' id='answer-id-1439423' class='answer   answerof-369592 ' value='1439423'   \/><label for='answer-id-1439423' id='answer-label-1439423' class=' answer'><span>The buyer demand is urgent and cannot be postponed<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369592[]' id='answer-id-1439424' class='answer   answerof-369592 ' value='1439424'   \/><label for='answer-id-1439424' id='answer-label-1439424' class=' answer'><span>The buyer is large in size relative to the supplier<\/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-369593'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>39. <\/span>Procurement gets involved in negotiating purchase requisitions only when there is a value analysis to ensure that only value-adding aspects are included. Is this statement true?<\/div><input type='hidden' name='question_id[]' id='qID_39' value='369593' \/><input type='hidden' id='answerType369593' 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-369593[]' id='answer-id-1439425' class='answer   answerof-369593 ' value='1439425'   \/><label for='answer-id-1439425' id='answer-label-1439425' 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-369593[]' id='answer-id-1439426' class='answer   answerof-369593 ' value='1439426'   \/><label for='answer-id-1439426' id='answer-label-1439426' 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-369593[]' id='answer-id-1439427' class='answer   answerof-369593 ' value='1439427'   \/><label for='answer-id-1439427' id='answer-label-1439427' 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-369593[]' id='answer-id-1439428' class='answer   answerof-369593 ' value='1439428'   \/><label for='answer-id-1439428' id='answer-label-1439428' 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-40' style=';'><div id='questionWrap-40'  class='   watupro-question-id-369594'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>40. <\/span>Which of the following is a source of information on microeconomic factors?<\/div><input type='hidden' name='question_id[]' id='qID_40' value='369594' \/><input type='hidden' id='answerType369594' 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-369594[]' id='answer-id-1439429' class='answer   answerof-369594 ' value='1439429'   \/><label for='answer-id-1439429' id='answer-label-1439429' class=' answer'><span>Published economic indices such as the Retail Price Index (RPI)<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369594[]' id='answer-id-1439430' class='answer   answerof-369594 ' value='1439430'   \/><label for='answer-id-1439430' id='answer-label-1439430' class=' answer'><span>Data published by the financial markets and commodity markets and exchanges<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369594[]' id='answer-id-1439431' class='answer   answerof-369594 ' value='1439431'   \/><label for='answer-id-1439431' id='answer-label-1439431' class=' answer'><span>Analysis published in the mainstream and financial media<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369594[]' id='answer-id-1439432' class='answer   answerof-369594 ' value='1439432'   \/><label for='answer-id-1439432' id='answer-label-1439432' class=' answer'><span>The marketing and corporate communications of suppliers<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-41' style=';'><div id='questionWrap-41'  class='   watupro-question-id-369595'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>41. <\/span>The party being influenced may not be aware of the process happening<\/div><input type='hidden' name='question_id[]' id='qID_41' value='369595' \/><input type='hidden' id='answerType369595' 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-369595[]' id='answer-id-1439433' class='answer   answerof-369595 ' value='1439433'   \/><label for='answer-id-1439433' id='answer-label-1439433' class=' answer'><span>1 and 2 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369595[]' id='answer-id-1439434' class='answer   answerof-369595 ' value='1439434'   \/><label for='answer-id-1439434' id='answer-label-1439434' class=' answer'><span>3 and 4 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369595[]' id='answer-id-1439435' class='answer   answerof-369595 ' value='1439435'   \/><label for='answer-id-1439435' id='answer-label-1439435' class=' answer'><span>1 and 3 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369595[]' id='answer-id-1439436' class='answer   answerof-369595 ' value='1439436'   \/><label for='answer-id-1439436' id='answer-label-1439436' class=' answer'><span>2 and 4 only<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-42' style=';'><div id='questionWrap-42'  class='   watupro-question-id-369596'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>42. <\/span>Framework contracts are used to identify the supplier<\/div><input type='hidden' name='question_id[]' id='qID_42' value='369596' \/><input type='hidden' id='answerType369596' 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-369596[]' id='answer-id-1439437' class='answer   answerof-369596 ' value='1439437'   \/><label