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L4M5 Commercial Negotiation Questions and Answers

Questions 4

How can having a best alternative to a negotiated agreement (BATNA) support the buyer in a negotiation? Select THREE options that apply.

Options:

A.

It helps to be more assertive in a negotiation

B.

It reduces the likelihood of accepting a poor agreement

C.

It guarantees a win-win outcome

D.

It produces an unacceptable outcome

E.

It extends the length of the negotiation period

F.

It helps to identify the point at which the buyer should walk away

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Questions 5

When is an adversarial style of negotiation appropriate?

Options:

A.

When one party has high bargaining power

B.

When a buyer feels the relationship is important

C.

When both parties want a win/win outcome

D.

When a sustainable partnership is key

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Questions 6

Which of the following are macroeconomic factors that may have influence to the commercial negotiation? Select TWO that apply

Options:

A.

Equilibrium price

B.

Supply curve

C.

Unemployment rate

D.

Bargaining power of supplier

E.

Rising import tariffs

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Questions 7

Which of the following is a description of mark-up?

Options:

A.

Profit expressed as a percentage of the selling price

B.

Profit expressed as a percentage of costs

C.

Profit expressed as a percentage of fixed costs

D.

Profit expressed as a percentage of variable costs

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Questions 8

Which of the following is the process enabling the buyer to share with the supplier their purposes and needs to focus on some specific areas such as quality, cost, social and environmental standards, etc in the supplier's bids?

Options:

A.

Supplier selection

B.

Supply positioning

C.

Supplier appraisal

D.

Supplier conditioning

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Questions 9

Which of the following are types of non-verbal communication that could be used during a negotiation meeting? Select THREE that apply:

Options:

A.

Room layout

B.

Facial expressions

C.

Eye contact

D.

Reference materials

E.

Hand gestures

F.

Meeting location

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Questions 10

Telephone is most likely to be used for which of the following negotiations?

Options:

A.

High value contract

B.

Contract for purchasing a specialised product

C.

Routine transactions

D.

Complex one-off purchase

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Questions 11

Which of the following are most likely to be fixed costs of an airline? Select TWO that apply.

Options:

A.

Purchase of aircraft

B.

Catering services

C.

Advertising and promotion

D.

Flight crew training

E.

Fuel

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Questions 12

When planning a negotiation for sourcing internationally, which of the following divergent positions, and therefore potential conflict areas, should be prepared for? Select TWO that apply:

Options:

A.

Team size

B.

Team makeup

C.

Cultural differences

D.

Timing and location

E.

How the negotiation will be closed out

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Questions 13

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. At which negotiation stage should CT introduce these tradeables?

Options:

A.

Bargaining

B.

Closure

C.

Proposing

D.

Opening

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Questions 14

Which of the following are most likely to be indirect costs of a garment manufacturer? Select THREE that apply.

Options:

A.

Packaging material

B.

Textile

C.

Zips pads

D.

Maintenance materials

E.

Utilities

F.

Depreciation of machinery

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Questions 15

Any commercial negotiation process has only three potential stakeholders: procurement, the budget holders, and the users. Is this TRUE?

Options:

A.

Yes, and the budget holder is the most important one because of the finances involved

B.

Yes, the role of procurement is to ensure that the technical specifications are fit for purpose

C.

No, only procurement, the user, and suppliers have an interest in the products negotiated

D.

No, other stakeholders, such as directors, and IT might also be interested in the negotiation outcomes

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Questions 16

During a negotiation, the supplier requests for payment term shortened to 45 days from 60 days. Seeing that this proposal lies within the concession plan, the procurement manager asks for 5% discount in return. Is that right thing to do?

Options:

A.

Yes, the procurement manager should keep that 5% for himself because that amount is a fair compensation for his effort

B.

No, it is unethical to exploit the weakness of the other party

C.

No, procurement should insist the payment term remains 60 days

D.

Yes, since procurement manager has his own cost savings target to achieve and he should make use of supplier's financial status

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Questions 17

Distributive approach in negotiation is typified by which of the following?

Options:

A.

Distributive approaches are inherently inferior to integrative approaches in commercial negotiation

B.

