QUESTIONS MARKED IN RED CAME OUT INN THE EXAM

REVI
SIONQUESTI
ON
TODAY!!

1.Whi
choft
hef
oll
owi
ngi
sthesour
ceofi
nfor
mat
iononMi
cro-
economi
cfact
ors?
A.Anal
ysi
sofpubl
i
shedi
nthemai
nst
ream andf
inanci
almedi
a
B.Themar
ket
ingcommuni
cat
ionofsuppl
i
ers
C.Dat
apubl
i
shedbyf
inanci
almar
ket
sandcommodi
tymar
ket
sandexchanges
D.Publ
i
sheconomi
cindi
cessuchast
her
etai
lpr
icei
ndex
2.Therearemanyfact
orswhi
chwi
l
linf
luencesuppl
i
erpr
ici
ngdeci
sions,
Sel
ectt
heTHREE
ext
ernalfact
orst
hatmayappl
y

A.Customer spercept
ionsofv alue
B.Costofpr oducti
on
C.Pri
ceelastici
tyofdemand
D.Envir
onment alfact
orsaffecti
ngt hecostr
awmat
eri
als
E.Wher etheproductisini
tslifecycle
F.Objecti
vesoft heorgani
zation

3.Whi
choft
hef
oll
owi
ngar
est
ageswi
thi
nthenegot
iat
ionpr
ocess?

I
. Planningandprepar
ati
on
II
. Arguingandpersuasi
on
I
II
. Accept i
nghospi
tal
it
y
I
V. Testi
ngandpr oposi
ng

A.1and3onl
y
B.2and3onl
y
C.1and4onl
y
D.2and4onl
y

4.Dif
fer
enttypesofr el
ati
onshi
pimpactoncommerci
alnegoti
ati
ons.Atahl
kklnegot
iat
ion
whichoneoft hefol
lowingsour
ceswouldhel
ptosupportl
ever
ageforthebuyer?
A.Legi t
imatepower
B.Per sonal
itypower
C.Power fulcoll
eagues
D.Friendspower

5.Ranj i
tisfaci
li
ti
escat egorybuy erforahospi t
alandismanagingandov erseassourci
ng
projectforsecuri
tyguar dinclothingandper sonalpr
otect
iveequipmentRanjiti
sawar ethat
foreignexchangef l
uctuationcancr eateriskforhi
sorgani
zati
onandwoul dli
ketoremov ethe
ri
sk.Ranj i
thasaskedt hei nt
ernat i
onalsuppli
ertoquoteGBPst erl
i
ng.WillRanji
tapproach
remov ethef l
uct
uationt r
icksfort hehospital
?
 A.Yesastheval
ueofGBPst erl
i
ngmayi ncrease
B.Noastheri
skwill
sitwit
hthebuy er
C.Yesasther
iskwil
lsitwi
ththesuppli
er
D.No,ast
hevalueofthesuppli
erscurr
encymaydecr
ees

6.Whichofthefoll
owingareel
ement
sofpr
icesnegot
iat
ionssel
ectt
wot
hatappl
y
A.Pricearrangement
B.salestaxpay abl
e
C.termsofpay ment
D.cashf l
owmanagement
E.admi ni
strat
ioncost
s

7.Whattypeofquest
ioncanbeusedt
oascer
tai
napar
ti
cul
aref
fectf
rom asuppl
i
eri
n
negot
iat
ion
A.closed
B.rhetori
cal
C.open
D.divergent

8.Apr
ocurementmanageri
sconsi
deringnegot
iat
ingv
ari
abl
epr
ici
ngf
oracont
ractdur
ati
onof
12monthswouldt
hisbetheri
ghtt
hingtodo?