for='answer-id-1439437' id='answer-label-1439437' class=' answer'><span>1 and 2 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369596[]' id='answer-id-1439438' class='answer   answerof-369596 ' value='1439438'   \/><label for='answer-id-1439438' id='answer-label-1439438' class=' answer'><span>1 and 3 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369596[]' id='answer-id-1439439' class='answer   answerof-369596 ' value='1439439'   \/><label for='answer-id-1439439' id='answer-label-1439439' class=' answer'><span>2 and 3 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369596[]' id='answer-id-1439440' class='answer   answerof-369596 ' value='1439440'   \/><label for='answer-id-1439440' id='answer-label-1439440' class=' answer'><span>2 and 4 only<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-43' style=';'><div id='questionWrap-43'  class='   watupro-question-id-369597'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>43. <\/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_43' value='369597' \/><input type='hidden' id='answerType369597' 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-369597[]' id='answer-id-1439441' class='answer   answerof-369597 ' value='1439441'   \/><label for='answer-id-1439441' id='answer-label-1439441' class=' answer'><span>Legitimate power<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369597[]' id='answer-id-1439442' class='answer   answerof-369597 ' value='1439442'   \/><label for='answer-id-1439442' id='answer-label-1439442' class=' answer'><span>Personality power<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369597[]' id='answer-id-1439443' class='answer   answerof-369597 ' value='1439443'   \/><label for='answer-id-1439443' id='answer-label-1439443' class=' answer'><span>Powerful colleagues<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369597[]' id='answer-id-1439444' class='answer   answerof-369597 ' value='1439444'   \/><label for='answer-id-1439444' id='answer-label-1439444' class=' answer'><span>Friends power<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-44' style=';'><div id='questionWrap-44'  class='   watupro-question-id-369598'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>44. <\/span>The stage in the product life cycle<\/div><input type='hidden' name='question_id[]' id='qID_44' value='369598' \/><input type='hidden' id='answerType369598' 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-369598[]' id='answer-id-1439445' class='answer   answerof-369598 ' value='1439445'   \/><label for='answer-id-1439445' id='answer-label-1439445' class=' answer'><span>1 and 2 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369598[]' id='answer-id-1439446' class='answer   answerof-369598 ' value='1439446'   \/><label for='answer-id-1439446' id='answer-label-1439446' class=' answer'><span>1 and 4 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369598[]' id='answer-id-1439447' class='answer   answerof-369598 ' value='1439447'   \/><label for='answer-id-1439447' id='answer-label-1439447' class=' answer'><span>2 and 3 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369598[]' id='answer-id-1439448' class='answer   answerof-369598 ' value='1439448'   \/><label for='answer-id-1439448' id='answer-label-1439448' class=' answer'><span>3 and 4 only<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-45' style=';'><div id='questionWrap-45'  class='   watupro-question-id-369599'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>45. <\/span>Which of the following is active listening?<\/div><input type='hidden' name='question_id[]' id='qID_45' value='369599' \/><input type='hidden' id='answerType369599' 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-369599[]' id='answer-id-1439449' class='answer   answerof-369599 ' value='1439449'   \/><label for='answer-id-1439449' id='answer-label-1439449' 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-369599[]' id='answer-id-1439450' class='answer   answerof-369599 ' value='1439450'   \/><label for='answer-id-1439450' id='answer-label-1439450' 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-369599[]' id='answer-id-1439451' class='answer   answerof-369599 ' value='1439451'   \/><label for='answer-id-1439451' id='answer-label-1439451' class=' answer'><span>Summarising what has been said<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369599[]' id='answer-id-1439452' class='answer   answerof-369599 ' value='1439452'   \/><label for='answer-id-1439452' id='answer-label-1439452' 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-46' style=';'><div id='questionWrap-46'  class='   watupro-question-id-369600'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>46. <\/span>An adversarial style of negotiation is appropriate where the buyer has greater bargaining power over the supplier. In what other situations may the buyer adopt this style of negotiation?