Both parties understand each other's goals

C.

Each party attempts to maximise the value obtained at other's expense

D.

Both parties share 50:50 of the 'pie'

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Questions 18

Which of the following are most likely to be the potential cultural differences that can make transactions with an international supplier more problematic that with local suppliers? Select TWO that apply.

Options:

A.

Incoterms and logistics difficulties

B.

The use and interpretation of body language

C.

Currency exchange fluctuation

D.

The importance of timescales

E.

Payment mechanism

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Questions 19

Effective listening is important in integrative negotiations. Is this statement correct?

Options:

A.

Yes, as it allows issues to be shared and understood between all parties

B.

Yes, as it means the supplier’s attempts at negotiation can be stopped quickly with reasoning

C.

No, as what the other party has to say is not important

D.

No, as effective listening is important only in a distributive negotiation

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Questions 20

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

Options:

A.

Personality

B.

Official positions

C.

Insights

D.

Ability to compensation

E.

Expertise knowledge

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Questions 21

Listening is a key activity in any negotiation. Which of the following are characteristics of effective listeners?

Options:

A.

2 and 4 only (Persuading and Offering immediate solutions)

B.

1 and 2 only (Showing empathy and Persuading)

C.

1 and 3 only (Showing empathy and Paraphrasing)

D.

3 and 4 only (Paraphrasing and Offering immediate solutions)

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Questions 22

Which of the following is most likely a consequence of falling interest rate?

Options:

A.

Increase aggregate demand

B.

Decrease investment

C.

Increase savings

D.

Decrease consumption

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Questions 23

When is the best time in procurement process in which procurement should get involved so that the cost-saving opportunities are the greatest?

Options:

A.

Market consult stage

B.

Post-contract stage

C.

Specification stage

D.

Post-tender stage

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Questions 24

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

Options:

A.

Yes, because the outcomes of negotiation are attributable to the buying organisation

B.

No, because personal power of negotiators also attributes to the outcomes

C.

No, because power of supplier is the only factor that influences the other party

D.

Yes, because buyer's brand, reputation and purchasing spend largely determine the outcomes

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Questions 25

XYZ Ltd decides to go to market for a cleaning contract to service a number of offices. It knows that it will get a price which may, or may not, be better than the one it is currently paying. To gain leverage in the marketplace, the organisation decides to add other related services to the scope, such as gardening, security and maintenance, which increase the value of the contract. This is an example of which forms of spend consolidation?

Options:

A.

Purchasing consortia

B.

Volume consolidation across categories

C.

Volume pooling

D.

Volume redistribution

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Questions 26

From the principled point of view about negotiation environment, which of the following is a true statement?

Options:

A.

Advantage gained from uncomfortable negotiation environment is likely to last long after the negotiation

B.

The room layout can be seen as a source of tactical advantage

C.

Home advantage should not be exploited to win a temporary advantage

D.

There is no ideal negotiation environment in real life

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Questions 27

A wide range of factors may be taken into account by suppliers when setting or negotiating prices. Which of the following are external factors in pricing decisions? Select TWO that apply.

Options:

A.

Competition in the market

B.

Cost of production

C.

Where the product is in its lifecycle

D.

Customer perception of value

E.

Costs of sales

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Questions 28

Professional buyer is planning for the next negotiation of a simple one-off contract. This negotiation is typified by which of the following? Select TWO that apply.

Options:

A.

Continuous dialogue with supplier

B.

Total cost of ownership is the most important criterion

C.

Vendor ratings will be used

D.

Arm's-length approach

E.

Pricing is the most important criterion

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Questions 29

John Browne, a junior buyer for a corporation, is analysing the global supply market before undertaking negotiations and is wondering whether foreign exchange rates are important to factor into his research. Should John consider the foreign exchange rates?

Options:

A.

Yes, as they can affect profit and turnover

B.

No, exchange rates only apply to the national economy

C.

Yes, only if the organisation can handle foreign currencies in their accounts

D.

