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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...
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...
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...
Which of the following describes emotional intelligence?
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?A . An individual's ability to gain leverage by persuading the other party to agree to their...
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...
What type of questions should NSPF ask HFA to achieve this?
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...
Which of the following is the persuasion method that Rose intends to use in the forthcoming conference?
Rose is a senior buyer from a skiing equipment retailer. Rose is concerned about the current ski boot shortage and the number of invoicing problems from a key supplier. She has decided to have a video conference with Victor, CEO of the supplier. Initially, she intends to threaten Victor with...
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?
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 . When the supplier is a monopolist and some advantages need to be gained from the agreementB . In a market...
Contract award and implementation
Contract award and implementationA . 1 and 4B . 1 and 3C . 3 and 4D . 2 and 3View AnswerAnswer: A Explanation: Commercial negotiations commonly take place during Contract Management and Improvement (1) and Contract Award and Implementation (4) stages. During these stages: Contract Management and Improvement (1): Ongoing...
Which of the following is considered a strength of a ‘logical’ style negotiator?
Which of the following is considered a strength of a ‘logical’ style negotiator?A . AssertiveB . MethodicalC . Friendly and accessibleD . Interrelate issues easily and make quick decisionsView AnswerAnswer: B Explanation: A useful and simple shorthand for preferred negotiation styles is summarised by four simple descriptor: 'warm', 'tough', 'logical'...
