CIPS Commercial Negotiation - L4M5 Exam Practice Test
Which of the following is a challenge when calculating absorption costing?
Correct Answer: C
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A procurement officer for a manufacturing organisation is negotiating with a supplier over the provision of components. The supplier has indicated that they have to raise their prices due to their fixed costs increasing. Which TWO of the following are types of fixed costs?
Correct Answer: B,C
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Different types of relationships impact negotiations. Which source of leverage would most support the buyer?
Correct Answer: B
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Which of the following is important during the proposing stage of a negotiation?
Correct Answer: B
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Jasmine and the IHL sales team have a negotiation scheduled with one of AB's lead buyers, Samuel, at AB's premises. This is one of the biggest negotiations that Jasmine has been involved in and is eager not to make any mistakes. Jasmine has heard from a colleague that Samuel tends to adopt an integrative negotiation style.
IHL senior management decides to send a team of three members to the negotiation. Jasmine is among the team and she is assigned to check body language, reactions, feeds insight to her leader and to record important comments and information from the meeting for minutes. Which of the following are roles of Jasmine in the forthcoming negotiation? Select TWO that apply.
IHL senior management decides to send a team of three members to the negotiation. Jasmine is among the team and she is assigned to check body language, reactions, feeds insight to her leader and to record important comments and information from the meeting for minutes. Which of the following are roles of Jasmine in the forthcoming negotiation? Select TWO that apply.
Correct Answer: A,B
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In what circumstances is the bargaining power of suppliers likely to be high, in relation to buyer power?
Select THREE that apply.
Select THREE that apply.
Correct Answer: A,B,F
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A procurement manager has decided to bring in a junior member of their team to a negotiation meeting.
Which of the following would be suitable roles for this junior member of the team?
Which of the following would be suitable roles for this junior member of the team?
Correct Answer: A
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'What specific tests do you carry out to ensure quality is achieved?' This is an example of which type of negotiation question?
Correct Answer: D
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Personal power is only used in distributive approach. Is this statement true?
Correct Answer: A
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