QUESTION: 53

Which of the following are examples of push techniques in commercial negotiations? Select TWO that apply.

Threat of punishment, costs and damage
Listening to, involving and supporting others
Argument based on information, logic and reason
Working together to define the problem, the goals and the best solution
Using language and imagery to `paint a picture others can see'

Answer(s): A,C

Explanation:

There are two major persuasion methods: 'push' and 'pull'. Persuasion can be defined as encouraging someone to do something that you want them to do for you. Persuasion is reasoning with someone so that they will believe or do something they might not otherwise do. Persuasion can be considered as 'pushing' on TOP so that they can accept the change in attitude or behaviour as a result of your actions.
Influence is the ability to affect the manner of thinking of another. Influence can be considered as pulling on TOP so that you achieve the same result, but TOP feels they have changed their attitude or behaviour as a result of their reflection and thinking, and not your direct actions.
There are 5 options in this question:
'Threat of punishment, costs and damage': The influencer tries to 'push' the other party to act as he/she wants by using force. This method is effective but short-lived. The influencer also risks to developing reputation for being heavy handed and dictatorial.
'Argument based on information, logic and reason': The influencer uses logic and reasons to persuade the other party. This is also known as 'Persuasive Reasoning' (Push) 'Using language and imagery to `paint a picture others can see'': The influencer seeks to influence another by understanding the other's emotions, and stimulating that party's imagination to visualise the desired future goal of the influencer. This is also known as 'visionary (pull)' 'Working together to define the problem, the goals and the best solution': In this technique, the person seeking to influence another involves the other party in the decision making process. This is known as 'collaborative (pull)'
'Listening to, involving and supporting others': In this technique, the person seeking to influence another tries to discover the other party's emotion and aims at mutual understanding. This is also a collaborative approach.

Reveal Solution Next Question

QUESTION: 54

SBL provides contract bathroom furniture and fittings for a wide variety of domestic and commercial clients. To some suppliers, SBL spend claims a large portion of their revenue. But SBL is famous for imposing draconian obligations on these suppliers.
Which of the following is most likely to be overarching objective of these suppliers to SBL?

Charge a higher price to compensate for all the pain SBL has put
Win and keep business with SBL at any costs, even without profits
Drop the business with SBL immediately
Hold on and keep SBL happy but make sure that the business is profitable

Answer(s): A

Explanation:

According to Paul Steele's 'The Seller's Perspective', customer can be classified into 4 categories as below:

In this scenario, although SBL's spend claims large portion in suppliers' revenues, their draconian treatment will reduce SBL's attractiveness in supplier's perspective. SBL falls into Exploit quadrant. With exploitable customers, suppliers tend to 'milk' the customer and charge a high price to compensate for all the pain customer put on them.

Reveal Solution Next Question

QUESTION: 55

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

The costs of production make a single producer more efficient than a large number of producers
A single firm is very large
The government gives a single firm the exclusive right to produce some good
A key resource is owned by a single firm

Answer(s): B

Explanation:

Monopolies exist in many markets in real life for very different reasons:
Ownership of a Key Resource: When one company exerts sole control over a resource that is necessary for the production of a specific product, the market may become a monopoly. For example, the only medication deemed acceptable to treat a disease comes from a particular ingredient X, and knowledge of this ingredient X is owned by a single family owned company. The company can, therefore, be said to have a monopoly over ingredient X that is needed to cure the disease because it is the only company that can produce a product deemed acceptable. Government Franchise: In certain instances, a monopoly may be explicitly created by the government if it grants a single company, whether private or government-owned, the right to conduct business in a particular market. For example, when a national railways transportation service is created by the government, in most cases they are granted a monopoly on the operation of passenger trains in the country. As a result, other firms are only able to offer passenger train services with the cooperation and/or permission of the government-owned provider. Intellectual Property Protection: Extending intellectual property protection to a company in the form of patents and copyrights is yet another way in which monopolies are created.
When a government does this, it is in fact giving a single company an exclusive right to provide a particular product / service to the market. Patents and copyrights work in providing owners of intellectual property with the right to act as an exclusive provider of a new product for a specific length of time. This creates a temporary monopoly in the market with regards to new products and services. Natural Monopoly: A market may also become a monopoly simply because it may be more cost- effective for one company to serve the whole market than to have several smaller firms in competition with one another. A company with virtually unlimited economies of scale is referred to as a natural monopoly. Such firms become monopolies due to their position and size, which makes it impossible for new entrants in the market to compete price-wise. Natural monopolies are common in industries with high fixed costs and low marginal costs of operation such as providers of television, telephone, and internet services.
In this question, 'A single firm is very large' is not enough to tell whether this market is monopolistic.

Reveal Solution Next Question

QUESTION: 56

In a commercial negotiation, a procurement professional believe that the larger the order quantity from buyer, the lower the supplier's average costs. Is this assumption true?

No, because supplier's average costs will rise as the buyer's demand increases
No, because the supplier may need to invest in new facility to meet buyer's demand
Yes, because larger order quantity will bring a considerable profit to supplier
Yes, because larger order quantity will always enable the supplier to reach its economy of scale

Answer(s): B

Explanation:

In some markets, suppliers experience peaks and troughs in demand and so buyers can increase their leverage through developing an understanding of how busy their vendor are at particular time during the year or business cycle and targetting at quieter period. Similarly, if a buyer can develop an understanding of supplier capacity and to what extent have they covered their fixed cost, they may be able to target suppliers when their average costs are likely to be lowest. Vendor's average costs will be higher at low and high capacity utilisation.

Reveal Solution Next Question

Free L4M5 Exam Braindumps (page: 14)

QUESTION: 53

Explanation:

QUESTION: 54

Explanation:

QUESTION: 55

Explanation:

QUESTION: 56

Explanation: