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CIPS Level 4 Diploma in Procurement and Supply L4M5 Release Date

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Total 395 questions

Commercial Negotiation Questions and Answers

Question 9

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

Options:

A.

Asking the supplier to repeat their proposal

B.

Getting messages across with facial expressions

C.

/ Speaking softly with long pauses

D.

Communicating with the other party by using gestures

E.

Explaining to the supplier about the scope of the project

F.

Using the body language

Question 10

Hammad Alsuwaidi is a procurement professional leading a negotiation for a vehicle rental contract. Hammad has a clear goal to negotiate a two-year contract in exchange for a minimum of a 20% discount. During the negotiation, Hammad presents to the supplier the facts, figures, and justification for a 20% discount. Which of the persuasion methods below has Hammad chosen?

Options:

A.

Push

B.

Visionary

C.

Pull

D.

Collaborative

Question 11

When planning a negotiation for sourcing internationally, which of the following divergent positions, and therefore potential conflict areas, should be prepared for? Select TWO that apply:

Options:

A.

Team size

B.

Team makeup

C.

Cultural differences

D.

Timing and location

E.

How the negotiation will be closed out

Question 12

An oil refinery plant imports much of its crude oil from overseas. A procurement manager in the refinery suggests that fixing the crude oil contract price for 36 months would be beneficial for the company. Would this be a right thing to do?

Options:

A.

Yes, financial budgeting task would be a lot easier with fixed pricing arrangement

B.

No, fixed price should be only applied to contracts that last 60 months or longer

C.

No, the refinery would not be able to reap the benefits from falling commodity price and currency rates

D.

Yes, the supplier would bear the risk when the material price increased

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Total 395 questions