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Which of the following should be done when undertaking a reflection activity on negotiation? Select TWO that apply.
Which of the following should be done when undertaking a reflection activity on negotiation? Select TWO that apply.A . Identify areas in your skill set where you need to improveB . Gloss over areas where you need to improve your skills or performanceC . Be overly modest about your contribution...
At a negotiation, which one of the following sources would help to support leverage for the buyer?
Different types of relationships impact commercial negotiations. At a negotiation, which one of the following sources would help to support leverage for the buyer?A . Legitimate powerB . Personality powerC . Powerful colleaguesD . Friends powerView AnswerAnswer: A Explanation: Legitimate power derives from formal authority or position, giving the buyer...
According to Fiona Dent and Mike Brent, which of the following are characteristics of Push approach? Select TWO that apply.
According to Fiona Dent and Mike Brent, which of the following are characteristics of Push approach? Select TWO that apply.A . InspirationalB . PersuasionC . CollaborativeD . Seeking commitmentE . DirectiveView AnswerAnswer: B, E Explanation: According to the book 'Influencing: Skills and techniques for business success' by Fiona Dent and...
Which of the following would be considered appropriate influencing techniques in contract negotiation? Select TWO that apply.
Which of the following would be considered appropriate influencing techniques in contract negotiation? Select TWO that apply.A . RatificationB . Rule ethicsC . Framing and re-framingD . ValidationE . AnchoringView AnswerAnswer: C, E Explanation: Framing and re-framing (C) and Anchoring (E) are powerful influencing techniques: Framing and re-framing (C): This...
Is this the correct course of action?
Tony is undertaking a negotiation with a strategic supplier and is frustrated by the lack of progress. He proposes using threats to get what he wants from the negotiations. Is this the correct course of action?A . Yes, Tony will get what he requires from the negotiationsB . Yes, a...
Which of the following are examples of variable costs?
Which of the following are examples of variable costs? Building and site rent Annual insurance premium Raw materials expenditure Delivery costs for materialsA . 1 and 3B . 2 and 3C . 1 and 4D . 3 and 4View AnswerAnswer: D Explanation: Raw materials expenditure (3) and delivery costs for...
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 is a source of information on microeconomic factors?
Which of the following is a source of information on microeconomic factors?A . Published economic indices such as the Retail Price Index (RPI)B . Data published by the financial markets and commodity markets and exchangesC . Analysis published in the mainstream and financial mediaD . The marketing and corporate communications...
Which influencing tactic is the supplier using?
Fast & Easy Limited, a global fast food retailer, is in a negotiation with its major meat supplier. The supplier is asking for a 2% price increase, which Fast & Easy is strongly resisting. The supplier justifies this increase by stating that currency fluctuations, an unstable economic climate, and rising...
Which of the following are variable costs?
Which of the following are variable costs?A . RentB . Loan repaymentsC . InsuranceD . PackagingView AnswerAnswer: D Explanation: Packaging is considered a variable cost because it fluctuates with the level of production or sales activity. Variable costs change directly in relation to the volume of output or service. In...