No, as they only affect the bank’s interest rates for loans

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Questions 30

AB Manufacturing seeks to buy a new materials resource planning (MRP) software system. At the ‘defining the business need’ stage of the procurement cycle, the procurement manager ensured that all the internal stakeholders involved had the power to contribute and sign off on requirements. For the MRP system, the procurement manager consulted the head of production planning of AB Manufacturing. The head of production contributed to demand levels, existing manufacturing planning, and existing staff levels. What type of power does the head of production demonstrate?

Options:

A.

Expert

B.

Legitimate

C.

Referent

D.

Reward

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Questions 31

A buying organisation with a low spend and the reputation for paying late might be viewed by a supplier as which of the following?

Options:

A.

Develop

B.

Nuisance

C.

Core

D.

Exploit

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Questions 32

Which of the following are most likely to be fundamentals of Fisher & Ury's principled negotiation?

1. Depersonalise the argument

2. Focus on positions

3. Generate creative options

4. Using subjective criteria

Options:

A.

2 and 3 only

B.

2 and 4 only

C.

1 and 3 only

D.

1 and 4 only

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Questions 33

A procurement professional is preparing for a negotiation of purchasing non-critical commodity products. He knows that the product can be easily replaced by other substitutes in the market. The negotiation for these products is typified by which of the following?

Options:

A.

The buyer should focus on wider costs and risk elements

B.

The approach must be collaborative

C.

There will be only limited negotiation

D.

There will be regular structured negotiations

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Questions 34

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

Options:

A.

Yes, because the host can freely manipulate the other party's mind through setting room layout

B.

No, because the advantages gained from manipulating room layout are short-lived

C.

Yes, because the other party can capitulate to the host

D.

No, because room layout contributes nothing to the negotiation outcomes

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Questions 35

If the value of the British Pound in other currencies is strong, which of the following is most likely to occur?

Options:

A.

The price of UK products in the UK will rise

B.

The price of UK products in the UK will fall

C.

The price of UK products abroad in foreign currency will fall

D.

The price of UK products abroad in foreign currency will rise

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Questions 36

Where can we find the data on macroeconomics?

1. From trade journal

2. From supplier's marketing catalogue

3. From stock exchange market

4. From government's statistics

Options:

A.

2 and 4 only

B.

3 and 4 only

C.

1 and 2 only

D.

1 and 3 only

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Questions 37

In what circumstances is the bargaining power of suppliers likely to be high, in relation to buyer power? Select the THREE that apply:

Options:

A.

The number of suppliers is limited

B.

The demand is not urgent

C.

The product the buyer requires is undifferentiated

D.

The volume required is low

E.

The supplier has highly specialized machinery

F.

The buying firm is large in comparison to the supplier

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Questions 38

Which of the following occur within the planning and preparation stage in a negotiation process? Select THREE that apply.

Options:

A.

Understanding the other party

B.

Defining the constituents

C.

Making as few concessions as possible

D.

Using questions to elicit information

E.

Narrowing the range of solutions

F.

Analyse the bargaining power

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Questions 39

A procurement manager has been asked to procure 1,000 pens. He suggests to his manager that to obtain the best value for money, they should undertake a competitive bidding process. Would this be the best course of action?

Options:

A.

Yes, as all procurement processes should go through competitive bidding to achieve the best value for money

B.

Yes, the process will be opened up to many suppliers and therefore will result in a cheaper price for the pens

C.

No, competitive bidding should only be used when the value justifies the time spent on the process

D.

No, competitive bidding should only be used in public sector organisations

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Questions 40

Which of the following are examples of variable costs?

Options:

A.

1 and 3 (Building and site rent and Raw materials expenditure)

B.

2 and 3 (Annual insurance premium and Raw materials expenditure)

C.

1 and 4 (Building and site rent and Delivery costs for materials)

D.

3 and 4 (Raw materials expenditure and Delivery costs for materials)

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Questions 41

A buyer is preparing for an upcoming negotiation with a large supplier on a contract renewal price. The buyer has undertaken some analysis and is concerned that changes in the organisation’s macro-environment over the last year will result in a price increase. The buyer’s analysis has identified changes in which of the following?

Options:

A.

Exchange rates

B.