A.Nothiswil
lnotenhancethebuyersuppl
ierrel
ationship
B.Nobecauseitwil
lprovedif
fi
cultt
obudgetf orthedur at
ionofthecontr
actandpr
ovide
fi
nanci
aluncert
ainty
C.Yesbecausethi
smet hodofpri
cingwil
lalway sprovidevalueformoney
D.Yesbecauseitwil
lbuil
drel
ati
onshipwit
ht hesupplierandpr ovi
deastr
ongerpl
atf
orm
fort
henextcontr
actrenewal

9.Whi
choft
hef
oll
owi
ngar
eli
kel
ytobef
eat
uresofSt
rat
egi
cnegot
iat
ionsel
ectt
wot
hatappl
y

A.i
t'
ssettl
edissueinvolvi
ngrescheduli
ngdail
ydel i
veri
es
B.i
tisconductedathigherlevel
sofmanagement
C.i
tisdistr
ibuti
ve becauseeachpar t
ytri
estoachievegreateragai
n
D.i
tFocusesont heissueofaf f
ect
ingtheorganizati
on'
scompet i
tiv
eadvantage
E.i
tcovertheoperati
onalissueari
singinthecross-f
uncti
onalworkgroups

10.Procurementprof
essionalsshouldunder
standv ar
iouscostingmethodst hatsuppli
ermay
usewhenpr epar
ingtheirpri
cesandsettingt
argetsforthei
rnegotiat
ionstherearetwomai n
approachesusedincalculat
ingthecostofproductsandservicesoneofwhi chis‘ margi
nal
cost
ing‘whichofthefoll
owingisaf eat
ureof“marginalcost
ing”approachtopr i
cing?

A.Productcosti
ngthatusesfixedcostonlyandprovi
deasuf fi
cientmar k-
upt ocover
vari
ablecostandprofi
t
B.Productcosti
ngthatusesvar i
ablecostonl
yandprov i
deasuf fi
cientmark-uptocover
fi
xedcostandpr of
it
C.Productcosti
ngthati
ncludesf i
xedcostasafai
rpr oport
ionofv ari
ablecostandamar k-
up
D.productcosti
ngthati
ncludesv ar
iabl
ecostasaf ai
rproporti
onoff ixedcostandamar k-
up
11.Dur
ingnegot
iat
ionswhi
choft
hef
oll
owi
ngwoul
dbemanageabl
equest
ions

I
. Whatdoy outhi
nkofourpr oposal
?
II
. Areyousayingthesearet
heonl yacceptabl
eterms?
I
II
. Here’
sishowIseet hesit
uationdon'ty
ouagr ee?
I
V. Canyoutellushowy oucomet othatconclusi
on?

A.1and2onl
y
B.3and4onl
y
C.1and4onl
y
D.2and3onl
y

12.Att
heendofanegot
iat
iont
hepr
ocessofhav
ingt
heout
comesofnegot
iat
ionappr
ovedand
endor
sedi
scall
ed?

A.Summat i
on
B.Confi
rmation
C.Rati
fi
cati
on
D.Aggregat
ion

13.Thebar
gai
ningpowerofsuppl
i
ersi
sli
kel
ytobehi
ghi
nrel
ati
ont
oabuy
eri
nwhi
chofwhi
ch
oneofthef
oll
owingsi
tuat
ion

A.t
hevol
umepur chasedbythebuyerisimpor
tantt
othesuppli
er
B.t
heswit
chingcostforthebuyeri
slow
C.t
hesuppl
ierhasli
mitedpre-
negoti
ati
oninf
ormati
onaboutthebuyer
D.t
hesuppl
ierhasrarespeci
ali
stpr
ocessesmachiner
yorexpert
ise

14.Anycommer ci
al negot i
ati
onprocesshasonlyt
hreepotenti
alstakeholdersprocurementthe
budgetholderandt heuser sisthi
strue?
A.Yesandt hebudgethol deri
sthemostimportantbecauseoft hefinancesinvolv
ed
B.Yest her ol
eofpr ocurementistoensur
ethatthetechni
calspecifi
cationarefitfort
he
purpose
C.Noonl yprocurement, theusesandthesuppli
erhaveinter
estinthepr oductsnegotiat
ed
D.Noot herstakehol der
ssuchasdi r
ector
sandITmi ghtal
sobei nt
erestedinthe
negotiat
ionout comes

15.I
nprepar
ati
onf
ornegoti
ati
onwithexter
nal
organi
zationwhi
choft
hef
oll
owi
ngr
esour
ces
arer
equir
edbyanorgani
zat
iontoensur
eapositi
veoutcome?

