【新】CIPS L4M5 英国皇家采购与供应学会采购与供应四级文凭—商业谈判

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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?

It may be more difficult to buy on a credit from supplier who locates in a country with a Hyperinflation? Is this assumption true?

Which of the following stages of the CIPS Procurement Cycle are typically where commercial Negotiations take place? Contract management and improvement Develop tender documentation Market sector analysis Contract award and implementation

Which of the following constitutes a key element to developing high-trust supplier relationships?

The sourcing manager has decided to adopt an adversarial style of negotiation to take advantage of The buyer's greater bargaining power over the suppliers. In what other circumstances should an Adversarial relationship be used?

Ranjit is a facilities category buyer for a hospital in the UK and is managing an overseas sourcing Project for security guard clothing and personal protective equipment. Ranjit is aware that foreign Exchange fluctuations can create risk for his organisation and would like to remove this risk. Ranjit has asked the international suppliers to quote in GBP sterling. Will Ranjit’s approach Remove the fluctuation risk for the hospital?

- [3.2 - The use of persuasion methods] 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?

An integrative Negotiation style involves ...

XYZ Ltd decides to go to market for a cleaning contract to service a number of offices. It knows That it will get a price which may, or may not, be better than the one it is currently paying. To Gain leverage in the marketplace, the organisation decides to add other related services to the Scope, such as gardening, security and maintenance, which increase the value of the contract. This Is an example of which forms of spend consolidation?

Are tactical Ploys only used in distributive approach?

Under EU public procurement directives, which of the following are procedures in which there is no Commercial negotiation allowed?

A procurement expert has been asked to ensure they consider emotional intelligence in their Negotiation strategy. They have agreed to this and have started planning their approach. Which of The following describes emotional intelligence?

Citywide Developments Ltd (CDL) is a construction programme management company that delivers high- Value property development schemes. CDL uses named consultant design services in contracts. Recently, consultancy day rates have increased. Which of the following tradeable concessions could CDL offer when negotiating with suppliers to achieve lower rates, without lowering service quality?

Which of the following tactics would be appropriate in an integrative negotiation?

When is the best time in procurement process in which procurement should get involved so that the Cost- saving opportunities are the greatest?

Jayden works as a procurement manager for a large IT organisation. They are currently in their Third round of negotiations with an increasingly frustrated software solutions provider. Ben is Representing the supplier. Jayden has made eye contact in the latestmeeting to confirm his Understanding of each of Ben's points. What communication technique is Jayden demonstrating?

Which of the following is the internal factor that is taken into price of a product?

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 procurement manager is considering accepting a fixed price agreement for 12 months with an IT Supplier. What are the advantages of fixed price agreements? Select TWO that apply.

End users are the only stakeholders that are involved in the preparation of a negotiation. Is this Statement true?

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