L4M5無料問題集「CIPS Commercial Negotiation」

質問 1

A procurement professional is preparing for a negotiation with supplier. She is setting targets for price which her company is seeking to achieve. Which of the following acronyms can help her identify limits before engaging in the negotiation?

（A）TIMWOOD

（B）RAQSCI

（C）MIL

（D）PPCA

正解：C 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 2

When is an adversarial style of negotiation appropriate?

（A）When both parties want a win/win outcome

（B）When a buyer feels the relationship is important

（C）When a sustainable partnership is key

（D）When one party has high bargaining power

正解：D 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 3

Which of the following are most likely to be indirect costs of a garment manufacturer? Select THREE that apply.

（A）Textile

（B）Utilities

（C）Maintenance materials

（D）Packaging material

（E）Depreciation of machinery

（F）Zips pads

正解：B、C、E 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 4

Sumitomo Rubber Industries (SRI) is a Japan-based tyre manufacturer. In order to increase production, SRI is sourcing rubber from Southeast Asian firms. Which of the following micro factors are most likely to shift the balance of power to supplier? Select TWO that apply

（A）SRI sets up its own rubber plantation

（B）Costs of changing suppliers are high

（C）Rubber from different suppliers is virtually similar

（D）SRI's purchase amount makes significant proportion of supplier revenue

（E）There are no close substitutes for rubber

正解：B、E 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 5

A purchasing organisation is discussing its approach to an upcoming negotiation with a key supplier over a contract for critical new services. They have decided they want to find a Win/Win (integrative) solution.
Which TWO of the following would be appropriate in this scenario?

（A）Transfer of risk

（B）Problem solving

（C）Persuasion

（D）Collaboration

（E）Coercion

正解：B、D 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 6

An adversarial style of negotiation is appropriate where the buyer has greater bargaining power over the supplier. In what other situations may the buyer adopt this style of negotiation?

（A）In a market where the buyers are competing for fewer supply sources

（B）When the supplier is a monopolist and some advantages need to be gained from the agreement

（C）Where there is a single sourcing strategy to eliminate the competing suppliers and retain only one

（D）In a market that is full of alternative sources and substitute products

正解：D 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 7

Which of the following are internal factors when a supplier is making its pricing decision?
Price elasticity of demand
Environmental legislation
Risk management
The stage in the product life cycle

（A）1 and 4 only

（B）2 and 3 only

（C）3 and 4 only

（D）1 and 2 only

正解：C 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 8

Which of the following is a source of information on microeconomic factors?

（A）Data published by the financial markets and commodity markets and exchanges

（B）Analysts published in the mainstream and financial media

（C）The marketing and corporate communications of suppliers

（D）Published economic indices such as the Retail Price Index (RPI)

正解：A 解答を投票する

質問 9

Which of the following are most likely to be fundamentals of Fisher & Ury's principled negotiation?
1. Depersonalise the argument
2. Focus on positions
3. Generate creative options
4. Using subjective criteria

（A）1 and 4 only

（B）2 and 3 only

（C）1 and 3 only

（D）2 and 4 only

正解：C 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 10

Active listening in negotiation includes which of the following activities?
1. Hearing
2. Interpreting
3. Rapport
4. Influence

（A）2 and 3 only

（B）1 and 3 only

（C）3 and 4 only

（D）1 and 2 only

正解：D 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 11

Which of the following types of relationship would possibly lead to a distributive negotiation?

（A）Outsourcing

（B）Alliance

（C）Partnership

（D）Transactional

正解：D 解答を投票する

質問 12

Which of the following is an example of non-verbal communication?

（A）2 and 4 only (Word-of-mouth communication and Body language)

（B）2 and 3 only (Word-of-mouth communication and Eye contact)

（C）3 and 4 only (Eye contact and Body language)

（D）1 and 3 only (Interview and Eye contact)

正解：C 解答を投票する

L4M5 無料問題集「CIPS Commercial Negotiation」

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