Question 1

Which of the following should be done by the procurement team at the closing stage of a negotiation? Select TWO that apply.

Options :

A : Gloat publicly about the deal

B : Seek agreement in principle if TOP does not have the final authority

C : Tell TOP that they could have got a better deal

D : Accept ambiguity or uncertainty

E : Leave the meeting as soon as possible

Answer: B,E

Question 2

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 transport costs have necessitated this increase. Which influencing tactic is the supplier using?

Options :

A : Rational persuasion

B : Inspirational appeal

C : Coalition

D : Personal appeal

Answer: A

Question 3

Which of the following are examples of variable costs?

Building and site rent

Annual insurance premium

Raw materials expenditure

Delivery costs for materials

Options :

A : 1 and 3

B : 2 and 3

C : 1 and 4

D : 3 and 4

Answer: D

Question 4

Which of the following are most likely to be abilities of a person with high emotional intelligence? Select TWO that apply.

Options :

A : Complex idea comprehension

B : Controlling one's own emotions

C : Perceiving how others feel

D : Reasoning and problem solvingAbstract thinking

Answer: B,C

Question 5

Effective listening is important in integrative negotiations. Is this statement correct?

Options :

A : Yes, as it allows issues to be shared and understood between all parties

B : Yes, as it means the supplier's attempts at negotiation can be stopped quickly with reasoning

C : No, as what the other party has to say is not important

D : No, as effective listening is important only in a distributive negotiation

Answer: A