A.i
nit
iat
ear e-
locati
onplan
B.i
nvestinappropri
ateli
ghtni
ngandcomfor
tabl
eseat
ing
C.i
nvolv
eappr opri
atecol
leagues
D.i
nvolv
easmanycol l
eaguesaspossibl
e

16.Negot
iat
ingbetv al
ueshoul
dfol
l
owwhi
chst
ageoft
hesour
cingpr
ocess?
A.appraisesuppli
ers
B.awardt hecontr
act
 C.analy
sequotat
ions
D.devel
opthecontractt
erms

17.Whi
choft
hef
oll
owi
ngar
eTact
icsofdi
str
ibut
ivebar
gai
ning?

1.Withhol
dinginf
ormationthatmayopencommongr ound
2.coerci
ngintheotherpar t
ytoacceptyourposi
ti
on
3.Fi
ndingcommongr oundbet weenthepart
ies
4.beingopenaboutal lyourneeds

A.1and4onl
y
B.2and3onl
y
C.1and2onl
y
D.3and4onl
y

18.Therearetwoapproachesthatcanbepur
suedwhendoingcommer ci
alnegot
iati
on
i
ntegrati
veordist
ri
buti
vewhichofthefol
lowi
ngfeat
uresar
eassoci
atedwiththedist
ri
but
ive
approachtonegoti
ati
on?

A.Theparti
esaimtoshar et
hegainsfrom theagreement
B.ther
eisafairdi
str
ibut
ionofprofi
tsbet
weent hewinnerandthel
oser
C.anopenbooksummar yofit
scoastisprovidedbyt hesuppl
i
er
D.thenegoti
ati
onisconductedinanadversari
al t
ype

19.Absorpti
oncosti
ngat
tempttocalcul
atethetotal
costofproduci
ngaddit
ional
unit
s
tr
adit
ional
lythi
siscompl
etedbydetermi
ningtheinputofr
esourcesconsumedinproduct
ion
peri
odandt heover
headcost
.whichofthefoll
owingisachall
engeofabsorpti
oncosti
ng?

A.Att
ri
buti
ngaf ai
ramountoff i
xedcosttoeachunitofpr
oducti
on
B.Att
ri
buti
ngfaircostdri
versandcostpool
stoeachunitofproduct
ion
C.under
standi
ngt heprof
itel
ementasapercentageofcourse
D.under
standi
ngt heprof
itel
ementasapercentageofsel
li
ngpr i
ce

20.Whi
choft
hef
oll
owi
ngi
sanexampl
eofani
ndi
rectcost
?

A.r
awmat eri
alsr
equir
edtopr oduceawi dget
B.t
hestaf
fwagesoft hoseproducingawi dget
C.mai
ntai
ningofwidgetproducti
onlineequipment
D.t
hepackagingusedoneachwi dgetproducti
on

21.Whi
choft
hef
oll
owi
ngt
act
icswoul
dbeappr
opr
iat
einani
ntegr
ati
venegot
iat
ion?

A.l
owbal lhi
ghbal
l/highbal
l
B.takeitorl
eaveit
C.expandingthepie
D.Mot herHubbar
d

22.Fast&Eastl
imit
edasaglobalf
astf
oodret
aileri
sinnegoti
ati
onwit
hthemaj ormeat
suppl
iert
hesuppli
eri
saskedfora25pri
cei
ncreasewhichfast&Easyarest
ronglyr
esist
ing.
Thesurpr
isej
usti
fythi
sincreasedbystat
inghowthecurr
encyfl
uct
uat
ionanunstabl
eeconomi
c
cli
mateandri
singtr
ansportcostshavenecessi
tat
edt
hisincr
easewhi
chpersuasi
ontact
ici
s
thesuppl
i
erusi
ng?

A.RationalPer
suasion
B.i
nspi r
ati
onalappeal
C.personalappeal
D.coalit
ion

23.Asuppl
i
erhaveof
fer
edinter
nati
onalfoot
bal
lti
cketstot
hepr ocur
ementmanagerwhi
l
stt
hey
arei
nthemiddl
eofacontr
actnegoti
ati
onwhatshouldtheprocurementmanagerdo?

