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Which of the following is active listening?
Which of the following is active listening?A . Encouraging the other party to do all the talkingB . Agreeing with what the other party has to sayC . Summarising what has been saidD . Ignoring what the other party has to sayView AnswerAnswer: C Explanation: Summarising what has been said...
How can having a best alternative to a negotiated agreement (BATNA) support the buyer in a negotiation? Select THREE options that apply.
How can having a best alternative to a negotiated agreement (BATNA) support the buyer in a negotiation? Select THREE options that apply.A . It helps to be more assertive in a negotiationB . It reduces the likelihood of accepting a poor agreementC . It guarantees a win-win outcomeD . It...
Where there are high levels of commitment to relationships between both the buyer and supplier, this is seen as collaborative and beneficial to negotiations. Is this statement correct?
Where there are high levels of commitment to relationships between both the buyer and supplier, this is seen as collaborative and beneficial to negotiations. Is this statement correct?A . Yes, characteristics include risk management and strategic planningB . No, this can be classified as adversarialC . Yes, characteristics include arm's...
Which type of question should be used to receive affirmation on statement?
Which type of question should be used to receive affirmation on statement?A . OpenB . ClosedC . LeadingD . NarrowView AnswerAnswer: B Explanation: Different questioning styles can be used to elicit desired responses:
Which of the following sources of power is Mike most likely to possess?
Mike is a junior buyer who has been working for a manufacturing organisation for two years, specializing in purchasing research. Over this time, he has built good relationships within his team and with other departments. Which of the following sources of power is Mike most likely to possess?A . ReferentB...
When developing a negotiation approach, according to recognised theory (for example, Mendelow), how should stakeholders with high interest but low power be managed?
When developing a negotiation approach, according to recognised theory (for example, Mendelow), how should stakeholders with high interest but low power be managed?A . Minimal effortB . Key playerC . Keep informedD . Keep satisfiedView AnswerAnswer: C Explanation: According to Mendelow's Stakeholder Matrix, stakeholders with high interest but low power...
Which of the following are microeconomic factors? Select THREE that apply.
Which of the following are microeconomic factors? Select THREE that apply.A . Rates of taxationB . Availability of investorsC . Unemployment levelsD . Distribution channelsE . Rates of inflationF . Levels of competitionView AnswerAnswer: B, D, F Explanation: Microeconomic factors refer to elements that affect individual businesses or sectors rather...
The party being influenced may not be aware of the process happening
The party being influenced may not be aware of the process happeningA . 1 and 2 onlyB . 3 and 4 onlyC . 1 and 3 onlyD . 2 and 4 onlyView AnswerAnswer: C Explanation: A push approach typically involves exerting authority or power (1) with the party being influenced...
Venue for the negotiation talks
Venue for the negotiation talksA . 1 and 2B . 1 and 3C . 3 and 4D . 2 and 3View AnswerAnswer: B Explanation: Zone of Potential Agreement (1) and Walk-away point (3) are key elements in negotiation planning. Establishing a Zone of Potential Agreement helps identify where interests align,...
The party being influenced may not be aware of the process happening
The party being influenced may not be aware of the process happeningA . 1 and 2 onlyB . 3 and 4 onlyC . 1 and 3 onlyD . 2 and 4 onlyView AnswerAnswer: C Explanation: A push approach typically involves exerting authority or power (1) with the party being influenced...