Supplier power

C.

Changes in demand

D.

Internal policies

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Questions 42

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

Options:

A.

Customers

B.

Local community

C.

Media

D.

Government

E.

Shareholders

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Questions 43

The stages of commercial negotiation involve which of the following characteristics?

Options:

A.

Preparation, proposal, bargain, leave

B.

Open, testing, bargaining, closing, revisiting

C.

Preparing, opening, bargaining, agreement, closure

D.

Opening, debating, promising, testing, disagreeing, closing

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Questions 44

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. What is the mark-up profit percentage earned by the supplier on this transaction?

Options:

A.

33%

B.

159%

C.

50%

D.

67%

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Questions 45

Jessica Taylor, a senior buyer, is reflecting on her most recent negotiation. She has been asked by her manager to create a written record of performance. Which of the following should Jessica include in this negotiation performance report? Select THREE that apply:

Options:

A.

Travel expenses to attend the meeting

B.

Other suppliers that could have been used

C.

A detailed pricing structure

D.

A checklist of for future

E.

Evaluation of the negotiator’s performance

F.

A comparison of actual versus set objectives

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Questions 46

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

Options:

A.

Hypothetical

B.

Open

C.

Leading

D.

Closed

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Questions 47

Which of the following are signs indicating that TOP is using coercive power in commercial negotiation? Select TWO that apply.

Options:

A.

Demonstrating fairness and respect

B.

Withdrawal of benefits

C.

Use of guilt

D.

Technical expertise

E.

Positive references

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Questions 48

Which of the following tactics would be appropriate in an integrative negotiation?

Options:

A.

Lowball/Highball

B.

Take it or leave it

C.

Expanding the Pie

D.

Mother Hubbard

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Questions 49

Which of the following are most likely to be direct costs of a steel manufacturer? Select THREE that apply.

Options:

A.

Cleaning services

B.

Coal

C.

Senior management salary

D.

Insurance for production lines

E.

Scrap metal

F.

Hourly production wages

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Questions 50

When implementing value analysis or value engineering, which of the following acronyms reminds both buyer and supplier of ideas on removal, substitution and design-out of cost elements?

Options:

A.

SMART

B.

STOPS WASTE

C.

OWN-IT

D.

SAMOA

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Questions 51

Which of the following are indicative behaviours of a distributive approach to negotiating?

Options:

A.

1 and 4 only (Maintaining openness and Attempting to cast doubt)

B.

2 and 4 only (Establishing power and Attempting to cast doubt)

C.

1 and 3 only (Maintaining openness and Seeking understanding)

D.

2 and 3 only (Establishing power and Seeking understanding)

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Questions 52

Which of the following method should be used in negotiation if both parties want to communicate verbally and non-verbally without having to meet face-to-face?

Options:

A.

Web conferencing

B.

Telephone

C.

Teleconferencing

D.

In-person meeting

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Questions 53

A skilled negotiator will use a range of questioning techniques in a negotiation. If they wished to explore options with the other party without making any formal commitment, which type of question style would they use?

Options:

A.

Leading

B.

Hypothetic

C.

Reflective

D.

Multiple

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Questions 54

What are the potential sources of conflict between the buyer and supplier? Select TWO that apply:

Options:

A.

Unequal sharing of gains, risks, and costs with the supplier

B.

Persistent late payment of the supplier’s invoices

C.

Requesting early supplier involvement

D.

Planning scheduled visits to the supplier site

E.

Scheduling agreed supplier delivery dates

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Questions 55

A procurement professional is preparing for a negotiation with supplier. She is setting targets for price which her company is seeking to achieve. Which of the following acronyms can help her identify limits before engaging in the negotiation?

Options:

A.

MIL

B.

RAQSCI

C.

TIMWOOD

D.

PPCA

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Questions 56

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

Options:

A.

Determining your BATNA

B.

Developing scenarios around possible options

C.

Recognising TOP's needs and wants

D.

Defining overarching objectives

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Questions 57

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

Options:

A.

Threat of punishment, costs and damage

B.

Listening to, involving and supporting others

C.