A.Accepttheof
feroft
heti
cket
sasthesewil
lenhancet herel
ationshipbetweenbot
h
part
ies
B.Accepttheof
feri
sthi
swil
lnotaff
ectt
herelati
onshipwiththesupplier
C.Rej
ecttheoff
erasthi
smaybeseenasconf li
ctofint
erestduringthenegoti
ati
on
D.Rej
ecttheoff
erasthepr
ocurementmanagerwillhavetorepaytheki ndof
fer

24.I
nfor
mati
onisakeysourceofpowerinest
abli
shingpowerandl
ever
agesel
ectt
hreer
eli
abl
e
sour
ceofinf
ormat
ionsuppl
ycangatheronpurchases

A.publi
shedaccounts
B.personalemails
C.nati
onalpress
D.i
nvestmentr epor
ts
E.pastnegotiati
ons
F.bl
ogs

25.Whi
choft
hef
oll
owi
ngwoul
dident
if
ythatapul
lappr
oacht
oinf
luencei
sbei
ngadopt
ed?

A.Onepar
tygainscompli
ancef r
om theot her
B.one-
par
tyexert
sauthori
tyovertheother
C.onepar
tyi
sablet oper
suadetheot her
D.one-
par
tythr
eatenedtosancti
ontheot her

26.coerciv
epowerislikel
yt obedi spl
ayedindi
stri
buti
venegoti
ati
onapproacht hi
smay
ori
ginatefr
om oneorganizationt hathasmor ebargai
ningpowerthantheotheroronei ndi
vi
dual
wiel
dinghigherposi
ti
onal powert hantheopponent.Whyiscoercivepowerdiscouragedin
negotiat
ionandsuppli
errelationshipmanagement ?

A.Becausei
t'
sa secureimmediatecompl i
ancefrom thesuppl
ier
B.becausei
tprov
idesgreat
eradvantaget othebuy eri
ntheshortt
erm
C.becausei
tprov
idesunconventi
onallev
er agei
nt henegoti
ati
onprocess
D.becausei
tmightdri
veawayunder -
performingsupplier
s

27.Whenl
ooki
ngint
opushandpul
ltechni
quesofi
nfl
uenci
ngt
hepushappr
oachhaswhi
chof
thef
oll
owi
ngchar
acter
ist
ics?

I. exert
spower
I
I. Persuasi
on
I
II
. secur
edcompl
i
ance
I
V. secur
ecommit
ment

A.1and2onl
y
B.1and3onl
y
C.2and4onl
y
D.3and4onl
y

28.Oneofthemosti mportantst
epsi nprepari
ngfornegoti
ati
onistoapprai
setherel
ativ
e
poweroftheparti
es.Thebuy i
ngor gani
zati
onmustassessi t
sbargai
ningpoweragainstthatof
thesuppl
ieri
tint
endst onegoti
atewi t
h.Thisi
nfor
mat i
onisnecessaryi
nfaci
li
tati
ngthe
prepar
ati
onthenegotiati
onteam andnegot i
ati
onstrat
egy.I
nwhatsituati
onistheBargai
ning
powerofthebuyersli
kelytoBeHi gherrel
ati
vetosuppli
ers?

A.t
hesuppli
erproductproj
ectiscrit
icalt
obuyer
sbusiness
B.t
her
earefewerbyal l
ergi
ctosuppl ier
s
C.t
hebuyerinrequi
rementisur gentandcannotbepostponed
D.t
heyar
ef ewsuppl i
errel
ati
vet othebuyer

29.Apr ocurementmanagerhasbeenaskedt
oproduce1000pens.hesuggesttohismanager
thatt
oobt ai
nbestvaluef
ormoneytheyshoul
dundert
akecompeti
ti
vebiddi
ngprocesswould
witht
hisbet hebestcour
seofact
ion?

A.Yesallprocurementprocessshouldgothr
oughcompet i
ti
vebiddingi nordertoachi
eve
bestvalueformoney
B.Yesthepr ocesswil
lbeopenupt oomanysuppli
ersandtheref
or ewi l
lresul
tinacheaper
pri
ceforthepens
C.Nocompet i
ti
vebiddi
ngshouldonlybeusedwhenthev al
uejustif
iesthet i
mespenton
theprocess
D.Nocompet i
ti
vebiddi
ngshouldonlybeusedinpubl
icsectororganizati
on

30.Amelianeedtonegoti
atepriceswit
hapot enti
alcl
ientthatshehasnotmetbef or
eshewas
duetoattendthei
roff
icesnextweekbutthemeet inghasbeencancel l
ed.Thepotenti
alcli
ent
hasoffer
edat el
ephonecallasanalter
nati
vebutAmel iahasdeclinedt
heof f
erasshef eel
s
negot
iati
oncannotsucceedwi t
houtaface-t
o-facemeet i
ngisthisther
ightdeci
sion?

