최신CIPS Commercial Negotiation - L4M5무료샘플문제
문제1
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?
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?
정답: A
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문제2
Lina Rawlins is a senior buyer working for a medical equipment company. Lina is in charge of the company's largest supplier account, Great Barrington Gas (GBG), a medical equipment supplier. Recently GBG's performance has declined, which has led to an increasing number of rejected items. Lina is aware of the seriousness of this, given the nature of the item, and has asked GBG to attend an urgent meeting. In the meeting, Lina asked the GBG representative "Can you tell me exactly what you are doing to ensure quality?" What type of question is Lina asking?
Lina Rawlins is a senior buyer working for a medical equipment company. Lina is in charge of the company's largest supplier account, Great Barrington Gas (GBG), a medical equipment supplier. Recently GBG's performance has declined, which has led to an increasing number of rejected items. Lina is aware of the seriousness of this, given the nature of the item, and has asked GBG to attend an urgent meeting. In the meeting, Lina asked the GBG representative "Can you tell me exactly what you are doing to ensure quality?" What type of question is Lina asking?
정답: A
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문제3
Different types of relationships impact negotiations. Which source of leverage would most support the buyer?
Different types of relationships impact negotiations. Which source of leverage would most support the buyer?
정답: A
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문제4
Which type of question is most effective for checking facts in negotiation?
Which type of question is most effective for checking facts in negotiation?
정답: D
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문제5
A competitive win-lose distributive approach to a negotiation is seeking to:
A competitive win-lose distributive approach to a negotiation is seeking to:
정답: D
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문제6
Which of the following are features of a single-sourced type of relationship on the relationship spectrum?
Exclusivity granted in relation to a particular product
The supplier is an oligopoly market structure
The supplier is trusted and collaborative
Framework contracts are used to identify the supplier
Which of the following are features of a single-sourced type of relationship on the relationship spectrum?
Exclusivity granted in relation to a particular product
The supplier is an oligopoly market structure
The supplier is trusted and collaborative
Framework contracts are used to identify the supplier
정답: D
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문제7
XYZ Ltd is importing goods from overseas. They prefer to pay their supplier in their own currency. Which of the following is a true statement?
XYZ Ltd is importing goods from overseas. They prefer to pay their supplier in their own currency. Which of the following is a true statement?
정답: D
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문제8
A buying organisation with a low spend but the reputation for paying on-time. In order to increase buyer's leverage in negotiation with suppliers, which of the following should be a priority of this buyer?
A buying organisation with a low spend but the reputation for paying on-time. In order to increase buyer's leverage in negotiation with suppliers, which of the following should be a priority of this buyer?
정답: C
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문제9
Power is used only in adversarial negotiation situations to secure a 'win' outcome against the other side. Is this statement correct?
Power is used only in adversarial negotiation situations to secure a 'win' outcome against the other side. Is this statement correct?
정답: C
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문제10
Which of the following are examples of connected stakeholders in a private organisation? Select TWO that apply.
Which of the following are examples of connected stakeholders in a private organisation? Select TWO that apply.
정답: A,D
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문제11
A procurement manager considers using an integrative negotiation approach with shortlisted suppliers. Which factor favours such an approach?
A procurement manager considers using an integrative negotiation approach with shortlisted suppliers. Which factor favours such an approach?
정답: D
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문제12
Which of the following should be the final step of a negotiation process if both parties cannot reach an agreement?
Which of the following should be the final step of a negotiation process if both parties cannot reach an agreement?
정답: A
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문제13
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.
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.
정답: B,C
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문제14
John is in a negotiation with a supplier. They have decided that their future relationship will be long term, built on trust and respect, and that gains and risk will be shared between the parties. The parties will also share ideas and collaborate on those ideas. Which of the following is this type of relationship?
John is in a negotiation with a supplier. They have decided that their future relationship will be long term, built on trust and respect, and that gains and risk will be shared between the parties. The parties will also share ideas and collaborate on those ideas. Which of the following is this type of relationship?
정답: B