Argument based on information, logic and reason

D.

Working together to define the problem, the goals and the best solution

E.

Using language and imagery to ‘paint a picture others can see’

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Questions 58

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?

Options:

A.

No, purchasing can negotiate other details of the purchase requisition even where value analysis is absent

B.

No, value analysis is a very technical process that requires the expertise of engineering and financial analysts

C.

Yes, the role of purchasing is to add value to the purchase, and therefore every purchase requisition must go through a team value analysis

D.

Yes, value analysis is the single most important responsibility of procurement in the processing of repeat requisitions

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Questions 59

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. Which of the persuasion methods below has Hammad chosen?

Options:

A.

Push

B.

Visionary

C.

Pull

D.

Collaborative

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Questions 60

An organization should develop different relationships which are appropriate to each supplier situation. Which ONE of the following analysis methods could help to identify these?

Options:

A.

Resources and cost spectrum

B.

The relationship spectrum

C.

The color spectrum

D.

A spectrum of non-critical items

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Questions 61

Using emotion as a technique of persuasion is ethical. Is this a true statement?

Options:

A.

Yes, because it may appeal to the supplier’s goodwill

B.

No, because emotions should not be involved in business agreements

C.

Yes, because use of emotion will always lead to agreement

D.

No, because it’s not the best route to enhance relationships

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Questions 62

To buying organisation, savings can be achieved from different saving levers or tactics. Which of the following are means that deliver savings through optimising specifications?

Options:

A.

Value engineering

B.

Part substitution

C.

Budget linkages

D.

Compare total cost of ownership

E.

Volume pooling

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Questions 63

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. Which negotiation approach should she undertake?

Options:

A.

Win-Lose

B.

Lose-Lose

C.

Win-Perceived Win

D.

Win-Win

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Questions 64

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

Options:

A.

When they are dependent on that supplier in the future

B.

When there are various suppliers in the market producing a similar product

C.

When procuring an item that is not strategic to the organisation

D.

When a working relationship is important in the future

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Questions 65

Under EU public procurement directives, which of the following are procedures in which there is no commercial negotiation allowed?

Options:

A.

Innovation Partnerships

B.

Open Procedure

C.

Restricted Procedure

D.

Competitive Dialogue

E.

Competitive Procedure with Negotiation

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Questions 66

Katie is preparing a negotiation with a strategic supplier. Through deep market analysis, she realises that her company and the supplier have equal bargaining power. Via regular communication, Katie knows that both parties are arguing on amount of liquidated damages and neither party shall concede all of their requirements but some are negotiable. Katie and her counterpart from supplying company still desire a long-term relationship and hope that the meeting between them will be a solution for current situation. Which of the following is the most appropriate approach that Katie should adopt to achieve the above outcome?

Options:

A.

Avoiding approach

B.

Competing approach

C.

Compromising approach

D.

Accommodating approach

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Questions 67

End users are the only stakeholders that are involved in the preparation of a negotiation. Is this statement true?

Options:

A.

Yes, because end-users have greater expert power

B.

Yes, because only end-users understand their demand

C.

No, because end-users are external stakeholders

D.

No, because budget holders also play an important role

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Questions 68

A procurement professional is negotiating with a supplier on cleaning service. She realises that there are huge cost-saving opportunities if the supplier agrees to reduce its mark-up and unnecessary employee benefits. Supplier's mark-up and employee benefits are examples of which of the following?

Options:

A.

Spend waterfall

B.

Spend cube

C.

Spend tree

D.

Addressable spend

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Questions 69

If a negotiation results in an offer which does not meet the buyer’s minimum requirements, which of the following could the buyer pursue?

Options:

A.

PESTLE

B.

BATNA

C.

ZOPA

D.

STEEPLE

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Questions 70

What letter R in the acronym SMART stands for?

Options:

A.

Recommended

B.

Random

C.

Relevant

D.

Risk-free

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Questions 71

A supplier has offered international football tickets to the procurement manager while they are in the middle of a contract negotiation. What should the procurement manager do?

Options:

A.

Accept the offer of the tickets as this will enhance the relationship between both parties

B.

