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L4M5 Exam Dumps : Commercial Negotiation

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Commercial Negotiation Questions and Answers

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Question 1

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

Options:

A.

Leading

B.

Hypothetical

C.

Reflective

D.

Multiple

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Question 2

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. In what other circumstances should an adversarial relationship be used?

Options:

A.

When the supplier is likely to respond with further concessions to maintain a long-term relationship

B.

In all forms of negotiation as each party is always trying to gain advantage over the other

C.

In a monopoly market as the supplier will respond by conceding quantity discounts

D.

When the issues concerned are non-negotiable, for example, health and safety commitments

Question 3

Maria is a professional services category buyer within the National Health Service. Due to 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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