L4M5試験無料問題集（308題）「CIPS Commercial Negotiation 認定」

出題：1

Which of the following are macroeconomic factors that may have influence to the commercial negotiation?
Select TWO that apply

A. Bargaining power of supplier

B. Supply curve

C. Unemployment rate

D. Rising import tariffs

E. Equilibrium price

正解：C,D 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：2

Freefields Housing Authority (FHA) is a housing provider that has outsourced a range of management services using fixed-price long-term contracts. FHA's regular supplier credit reviews have identified that some key outsourced service suppliers are at risk of insolvency due to high inflation rates observed in the macroeconomic climate. Which of the following actions would enable FHA to reduce this risk for the lifetime of the affected contracts?

A. Allow affected suppliers to review and resubmit their fixed costs

B. End the contracts and procure the services

C. Offer advance payment terms to the affected suppliers

D. Introduce indexation of contracts linked to the Consumer Prices Index

正解：D 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：3

Which of the following best describes Leverage quadrant in Kraljic matrix?

A. High complex, low importance

B. Low risk, low importance

C. Low risk, high importance

D. High value, high complex

正解：C 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：4

Hammad Alsuwaidi is a procurement professional leading a negotiation for a vehicle rental contract. Hammad has a clear goal to negotiate a two-year contract in exchange for a minimum of a 20% discount. During the negotiation, Hammad presents to the supplier the facts, figures, and justification for a 20% discount. Which of the persuasion methods below has Hammad chosen?

A. Collaborative

B. Visionary

C. Push

D. Pull

正解：C 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：5

Which of the following are variable costs?

A. Packaging

B. Loan repayments

C. Rent

D. Insurance

正解：A 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：6

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

A. To aid detailed pre-meeting data gathering and analysis

B. To be able to confidently walk away from an unfavorable deal

C. To facilitate information sharing between both parties

D. To reduce financial and logistical risk for both parties

正解：B 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：7

Which of the following are behaviours that builds trust between the buyer and the supplier in business relationship? Select TWO that apply.

A. Commercial espionage

B. Tendency to blame other party

C. Conducting transparent procurement process

D. Over-inflated contingency funds

E. Allowing supplier to involve in early product development

正解：C,E 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：8

The procurement manager of a private healthcare provider is running an IT project. Who would be the stakeholders?
* General public
* Pharmaceutical suppliers
* Senior Management
* Software support developers

A. 1 and 3 only

B. 1 and 2 only

C. 2 and 4 only

D. 3 and 4 only

正解：D 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：9

Which of the following are tactics of distributive bargaining?
* Withholding information that may open up common ground
* Coercing the other party to accept your position
* Finding common ground between parties
* Being open about all your common needs

A. 2 and 3 only

B. 1 and 2 only

C. 3 and 4 only

D. 1 and 4 only

正解：B 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：10

One difference between perfect competition and monopolistic competition is that...?

A. Firms in monopolistic competition face a downward-sloping demand curve

B. Monopolistic competition has no barriers to entry

C. In perfect competition, firms produce slightly differentiated products

D. A perfectly competitive industry has fewer firms.

正解：A 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：11

Which of the following are internal factors when a supplier is making its pricing decision?
Price elasticity of demand
Environmental legislation
Risk management
The stage in the product life cycle

A. 2 and 3 only

B. 1 and 2 only

C. 3 and 4 only

D. 1 and 4 only

正解：C 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：12

A skilled negotiator will use a range of questioning techniques in a negotiation. If they wished to explore options with the other party without making any formal commitment, which type of question style would they use?

A. Multiple

B. Leading

C. Reflective

D. Hypothetical

正解：D 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：13

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

B. No, this approach requires honest and open discussion

C. Yes, the buying organisation must maximise its gain, even at the detriment of the other party

D. No, holding back information will prompt the supplier gain higher negotiation power

正解：B 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：14

Which of the following are most likely to turn buying organisation into an unattractive customer in supplier's perspective? Select TWO that apply.

A. Demands for kickback

B. Adopting clear and concise CSR policies

C. Unclear tender award criteria

D. Using SRM technology

E. Reduced paperwork in procurement processes

正解：A,C 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：15

Can a party gain huge advantages in negotiation from setting room layout?

A. No, because the advantages gained from manipulating room layout are short-lived

B. Yes, because the host can freely manipulate the other party's mind through setting room layout

C. Yes, because the other party can capitulate to the host

D. No, because room layout contributes nothing to the negotiation outcomes

正解：A 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：16

Which of the following is the area where two or more negotiating parties may find common ground?

A. Zone of proximal development

B. Zone of potential agreement

C. Walk away area

D. Best alternative to a negotiated agreement

正解：B 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：17

Which of the following are most likely to be macro factors that may influence the balance of power in commercial negotiation? Select THREE that apply.

A. Purchasing spend volume

B. Economic growth rates

C. Disruptive technologies

D. Intensity of competition in a industry

E. Sustainability of natural resources

F. Number of substitute products or services

正解：B,C,E 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

L4M5試験無料問題集「CIPS Commercial Negotiation 認定」