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L4M5 Exam Dumps : Commercial Negotiation

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Commercial Negotiation Questions and Answers

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Question 1

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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Question 2

Which of the following can be prepared before negotiation to achieve an agreement that benefits both parties?

Zone of potential agreement (ZOPA)

Attendee list

Walk-away point

Venue for the talks

Options:

A.

1 and 2

B.

1 and 3

C.

3 and 4

D.

2 and 3

Question 3

During a negotiation, Jose Gomez, the salesperson for a strategic supplier, states that his sales director will not approve discounts against initial purchases. However, Jose offers a 5% discount against the aftercare package, which will provide the same monetary saving. Sally Pampas requires both the product and the aftercare package and has an objective to achieve a 5% discount off the purchase price. To achieve a win-win (integrative) negotiation, Sally should ...

Options:

A.

Accept the offer of a 5% discount against the aftercare package

B.

Ask Jose to apply a 15% discount against the purchase price

C.

Ask Jose to apply the 5% discount against the purchase price

D.

Decline the offer and walk away from the negotiation

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