A.Yesbecausenegotiat
ionfort
hefir
stti
meitisessenti
alt
omeetf ace-t
o-f
ace
B.Yesbecauseyoucanonl ydonegoti
ati
onface-t
o-f
acetoobservenonverbalcues
C.Nobecauseitcanbeausef uli
ntr
oducti
onforcondit
ioni
ngexpectat
ionpriortoaface-
to-
facemeet
D.Nobecausetelephonenegoti
ati
onenablestr
ongerargument
swhi chleadtobetter
i
nfluence

31.Aprocurementmanagerisaboutt
osecureadealwithanover
seassuppl
i
er.
Hesuggest
ed
tohisl
inemanagerthatsecuri
ngafi
xedpri
ceduri
ngthecontr
actperi
odof36mont
hswouldbe
benefi
cial
fortheor
ganizat
ionwoul
dthisbether
ightt
hingtodo?

A.Yesbecausef
ixi
ngapr
icewi
l
lal
way
sensur
ethebestdeal
possi
ble

B.Yesbecauseexchanger
ateoff
luct
uat
eandf
ixi
ngt
hepr
icewi
l
lhel
ppr
ovi
def
inanci
al
 cer
tai
nty

C.Nobecauset
hismaycauseadi
srupt
ioni
nsuppl
yasov
erseaexchanger
atesmay
change

D.Nobecausef
ixi
ngpr
ici
ngwi
thf
orei
gnsuppl
i
ersf
ormor
ethan24mont
hsi
sanunet
hical

32.Sunit
aandherteam areinanegot
iat
ionwiththesuppli
er.A memberoft
hesuppl
i
ers
negoti
ati
onteam st
atesthatmeet
ingyourneedsismeetingmyneedsbecauseweareinthi
s
toget
herwhattypeofnegoti
ati
onaret
hesupplierandbuyerundert
aki
ng?

A.adv
ersar
ial
negot
iat
ion

B.di
str
ibut
ivenegot
iat
ion

C.l
osel
osenegot
iat
ion

D.i
ntegr
ati
venegot
iat
ion

33.Li
steni
sakeyact i
vit
yinanynegot
iat
ion,
theact
ivi
tyofl
i
steni
ngi
nnegot
iat
ioni
ncl
udes
whichtwoprocesses?

I
. Hear
ing

I
I. I
nter
pret
ing

I
II
. Rappor
t

I
V. I
nfl
uenci
ng

A.1and2onl
y

B.2and3onl
y

C.1and3onl
y

D.2and4onl
y

34.AwiderangeofFact
ormaybetakeni
ntoaccountbysuppl
i
erwhensitti
ngornegoti
ati
ng
pri
ceswhichofthef
oll
owingar
eexter
nal
Factori
nprici
ngdeci
sions?Sel
ecttwothatappl
y.

A.compet
it
ioni
nthemar
ket

B.costofpr
oduct
ion

C.wher
ethepr
oducti
sint
hel
i
fecy
cle
 D.cust
omerper
cept
ionoff
ail
ure

E.costofsal
es

35.Asabuy eryouhavebeenletdownbyoneofy ournewsuppli

erandy ouhavelostsometrust
i
ntheabi l
i
tytoperfor
mt hecontractyouarekeent orepai
rther
elat
ionshipasyouknowt hat
marketi
snar rowandnotmanysuppl ycanful
fi
ll
yourneeds, Whatapproachwouldbe
appropr
iatetostar
ttorebui
l
dt herelati
onshi
p?