<\/div><input type='hidden' name='question_id[]' id='qID_46' value='369600' \/><input type='hidden' id='answerType369600' 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-369600[]' id='answer-id-1439453' class='answer   answerof-369600 ' value='1439453'   \/><label for='answer-id-1439453' id='answer-label-1439453' class=' answer'><span>When the supplier is a monopolist and some advantages need to be gained from the agreement<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369600[]' id='answer-id-1439454' class='answer   answerof-369600 ' value='1439454'   \/><label for='answer-id-1439454' id='answer-label-1439454' class=' answer'><span>In a market that is full of alternative sources and substitute products<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369600[]' id='answer-id-1439455' class='answer   answerof-369600 ' value='1439455'   \/><label for='answer-id-1439455' id='answer-label-1439455' class=' answer'><span>Where there is a single sourcing strategy to eliminate the competing suppliers and retain only one<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369600[]' id='answer-id-1439456' class='answer   answerof-369600 ' value='1439456'   \/><label for='answer-id-1439456' id='answer-label-1439456' class=' answer'><span>In a market where the buyers are competing for fewer supply sources<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-47' style=';'><div id='questionWrap-47'  class='   watupro-question-id-369601'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>47. <\/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_47' value='369601' \/><input type='hidden' id='answerType369601' 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-369601[]' id='answer-id-1439457' class='answer   answerof-369601 ' value='1439457'   \/><label for='answer-id-1439457' id='answer-label-1439457' class=' answer'><span>Probing<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369601[]' id='answer-id-1439458' class='answer   answerof-369601 ' value='1439458'   \/><label for='answer-id-1439458' id='answer-label-1439458' class=' answer'><span>Leading<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369601[]' id='answer-id-1439459' class='answer   answerof-369601 ' value='1439459'   \/><label for='answer-id-1439459' id='answer-label-1439459' class=' answer'><span>Reflective<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369601[]' id='answer-id-1439460' class='answer   answerof-369601 ' value='1439460'   \/><label for='answer-id-1439460' id='answer-label-1439460' class=' answer'><span>Hypothetical<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-48' style=';'><div id='questionWrap-48'  class='   watupro-question-id-369602'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>48. <\/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_48' value='369602' \/><input type='hidden' id='answerType369602' 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-369602[]' id='answer-id-1439461' class='answer   answerof-369602 ' value='1439461'   \/><label for='answer-id-1439461' id='answer-label-1439461' class=' answer'><span>Competitor analysis<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369602[]' id='answer-id-1439462' class='answer   answerof-369602 ' value='1439462'   \/><label for='answer-id-1439462' id='answer-label-1439462' class=' answer'><span>Attending trade conferences<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369602[]' id='answer-id-1439463' class='answer   answerof-369602 ' value='1439463'   \/><label for='answer-id-1439463' id='answer-label-1439463' class=' answer'><span>Published market indices<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369602[]' id='answer-id-1439464' class='answer   answerof-369602 ' value='1439464'   \/><label for='answer-id-1439464' id='answer-label-1439464' class=' answer'><span>Online supplier forums<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-49' style=';'><div id='questionWrap-49'  class='   watupro-question-id-369603'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>49. <\/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_49' value='369603' \/><input type='hidden' id='answerType369603' 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-369603[]' id='answer-id-1439465' class='answer   answerof-369603 ' value='1439465'   \/><label for='answer-id-1439465' id='answer-label-1439465' 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-369603[]' id='answer-id-1439466' class='answer   answerof-369603 ' value='1439466'   \/><label for='answer-id-1439466' id='answer-label-1439466' 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-369603[]' id='answer-id-1439467' class='answer   answerof-369603 ' value='1439467'   \/><label for='answer-id-1439467' id='answer-label-1439467' 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-369603[]' id='answer-id-1439468' class='answer   answerof-369603 ' value='1439468'   \/><label for='answer-id-1439468' id='answer-label-1439468' 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-50' style=';'><div id='questionWrap-50'  class='   watupro-question-id-369604'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>50. <\/span>During a negotiation, Jose Gomez, the salesperson for a strategic supplier, states that his sales director will not approve discounts against initial purchases. However, Jose offers a 5% discount on the aftercare package, which will provide the same monetary saving. Sally Pampas requires both the product and the aftercare package and has an objective to achieve a 5% discount off the purchase price. To achieve a win-win (integrative) negotiation, Sally should...<\/div><input type='hidden' name='question_id[]' id='qID_50' value='369604' \/><input type='hidden' id='answerType369604' 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-369604[]' id='answer-id-1439469' class='answer   answerof-369604 ' value='1439469'   \/><label for='answer-id-1439469' id='answer-label-1439469' class=' answer'><span>Ask Jose to apply a 15% discount against the purchase price<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369604[]' id='answer-id-1439470' class='answer   answerof-369604 ' value='1439470'   \/><label for='answer-id-1439470' id='answer-label-1439470' class=' answer'><span>Accept the offer of a 5% discount against the aftercare package<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369604[]' id='answer-id-1439471' class='answer   answerof-369604 ' value='1439471'   \/><label for='answer-id-1439471' id='answer-label-1439471' class=' answer'><span>Decline the offer and walk away from the negotiation<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369604[]' id='answer-id-1439472' class='answer   answerof-369604 ' value='1439472'   \/><label for='answer-id-1439472' id='answer-label-1439472' class=' answer'><span>Ask Jose to apply the 5% discount against the purchase price<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-51' style=';'><div id='questionWrap-51'  class='   watupro-question-id-369605'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>51. <\/span>Any commercial negotiation process has only three potential stakeholders: procurement, the budget holders, and the users. Is this TRUE?<\/div><input type='hidden' name='question_id[]' id='qID_51' value='369605' \/><input type='hidden' id='answerType369605' 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-369605[]' id='answer-id-1439473' class='answer   answerof-369605 ' value='1439473'   \/><label for='answer-id-1439473' id='answer-label-1439473' 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-369605[]' id='answer-id-1439474' class='answer   answerof-369605 ' value='1439474'   \/><label for='answer-id-1439474' id='answer-label-1439474' 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-369605[]' id='answer-id-1439475' class='answer   answerof-369605 ' value='1439475'   \/><label for='answer-id-1439475' id='answer-label-1439475' 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-369605[]' id='answer-id-1439476' class='answer   answerof-369605 ' value='1439476'   \/><label for='answer-id-1439476' id='answer-label-1439476' 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-52' style=';'><div id='questionWrap-52'  class='   watupro-question-id-369606'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>52. <\/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_52' value='369606' \/><input type='hidden' id='answerType369606' 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-369606[]' id='answer-id-1439477' class='answer   answerof-369606 ' value='1439477'   \/><label for='answer-id-1439477' id='answer-label-1439477' 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-369606[]' id='answer-id-1439478' class='answer   answerof-369606 ' value='1439478'   \/><label for='answer-id-1439478' id='answer-label-1439478' 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-369606[]' id='answer-id-1439479' class='answer   answerof-369606 ' value='1439479'   \/><label for='answer-id-1439479' id='answer-label-1439479' 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-369606[]' id='answer-id-1439480' class='answer   answerof-369606 ' value='1439480'   \/><label for='answer-id-1439480' id='answer-label-1439480' 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-53' style=';'><div id='questionWrap-53'  class='   watupro-question-id-369607'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>53. <\/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_53' value='369607' \/><input type='hidden' id='answerType369607' 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-369607[]' id='answer-id-1439481' class='answer   answerof-369607 ' value='1439481'   \/><label for='answer-id-1439481' id='answer-label-1439481' 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-369607[]' id='answer-id-1439482' class='answer   answerof-369607 ' value='1439482'   \/><label for='answer-id-1439482' id='answer-label-1439482' 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-369607[]' id='answer-id-1439483' class='answer   answerof-369607 ' value='1439483'   \/><label for='answer-id-1439483' id='answer-label-1439483' 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-369607[]' id='answer-id-1439484' class='answer   answerof-369607 ' value='1439484'   \/><label for='answer-id-1439484' id='answer-label-1439484' 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-54' style=';'><div id='questionWrap-54'  class='   watupro-question-id-369608'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>54. <\/span>An organization should develop different relationships which are appropriate to each supplier situation. <br \/>\r<br>Which ONE of the following analysis methods could help to identify these?