Q74. 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?

Q75. Which of the following are factors that might shift the demand curve for a consumer good to the right?
1. Prices of complementary goods decrease
2. Price of the consumer good decreases
3. Customers’ expectation of higher prices in the future
4. Consumer tastes shift toward substitute products

Q76. 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?

Q77. 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

Q78. After studying Thomas-Kilmann conflict resolution model and considering different approaches carefully, the procurement team of XYZ Ltd. decides to adopt an avoiding approach to the upcoming negotiation with one of their suppliers.Which of the following will be the objective of XYZ procurement team in this negotiation?

Q79. Which of the following are most likely to be macro factorsthat may influence the balance of power in commercial negotiation? Select THREE that apply.

Q80. JCB is a large manufacturer of heavy machinery. The CPO is going to a negotiation with a Chinese supplier about procuring some major components. He is wondering about balance of power in the negotiation. Which of the following micro factors are most likely to shift the balance of power towards the buying organisation in this commercial negotiation? Select TWO that apply

Q81. Which of the following are the most typical characteristics of integrative approach to negotiation? Select TWO that apply.

Q82. Which of the following are most likely to be sources of conflict that can emerge from the process of commercial negotiations? Select TWO that apply.

Q83. Jane is planning for a forthcoming negotiation with a key supplier. She has learned what are important to the supplier and what are important to her company from previous contracts between them. In order to avoid negotiation deadlocks, she has set up several concession plans. But Jane has little experience in dealing with suppliers and doesn’t know when to trade these concessions. When is the best time in a negotiation to trade concessions?

Q84. Should a buyer use closed questions in a negotiation?

Q85. Which of the following are most likely to turn buying organisation into an unattractive customer in supplier’s perspective? Select TWO that apply.

Q86. Ma Bell was the sole provider of landline telephoneservice to most of the US in 1980s. This is an example of…?

Q87. Which of the following are examples of connected stakeholders in a private organisation? Select TWO that apply.

Q88. Which of the following are examples ofnon-verbal negotiation? Select THREE that apply.

Q89. Which of the following will help to indicate personality preferences in four dimensions?

Q90. Which of the following are most likely to beindirect costs of a garment manufacturer? Select THREE that apply.

Q91. Which of the following is the first step in the development of negotiation strategies?

Q92. Which of the following isthe definition of safety margin?

Q93. Sally is negotiating with an oversea supplier on the price and payment period. Her company and the supplying organisation are equal in bargaining power.The supplier says that they are investing in new facilities and machinery so the payment period should not be longer than 30 days. Sally knows that her company often pays the suppliers after 45 days from the delivery, but at the moment the company has positive cash flow and it is able to pay immediately. Which of the following should be Sally’s concession plan?

Q94. What is the most likely outcome when two organisations with adversarial relationship negotiate with each other?

Q95. At which stage in a negotiation would questions be asked to obtain missing information?