A.Ar
educt
ioni
nthepr
icef
ort
her
emai
nderoft
hecont
ract

B.Acknowl
edgementbyt
hesuppl
i
eroft
heneedt
oimpr
ove

C.Anof
ferofahospi
tal
i
typackagef
ory
our
sel
fandt
hepar
tner

D.Amendt
hekeyper
for
mancei
ndi
cat
orsot
hatt
hesuppl
i
ercanachi
evet
hem

36.ABat
nai
sal
way
srequi
redatt
hest
artofnegot
iat
ioni
sthi
sst
atementcor
rect

A.Yesabuy
eral
way
sneedsanal
ter
nat
ivepl
ant
oLev
erage

B.Yesbecausei
tismandat
oryaspar
toft
henegot
iat
ionst
rat
egy

C.Noi
tmaynotbeusedandt
her
efor
enotneeded

D.Nof
all
-backposi
ti
oncanbepr
oducedast
henegot
iat
ionpr
ogr
ess

37.Theinf
luenceofCult
urehassigni
ficanti
mpactoni nter
nat
ional
negot
iat
ionwhi
choneoft
he
fol
lowi
ngcommuni cat
ionskil
lcouldsupportasuccessfulout
come?

A.Under
standi
ngal
anguage

B.Under
standi
ngposi
ti
oni
nanor
gani
zat
ion

C.Under
standi
ngt
hesoci
alposi
ti
on

D.I
nvol
vi
ngposi
ti
on

38.Whichoft
hefoll
owi
ngwoul
dbeconsi
der
edappr
opr
iat
einf
luencet
echni
quewi
thi
ncont
ract
negot
iati
on?sel
ectTHREEt
hatappl
y

A.Rat
if
icat
ion

B.Anchor
ing

C.Fr
ami
ngandr
e-f
rami
ng
 D.Paci
ngandl
eadi
ng

E.Rul
eet
hics

F.Val
i
dat
ion

39.I
nwhi choft
hef
oll
owi
ngi
sthebuy
ersbar
gai
ningpowerr
elat
ivel
yhi
ghcompar
edt
othe
suppl
ier
?

I
. Fewsubst
it
utepr
oduct
sint
hemar
ket

I
I. Demandi
snotur
gent

I
II
. Thebuy
ercanpr
oducei
nhouse

I
V. Ther
ear
eli
mit
edsuppl
i
eri
nthemar
ket

A.1and4onl
y

B.1and2onl
y

C.2and3onl
y

D.2and4onl
y

40.Whichofthef
oll
owi
ngi
saPer
suasi
ont
echni
quet
hatmayi
ncl
udeast
atementofnegat
ive
consequence?

A.Logi
c

B.Compr
omi
se

C.Thr
eat

D.Bar
gai
ning

41.Rachelajuniorbuyeri
sabouttoleaveherfi
rstnegoti
ati
onwit
haninternati
onalsuppl
ier
.she
i
sconcernedt hatthesuppl
iermaynotrespectherauthor
ityast
heyhavepr ev
iousl
yonlydealt
wit
hhermanagershehasdeci dedtoholdanegot i
ati
onatherOffi
cewhichoft hef
oll
owingwill
bethebiggestbenefitf
orRachelofahomenegot iat
ion?

A.Fami
l
iar
it
ywi
tht
heenv
ironment

B.Thei
mmedi
atepr
esenceofmanager
ial
suppor
t

C.Lesst
rav
eli
ngt
imer
equi
red
 D.Thesenseofobl
i
gat
ionf
eltbyt
hesuppl
i
er

42.Whatar
ethepot
ent
ial
sour
ceofconf
li
ctbet
weent
hebuy
erandt
hesuppl
i
ersel
ectt
wot
hat
appl
y

A.Per
sist
entl
atepay
mentofsuppl
i
eri
nvoi
ces

B.Schedul
i
ngat
hlet
esadel
i
ver
ydat
es

C.Unequal
shar
ingofki
ngsr
iskandcostwi
tht
hesuppl
i
er

D.Request
ingear
lysuppl
i
eri
nvol
vement

E.Pl
anni
ngschedul
esi
tev
isi
ttot
hesuppl
i
erssi
de

43.Whi
choft
hef
oll
owi
ngar
eint
ernal
fact
orswhenasuppl
i
eri
smaki
ngapr
ici
ngdeci
sion?

I
. Pr
iceel
ast
ici
tyofdemand

I
I. Env
ironment
alFact
or

I
II
. Ri
skmanagement

I
V. St
agesi
nthepr
oductl
i
fecy
cle

A.1and2onl
y

B.1and4onl
y

C.2and3onl
y

D.3and4onl
y

44.Ef
fect
ivel
i
steni
ngi
simpor
tanti
nint
egr
ati
venegot
iat
ioni
sthest
atementcor
rect
?