Accept the offer as this will not affect the relationship with the supplier

C.

Reject the offer as this may be seen as a conflict of interest during the negotiation

D.

Reject the offer as the procurement manager will have to repay the gesture

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Questions 72

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

Options:

A.

No, because supplier's bank will take risks from currency fluctuation

B.

Yes, because the supplier's currency will lose its value overtime

C.

Yes, because buyer has more advantage if they make payment in their own currency

D.

No, because the higher the inflation rate, the stronger the supplier's currency

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Questions 73

Which of the following are behaviours that builds trust between the buyer and the supplier in business relationship? Select TWO that apply.

Options:

A.

Conducting transparent procurement process

B.

Over-inflated contingency funds

C.

Allowing supplier to involve in early product development

D.

Commercial espionage

E.

Tendency to blame other party

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Questions 74

Buyers should have the ability to analyse the costs of their purchases not only for determining their impact to their organisation’s cost but also for the purpose of reducing them during commercial negotiations to contribute to the profitability of their organisation. One way of analysing costs is to classify them into direct and indirect costs. Which ONE of the following is an explanation of ‘direct costs’?

Options:

A.

Costs that are only related to manufacturing firms where raw materials are directly converted into specific product units

B.

Costs of materials, labour, and other expenses that are directly identified with manufactured units of a product

C.

Costs that are connected with materials and labour, excluding expenses used directly in manufacturing products

D.

Costs of labour and expenses incurred directly whether or not the production fluctuates owing to demand or downtime

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Questions 75

Which of the following constitutes a key element to developing high-trust supplier relationships?

Options:

A.

Contract management

B.

Supplier audits

C.

Delivering on commitments

D.

Information gathering

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Questions 76

Which of the following are signs indicating that the trust between buyer and supplier has improved? Select TWO that apply.

Options:

A.

Cost overruns

B.

Decreasing percentage of missed delivery overtime

C.

Transparent decision making process

D.

Less frequent communication on business requestsDuplication of effort

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Questions 77

Representatives from South African Department of Health is negotiating the price of hospital drugs with US pharmaceutical companies. Which of the following are most likely to be macro factors that influence the outcomes of the negotiation? Select TWO that apply.

Options:

A.

Forward integration

B.

Digitalisation of medicine

C.

Order quantity

D.

Regulations on health and safetySwitching costs of buyer

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Questions 78

In general, which of the following is the consequence of a flatter demand curve?

Options:

A.

Quantity elastic

B.

Price elastic

C.

Price inelastic

D.

Unit price elastic

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Questions 79

Before engaging in a negotiation with a supplier of rechargeable lights, procurement team tries to visualise the breakdown of supplier's costs to calculate its break-even point. They estimate that total fixed expenses related to rechargeable electric light are $270,000 per month and variable expenses involved in manufacturing this product are $126 per unit. The supplier charges its customer $180 per unit. Within its current capacity, this supplier will make a profit at which of the following?

Options:

A.

More than 5,000 units are sold monthly

B.

Exactly 5,000 units are sold per month

C.

Exactly 1,500 units are sold monthly

D.

More than 1,500 units are sold monthly

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Questions 80

A procurement manager is preparing for a negotiation with an important supplier. He plans to withhold some crucial information so that his company gains the upper hand in the negotiation. Is this correct when considering using integrative approach to the negotiation?

Options:

A.

No, this approach requires honest and open discussion

B.

Yes, the supplier must know what buyer wants and how to provide that even when the buyer is silent on these matters

C.

Yes, the buying organisation must maximise its gain, even at the detriment of the other party

D.

No, holding back information will prompt the supplier gain higher negotiation power

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Questions 81

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. What type of questions should NSPF ask HFA to achieve this?

Options:

A.

Probing questions

B.

Open questions

C.

Hypothetical questions

D.

Closed questions

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Questions 82

Which of the following is a source of power in organisational relationships?

Options:

A.

Referent power

B.

Given power

C.

Tactical power

D.

Intruded power

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Exam Code: L4M5
Exam Name: Commercial Negotiation
Last Update: Mar 25, 2025
Questions: 275

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