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

出題：1

Which one of these key approaches could be pursued for a successful negotiation of a commercial agreement?

A. An agency approach

B. An integrated spend analysis

C. A distributed approach

D. A collaborative win-win approach

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：2

The activity of listening in a negotiation includes which of the following processes?
Hearing
Interpreting
Rapport
Influencing

A. 2 and 3 only

B. 1 and 3 only

C. 1 and 2 only

D. 2 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：3

Lina Rawlins is a senior buyer working for a medical equipment company. Lina is in charge of the company's largest supplier account, Great Barrington Gas (GBG), a medical equipment supplier. Recently GBG's performance has declined, which has led to an increasing number of rejected items. Lina is aware of the seriousness of this, given the nature of the item, and has asked GBG to attend an urgent meeting. In the meeting, Lina asked the GBG representative "Can you tell me exactly what you are doing to ensure quality?" What type of question is Lina asking?

A. Leading

B. Reflective

C. Probing

D. Hypothetical

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

Which of the following are intangible values created by trust in business relationships? Select TWO that apply.

A. Frequent conflict escalation

B. Positive feedbacks from customers

C. Higher revenues

D. More focus on core business

E. Increasing response time to request

正解：B,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：5

Which of the following is active listening?

A. Ignoring what the other party has to say

B. Encouraging the other party to do all the talking

C. Summarising what has been said

D. Agreeing with what the other party has to say

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：6

A supplier's mark-up on all products is 25%. Supplier's profit margin is...?

A. 20%

B. 15%

C. 75%

D. 30%

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：7

Maria has adopted an adversarial style relationship with her stationery supplier. This relationship style can be characterised by which of the following? Select the TWO that apply.

A. Minimal sharing of information

B. Degree of mutual commitment

C. Requirement to secure quality of supply

D. Requirement to exceed expectations

E. Use of power to seek the best possible deal

正解：A,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

Maria is a professional services category buyer within the National Health Service. Due to the severe financial budget cutbacks the National Health Service is facing, the procurement team has been tasked with achieving cost savings so that funding available can be spent on patient care. Maria plans to achieve savings with one of her collaborative suppliers. Which negotiation approach should she undertake?

A. Win-Lose

B. Win-Win

C. Lose-Lose

D. Win-Perceived Win

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：9

Power is used only in adversarial negotiation situations to secure a 'win' outcome against the other side. Is this statement correct?

A. No, the use of power can be necessary in integrative negotiations to help overcome time-wasting issues

B. Yes, all negotiations entail a commercial contest which is always adversarial, as the powerful side gains

C. Yes, it only in adversarial negotiation that the use of power is necessary, because of the win-lose outcome

D. No, the use of power is not important in commercial negotiations as each side only looks for areas of agreement

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 are features of a single-sourced type of relationship on the relationship spectrum?
Exclusivity granted in relation to a particular product
The supplier is an oligopoly market structure
The supplier is trusted and collaborative
Framework contracts are used to identify the supplier

A. 2 and 3 only

B. 1 and 3 only

C. 1 and 2 only

D. 2 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：11

Before engaging in a negotiation with a supplier of rechargeable lights, procurement team tries to visualise the breakdown of supplier's costs to calculate its break-even point. They estimate that total fixed expenses related to rechargeable electric light are $270,000 per month and variable expenses involved in manufacturing this product are $126 per unit. The supplier charges its customer $180 per unit. Within its current capacity, this supplier will make a profit at which of the following?

A. Exactly 5,000 units are sold per month

B. More than 1,500 units are sold monthly

C. More than 5,000 units are sold monthly

D. Exactly 1,500 units are sold monthly

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

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, a long-term relationship is not required with the supplier

B. No, a long-term relationship built on trust is required with the supplier

C. Yes, Tony will get what he requires from the negotiations

D. No, it does not guarantee Tony will get what he requires from the negotiations

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

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：14

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：15

A breakeven analysis uses which of the following aspects as part of the analysis?

A. Buying cost minus variable cost per unit

B. Fixed cost

C. Selling price minus variable cost per unit

D. Variable cost

正解：B,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：16

Why is rapport building with the supplier important during the opening phase of a negotiation?

A. To assert dominance and to show who is in control of the meeting

B. To persuade the supplier to accept concessions more readily

C. To establish trust and common ground between the parties

D. To test the other party on their position and willingness to collaborate

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：17

Which of the following are sources of personal power?
* Legitimate power
* Strategic power
* Expert power
* Leverage power

A. 2 and 3 only

B. 1 and 3 only

C. 1 and 2 only

D. 2 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：18

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. Leading

B. Reflective

C. Closed

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)

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