A.Yesasi
tal
l
owsi
ssuest
obeshar
edandunder
stoodbet
weenpar
ti
es

B.Yesi tmeanst
hatt
hesuppl
i
erat
tempt
satnegot
iat
ioncanbest
oppedqui
ckl
ywi
tht
he
reasoni
ng

C.Noaswhatt
heot
herpar
tyhast
osayi
snoti
mpor
tant

D.Noi
nef
fect
ivel
i
steni
ngi
simpor
tantonl
yinadi
str
ibut
ivenegot
iat
ion

45.Dav
eapr
ocur
ementmanagerofXTCcompanyhasbeent
askedwi
thr
unni
ngahi
ghv
alue,
l
ongt er
m procur
ement .Daveaspartofhi
snegoti
ati
onstr
ategyisr
eviewi
nghowthecountr
y
economymayaf fecthi
snegot i
ati
onposit
ion.I
nwhichoft
hef ol
l
owingwouldDav
efindrel
i
able
macroeconomicinfor
mat i
on?

I
. Companyaccount
s

I
I. St
ockexchange

I
II
. Gov
ernmentf
orecast

I
V. Tr
adef
air
s

A.1and2onl
y

B.3and4onl
y

C.1and4onl
y

D.2and3onl
y

46.Mikeisajuni
orbuyerwhohasbeenworkingforamanufactur
ingor
ganizat
ionfortwoyear
s
speci
alisi
ngi
npurchasi
ngprocedur
esovert
hist i
mehehasbuiltgoodr
elati
onshi
pwi t
hinhi
s
team andwit
hotherdepart
mentswhichoft
hef oll
owi
ngsourceofpowerisMikeli
kelyto
possess?

A.Posi
ti
on

B.Per
sonal
i
ty

C.Rewar
d

D.Coer
civ
e

47.Whi
cht
askshoul
dbecar
ri
edouti
nacl
osur
est
ageofcommer
cial
negot
iat
ion?

A.Def
ini
ngl
i
mit
s

B.Bui
l
dingr
appor
t

C.Resear
chandunder
standi
ng

D.Obt
ainr
ati
fi
cat
ion

48.Apr ocur
ementmanageri
spreparingf
ornegot
iati
onwi t
hamaj orsuppli
er.
Heisholdi
ng
backsomei mport
antinf
ormat
iontoensurehehasthestrongernegoti
ati
onpower.I
sthis
approachappropr
iat
ewhenconsider
ingusingani
ntegrat
ivenegoti
ati
onStyle?

A.Nobecauset
hiswasnotdi
scov
eredt
hesuppl
i
err
esi
stancepoi
nt
 B.Nobecauset
hisi
snotbei
ngopenaboutt
her
equi
rement

C.Yesbecausei
twi
l
ldi
scov
ert
hesuppl
i
err
esi
stantpoi
nt

D.Yesbecausei
twi
l
lmaxi
mizet
heout
comef
ort
hepr
ocur
ementmanager

49.Fol
l
owi
ngcommer
cial
negot
iat
iont
heout
comecanbeassessedbywhi
choft
hef
oll
owi
ng?

A.Ref
lect
ingonper
for
mance

B.Ref
lect
ingonr
isk

C.Ref
lect
ingonspeci
alcondi
ti
on

D.Ref
lect
ingonl
ett
erofaccept
ance

50.Whi
choft
hef
oll
owi
ngcanbeconsi
der
edasont
hej
obt
rai
ning

I
. Taughtwor
kshop

I
I. Feedback

I
II
. Coachi
ng

I
V. Anchor
ing

A.1and2onl
y

B.2and3onl
y

C.1and3onl
y

D.3and4onl
y

51.Whi
choft
hef
oll
owi
ngsour
ceofper
sonal
poweri
ncommer
cial
negot
iat
ions?

