L4M5試験無料問題集（225題）「CIPS Commercial Negotiation 認定」

出題：1

Which of the following is considered a weakness of a 'dealer' style negotiator?

A. Very precise

B. May shift position quickly

C. Focuses on the facts and not the people

D. May be too assertive

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：2

Which of the following are common forms of collaborating approach in Thomas-Kilmann conflict resolution model? Select THREE that apply.

A. Yielding to another's point of view

B. Resolving some conditions that would otherwise have them competing for resources

C. Trying to find a creative solution to current problem

D. Trying to win at any cost

E. Exploring a disagreement to learn from each other's insights

F. Seeking a quick middle-ground position

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)

出題：3

Personal power is only used in distributive approach. Is this statement true?

A. Yes, because only distributive approach to negotiation requires strong personal power

B. No, because personal power can be very helpful in integrative approach

C. Yes, because one party will abuse coercive power to maximise the gain

D. No, because only organisational power will optimise the negotiation outcomes

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：4

Which of the following should be the final step of a negotiation process if both parties cannot reach an agreement?

A. Celebrating publicly about the deal

B. Tempting TOP to reopen the negotiation

C. Reflecting on performance

D. Asking TOP for another concession

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

According to Fiona Dent and Mike Brent, which of the following are characteristics of Push approach? Select TWO that apply.

A. Inspirational

B. Seeking commitment

C. Collaborative

D. Persuasion

E. Directive

正解：D,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：6

Premium pricing strategies used by suppliers are characterised by which of the following? Select TWO that apply.

A. Premium price is determined by variable costs only

B. This strategy is often used when supplier attempts to enter new market

C. Products are charged at a price based on supplier's reputation

D. Price is based on cost structures

E. Typically found in the early part of the product life cycle

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：7

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

A. No, because end-users are external stakeholders

B. No, because budget holders also play an important role

C. Yes, because only end-users understand their demand

D. Yes, because end-users have greater expert 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：8

Which of the following are most likely to harm trust between buyer and supplier in a commercial relationship? Select TWO that apply.

A. Avoidance of submitting important documentations

B. Subjective assessment of performance

C. Resolving some conditions that would otherwise have them competing for resources

D. Reduced response time during contract performance

E. Exploring a disagreement to learn from each other's insights

正解：A,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：9

In a detailed cost breakdown, a company has a salary cost of 9%, raw materials cost 51% and overheads cost
24%. Which of the following represents the mark-up of that company?

A. Approximately 19%

B. Approximately 84%

C. Approximately 116%

D. Approximately 16%

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：10

Which of the following types of questions are likely to be the most effective to check facts in negotiations?

A. Leading

B. Closed

C. Hypothetical

D. Open

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：11

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：12

Telephone is most likely to be used for which of the following negotiations?

A. High value contract

B. Routine transactions

C. Complex one-off purchase

D. Contract for purchasing a specialised product

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：13

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. Closed questions

B. Open questions

C. Hypothetical questions

D. Probing questions

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：14

Which of the following is a true statement regarding macroeconomic factors and their potential impact on negotiations?

A. Expectations on macroeconomic prospect are always correct

B. Macroeconomic factors always directly influence the negotiations

C. Changes in macroeconomic factors may affect businesses and individuals differently

D. Macroeconomic factors cannot be influenced by anyone's expectation or sentiment

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：15

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：16

Where a negotiator uses numerical reasoning with facts as part of their negotiation approach, which of the following techniques will they be adopting?

A. Logic

B. Power

C. Emotion

D. Threat

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：17

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 fully understand another party's cost drivers and profit margins

B. An individual's ability to understand their own feelings and those of other people

C. An individual's ability to place themselves in a position of authority during a negotiation

D. An individual's ability to gain leverage by persuading the other party to agree to their terms

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：18

Which of the following is NOT a barrier to entry in a monopolized market?

A. The costs of production make a single producer more efficient than a large number of producers

B. The government gives a single firm the exclusive right to produce some good

C. A single firm is very large

D. A key resource is owned by a single firm

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)

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