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Total 223 questions

Commercial Negotiation Questions and Answers

Question 21

Which of the following are examples ofnon-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 22

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

Options:

A.

Economic growth rates

B.

Disruptive technologies

C.

Purchasing spend volume

D.

Sustainability of natural resources

E.

Intensity of competition in a industry

F.

Number of substitute products or services

Question 23

Which of the following are signs indicating that the trust between buyer and supplier has improved? Select TWO that apply.

Options:

A.

Cost overruns

B.

Decreasing percentage of missed delivery overtime

C.

Transparent decision makingprocess

D.

Less frequent communication on business requests

Duplication of effort

Question 24

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?

Options:

A.

Compromise

B.

Threat

C.

Good cop/bad cop

D.

Logic

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Total 223 questions