L4M5無料問題集「CIPS Commercial Negotiation」

質問 1

An organisation is developing the specification for a capital purchase project. An important stakeholder has doubt on the draft specification. The buyer invites him to the product function meetings. In these meeting the attendees can raise their concerns, the specification development team takes in all the concerns and adjusts the specification accordingly. What kind of technique is the specification development team using?

（A）Persuasive reasoning

（B）Directive

（C）Visionary

（D）Coalition

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 2

The National Schools Purchasing Forum (NSPF) is a procurement organisation that purchases goods and services on behalf of schools on a national scale. NSPF is close to concluding negotiations in a meeting with Hygienics For All (HFA) for the supply of consumables to school washrooms. Both parties have reached an agreeable position, and NSPF feels it is important that they conclude the negotiation at this point. What type of questions should NSPF ask HFA to achieve this?

（A）Open questions

（B）Hypothetical questions

（C）Closed questions

（D）Probing questions

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 3

A procurement manager is preparing for a negotiation with an important supplier. He plans to withhold some crucial information so that his company gains the upper hand in the negotiation. Is this correct when considering using integrative approach to the negotiation?

（A）No, holding back information will prompt the supplier gain higher negotiation power

（B）Yes, the supplier must know what buyer wants and how to provide that even when the buyer is silent on these matters

（C）No, this approach requires honest and open discussion

（D）Yes, the buying organisation must maximise its gain, even at the detriment of the other party

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 4

What is the most likely outcome when two organisations with adversarial relationship negotiate with each other?

（A）Lose lose

（B）Win win

（C）Win lose

（D）Deadlocked

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 5

In a detailed cost breakdown, a company has a salary cost of 9%, raw materials cost 51% and overheads cost
24%. Which of the following represents the mark-up of that company?

（A）Approximately 16%

（B）Approximately 19%

（C）Approximately 116%

（D）Approximately 84%

正解：B 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

Which of the following is a description of mark-up?

（A）Profit expressed as a percentage of variable costs

（B）Profit expressed as a percentage of the selling price

（C）Profit expressed as a percentage of fixed costs

（D）Profit expressed as a percentage of costs

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

In addition to organisational power, personal power of each negotiator can influence the outcomes of a negotiation. A good negotiator can leverage different sources of power. Is this statement true?

（A）Yes, because all sources of power have similar effectiveness in every situation

（B）No, because only organisational power can be leveraged during a negotiation

（C）No, because each person has only one superior source of personal power

（D）Yes, because the good negotiator recognises his own power in a negotiation

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 8

When developing a negotiation approach, according to recognised theory (for example, Mendelow), how should stakeholders with high interest but low power be managed?

（A）Keep satisfied

（B）Minimal effort

（C）Key player

（D）Keep informed

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 9

A public agency opens a tendering process for a road building project that lasts approximately 1 year. They post their requirements on public journal and receive some interests. After conducting due diligence process and selecting the lowest bidder, the project commences. However, the supplier complains that price of material increases because of a shortage of supply, then they demands an 5% uptick in contract value. The agency investigates the increment and sees that there is indeed a fluctuation in prices of supplier's input. They are likely to accept the proposal, but they are also concerned that supplier may demand more. To avoid making another concession with the supplier, which of the following should be a priority action of the agency?

（A）Document a contract variation that only allows another concession if some specific conditions arise

（B）Disapprove supplier's demands until they finish the project

（C）Postpone the decision making until the budget is ready

（D）Seek approval from higher authority

正解：A 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

Which of the following can be prepared before a negotiation with a supplier to achieve an agreement to benefit both parties?
Zone of potential agreement
Attendee list for the negotiation talks
Walk-away point
Venue for the negotiation talks

（A）3 and 4

（B）2 and 3

（C）1 and 3

（D）1 and 2

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 11

If the price of a good is above the equilibrium price, which of the following will happen?

（A）The quantity demanded is equal to the quantity supplied and the price remains unchanged

（B）There is a shortage (i.e. an excess demand) and the price will fall

（C）There is a surplus (i.e. an excess supply) and the price will fall

（D）There is a surplus (i.e. an excess supply) and the price will rise

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 12

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 13

Which of the following are most likely to help buyer become preferred customer in supplier's perspective?
Select TWO that apply.

（A）Compliance with agreed repair lead time

（B）Onerous supplier terms and conditions

（C）Shorter payment period

（D）Reduction in delivery errors

（E）Ensuring an increased number of repeat orders

正解：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 14

Which of the following are most likely to harm trust between buyer and supplier in a commercial relationship? Select TWO that apply.

（A）Exploring a disagreement to learn from each other's insights

（B）Avoidance of submitting important documentations

（C）Resolving some conditions that would otherwise have them competing for resources

（D）Reduced response time during contract performance

（E）Subjective assessment of performance

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 15

Distributive approach in negotiation is typified by which of the following?

（A）Distributive approaches are inherently inferior to integrative approaches in commercial negotiation

（B）Each party attempts to maximise the value obtained at other's expense

（C）Both parties share 50:50 of the 'pie'

（D）Both parties understand each other's goals

正解：B 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 16

What is a benefit to the buyer of having a BATNA (best alternative to a negotiated agreement) in a negotiation?

（A）To reduce financial and logistical risk for both parties

（B）To facilitate information sharing between both parties

（C）To aid detailed pre-meeting data gathering and analysis

（D）To be able to confidently walk away from an unfavorable deal

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)

L4M5 無料問題集「CIPS Commercial Negotiation」

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