I
. Expectpower

I
I. I
nfor
mat
ional
power

I
II
. Rewar
dpower

I
V. Char
ismat
icpower

A.1and2onl
y

B.2and3onl
y

C.1and3onl
y
 C.2and4onl
y

52.Stephisintoughnegotiati
onwit
hanint
ernalst
akeholderwhobelievet heproductshehas
developedisnotsuit
abl
ef oruse.St
ephhasdeci
dedt ochangeherinfluencingtacti
ctobring
thestakeholderonboar
d.Shehassuggestedthestakeholdersi
tsint
hepr oductdevel
opment
meet i
ngandv oicest
heiropini
onstohel
pdevel
opthepr oductwhichoft hefoll
owinginf
luence
techniquesi
sSt ephusi
ng?

A.Consul
tat
ion

B.Coal
i
tion

C.I
ngr
ati
ati
on

D.Pr
essur
e

53.Br
eak-
ev enanal
ysi
scanbeusedtodet er
minewhenabusi
nessmakesnei
theraprof
itnor
l
oss.Thebreak-
evenpointcanbecal
cul
atedbyusi
ngwhichofthef
oll
owi
ngformula?

A.Fi
xedcost
/(sel
l
ingpr
ice-v
ari
abl
ecost
)

B.Tot
alcost/
(pl
annedsal
esl
evel
-var
iabl
ecost
)

C.Var
iabl
ecost
/(t
otal
cost-sel
l
ingpr
ice)

D.Pl
annedsal
elev
el/
(var
iabl
ecost-f
ixedcost
)

54.Expecti
nfl
uencingoverpeopl ebymeansothert
hanusingauthor
it
yorpoweri
soften
requi
redincont
ractnegotiat
ion.Usingemot
ionsasatechniquei
spersuasi
oni
sethi
cal.Doy
ou
beli
evethi
sistr
ueoraf airstatement?

A.Yesbecausei
twi
l
lappeal
tot
hesuppl
i
ersGoodwi
l
l

B.Nobecauseemot
ionshoul
dnotbei
nvol
vedi
nbusi
nessagr
eement
s

C.Yesbecausef
ail
uret
ocompl
ywoul
dencour
ageanagr
eement

D.Nobecausei
tisnott
hebestr
out
etoenhancecr
edi
bil
i
ty

55.Effect
iveobj
ect
ivef
oranegot
iat
ionhav
ewhi
choft
hef
oll
owi
ngchar
act
eri
sti
cs?Sel
ectt
wo
thatapply
?

A.Measur
abl
e

B.Tact
ical

C.Speci
fi
c
 D.Account
abl
e

E.Rel
i
abl
e

56.Whi
choft
hef
oll
owi
ngar
ethechar
act
eri
sti
csofpushappr
oach?

I
. Exer
ti
ngpower

I
I. Ai
medatsecur
ingcompl
i
anceofof
tenagai
nstr
esi
stanceofi
nfl
uence

I
II
. I
nfl
uencesmaynotbeconsci
ousl
yawar
eoft
hepr
ocess

I
V. Per
suasi
onori
nter
per
sonal
inf
luence

A.and2onl
y

B.and4onl
y

C.and4onl
y

D. 1and3onl
y

57.Invol
vingcoll
eguesi
soneappropr
iat
eresour
cesr
equi
redt
osuppor tasuppl
i
ernegoti
ati
on,
whichotherresour
cesar
erequi
redtosuppor
tasuppl
i
ernegot
iat
ion?Selectt
wothatappl
y

A.Goodsr
ecei
vednot
e

B.Per
sonnel

C.Pur
chaseor
der

D.Ti
meor
deracknowl
edgement

58.Amanuf act
urermakest
opr
oductA&Bthet
otalcostt
omakepr
oductAis$80andi
tsell
s
for$105,
productBcosts$90andsel
lsf
or$120.
Whatwouldt
hemark-
upval
uebeforproduct
AandBr especti
vel
y?

A.25%and30%

B.34.
3%and32.
3%

C.23.
8%and25%

D.31.
3%and33%

59.Whi
chnegot
iat
ionappr
oachi
sfocusedonawi
n-l
oseout
come
 A.Col
l
abor
ati
ve

B.Adv
ersar
ial

C.Compr
omi
se

D.I
ntegr
ati
ve

60.Asuppl
l
ier
’sexpendi
tur
ewhi
chcanbeat
tri
but
edt
oaspeci
fi
cpr
oducti
sknownas'

A.Fi
xedcost

B.I
ndi
rectcost

C.Di
rectcost

D.Sunkcost