L4M5 Pre-Exam Practice Tests (Updated 165 Questions) [Q94-Q110]

NEW QUESTION 94
In a commercial negotiation, a procurement professional negotiates on his company’s behalf. The power of buying organisation is the only factor that influences the behaviours of the other party. Is this assumption true?

NEW QUESTION 95
Which of the following are most likely to be fundamentals of Fisher & Ury’s principled negotiation?
1. Depersonalise the argument
2. Focuson positions
3. Generate creative options
4. Using subjective criteria

NEW QUESTION 96
Which of the following will help to indicate personality preferences in four dimensions?

NEW QUESTION 97
Which of the following is the best description of direct cost?

NEW QUESTION 98
To buying organisation, savings can be achieved from different saving levers or tactics. Which of the following are means that deliver savings through optimising specifications?

NEW QUESTION 99
Which of the following is the most appropriate pricing arrangement in contracts where major inputs are commodities?

NEW QUESTION 100
Which of the following are the most typical characteristics of integrative approach to negotiation? Select TWO that apply.

NEW QUESTION 101
During a negotiation, a procurement manager suggests that the two companies should split the difference which would benefit both the supplier and buyer. Which persuasion method is she using?

NEW QUESTION 102
Which of the following are most likely to be macro factorsthat may influence the balance of power in commercial negotiation? Select THREE that apply.

NEW QUESTION 103
Which of the following are behaviours that builds trust between the buyer and the supplier in business relationship? Select TWO that apply.

NEW QUESTION 104
Which of the following is the true statement?

NEW QUESTION 105
A good negotiator invests time in understanding the needs of the individuals in a negotiation. Is this statement true?

NEW QUESTION 106
A procurement professional is preparing for a negotiation of purchasing non-critical commodity products. He knows that the product can be easily replaced by other substitutes in the market. The negotiation for these products is typified by which of the following?

NEW QUESTION 107
Personal power is only used in distributive approach. Is this statement true?

NEW QUESTION 108
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?

NEW QUESTION 109
Which of the following are examples of push techniques in commercial negotiations? Select TWO that apply.

NEW QUESTION 110
Which of these personal power bases stems from the manager’s position in the organisation and the authority that lies in that position?