<\/div><input type='hidden' name='question_id[]' id='qID_54' value='369608' \/><input type='hidden' id='answerType369608' 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-369608[]' id='answer-id-1439485' class='answer   answerof-369608 ' value='1439485'   \/><label for='answer-id-1439485' id='answer-label-1439485' class=' answer'><span>Resources and cost spectrum<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369608[]' id='answer-id-1439486' class='answer   answerof-369608 ' value='1439486'   \/><label for='answer-id-1439486' id='answer-label-1439486' class=' answer'><span>The relationship spectrum<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369608[]' id='answer-id-1439487' class='answer   answerof-369608 ' value='1439487'   \/><label for='answer-id-1439487' id='answer-label-1439487' class=' answer'><span>The color spectrum<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369608[]' id='answer-id-1439488' class='answer   answerof-369608 ' value='1439488'   \/><label for='answer-id-1439488' id='answer-label-1439488' class=' answer'><span>A spectrum of non-critical items<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-55' style=';'><div id='questionWrap-55'  class='   watupro-question-id-369609'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>55. <\/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_55' value='369609' \/><input type='hidden' id='answerType369609' 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-369609[]' id='answer-id-1439489' class='answer   answerof-369609 ' value='1439489'   \/><label for='answer-id-1439489' id='answer-label-1439489' 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-369609[]' id='answer-id-1439490' class='answer   answerof-369609 ' value='1439490'   \/><label for='answer-id-1439490' id='answer-label-1439490' 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-369609[]' id='answer-id-1439491' class='answer   answerof-369609 ' value='1439491'   \/><label for='answer-id-1439491' id='answer-label-1439491' 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-369609[]' id='answer-id-1439492' class='answer   answerof-369609 ' value='1439492'   \/><label for='answer-id-1439492' id='answer-label-1439492' 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-56' style=';'><div id='questionWrap-56'  class='   watupro-question-id-369610'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>56. <\/span>Chair<\/div><input type='hidden' name='question_id[]' id='qID_56' value='369610' \/><input type='hidden' id='answerType369610' 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-369610[]' id='answer-id-1439493' class='answer   answerof-369610 ' value='1439493'   \/><label for='answer-id-1439493' id='answer-label-1439493' class=' answer'><span>1 and 2<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369610[]' id='answer-id-1439494' class='answer   answerof-369610 ' value='1439494'   \/><label for='answer-id-1439494' id='answer-label-1439494' class=' answer'><span>1 and 3<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369610[]' id='answer-id-1439495' class='answer   answerof-369610 ' value='1439495'   \/><label for='answer-id-1439495' id='answer-label-1439495' class=' answer'><span>2 and 3<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369610[]' id='answer-id-1439496' class='answer   answerof-369610 ' value='1439496'   \/><label for='answer-id-1439496' id='answer-label-1439496' class=' answer'><span>3 and 4<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-57' style=';'><div id='questionWrap-57'  class='   watupro-question-id-369611'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>57. <\/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_57' value='369611' \/><input type='hidden' id='answerType369611' 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-369611[]' id='answer-id-1439497' class='answer   answerof-369611 ' value='1439497'   \/><label for='answer-id-1439497' id='answer-label-1439497' class=' answer'><span>Hypothetical<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369611[]' id='answer-id-1439498' class='answer   answerof-369611 ' value='1439498'   \/><label for='answer-id-1439498' id='answer-label-1439498' class=' answer'><span>Open<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369611[]' id='answer-id-1439499' class='answer   answerof-369611 ' value='1439499'   \/><label for='answer-id-1439499' id='answer-label-1439499' class=' answer'><span>Leading<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369611[]' id='answer-id-1439500' class='answer   answerof-369611 ' value='1439500'   \/><label for='answer-id-1439500' id='answer-label-1439500' class=' answer'><span>Closed<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-58' style=';'><div id='questionWrap-58'  class='   watupro-question-id-369612'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>58. <\/span>How can having a best alternative to a negotiated agreement (BATNA) support the buyer in a negotiation? Select THREE options that apply.<\/div><input type='hidden' name='question_id[]' id='qID_58' value='369612' \/><input type='hidden' id='answerType369612' 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-369612[]' id='answer-id-1439501' class='answer   answerof-369612 ' value='1439501'   \/><label for='answer-id-1439501' id='answer-label-1439501' class=' answer'><span>It helps to be more assertive in a negotiation<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369612[]' id='answer-id-1439502' class='answer   answerof-369612 ' value='1439502'   \/><label for='answer-id-1439502' id='answer-label-1439502' class=' answer'><span>It reduces the likelihood of accepting a poor agreement<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369612[]' id='answer-id-1439503' class='answer   answerof-369612 ' value='1439503'   \/><label for='answer-id-1439503' id='answer-label-1439503' class=' answer'><span>It guarantees a win-win outcome<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369612[]' id='answer-id-1439504' class='answer   answerof-369612 ' value='1439504'   \/><label for='answer-id-1439504' id='answer-label-1439504' class=' answer'><span>It produces an unacceptable outcome<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369612[]' id='answer-id-1439505' class='answer   answerof-369612 ' value='1439505'   \/><label for='answer-id-1439505' id='answer-label-1439505' class=' answer'><span>It extends the length of the negotiation period<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='checkbox' name='answer-369612[]' id='answer-id-1439506' class='answer   answerof-369612 ' value='1439506'   \/><label for='answer-id-1439506' id='answer-label-1439506' class=' answer'><span>It helps to identify the point at which the buyer should walk away<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-59' style=';'><div id='questionWrap-59'  class='   watupro-question-id-369613'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>59. <\/span>Using compromise and creativity tactics<\/div><input type='hidden' name='question_id[]' id='qID_59' value='369613' \/><input type='hidden' id='answerType369613' 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-369613[]' id='answer-id-1439507' class='answer   answerof-369613 ' value='1439507'   \/><label for='answer-id-1439507' id='answer-label-1439507' class=' answer'><span>1 and 2 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369613[]' id='answer-id-1439508' class='answer   answerof-369613 ' value='1439508'   \/><label for='answer-id-1439508' id='answer-label-1439508' class=' answer'><span>3 and 4 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369613[]' id='answer-id-1439509' class='answer   answerof-369613 ' value='1439509'   \/><label for='answer-id-1439509' id='answer-label-1439509' class=' answer'><span>1 and 3 only<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369613[]' id='answer-id-1439510' class='answer   answerof-369613 ' value='1439510'   \/><label for='answer-id-1439510' id='answer-label-1439510' class=' answer'><span>2 and 4 only<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div class='watu-question ' id='question-60' style=';'><div id='questionWrap-60'  class='   watupro-question-id-369614'>\n\t\t\t<div class='question-content'><div><span class='watupro_num'>60. <\/span>Which of the following are examples of variable costs? <br \/>\r<br>Building and site rent <br \/>\r<br>Annual insurance premium <br \/>\r<br>Raw materials expenditure <br \/>\r<br>Delivery costs for materials<\/div><input type='hidden' name='question_id[]' id='qID_60' value='369614' \/><input type='hidden' id='answerType369614' 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-369614[]' id='answer-id-1439511' class='answer   answerof-369614 ' value='1439511'   \/><label for='answer-id-1439511' id='answer-label-1439511' class=' answer'><span>1 and 3<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369614[]' id='answer-id-1439512' class='answer   answerof-369614 ' value='1439512'   \/><label for='answer-id-1439512' id='answer-label-1439512' class=' answer'><span>2 and 3<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369614[]' id='answer-id-1439513' class='answer   answerof-369614 ' value='1439513'   \/><label for='answer-id-1439513' id='answer-label-1439513' class=' answer'><span>1 and 4<\/span><\/label><\/div><div class='watupro-question-choice  ' dir='auto' ><input type='radio' name='answer-369614[]' id='answer-id-1439514' class='answer   answerof-369614 ' value='1439514'   \/><label for='answer-id-1439514' id='answer-label-1439514' class=' answer'><span>3 and 4<\/span><\/label><\/div><!-- end question-choices--><\/div><!-- end questionWrap--><\/div><\/div><div style='display:none' id='question-61'>\n\t<div class='question-content'>\n\t\t<img loading=\"lazy\" decoding=\"async\" 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