QUESTION: 9

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

Yes, because the host can freely manipulate the other party's mind through setting room layout
No, because the advantages gained from manipulating room layout are short-lived
Yes, because the other party can capitulate to the host
No, because room layout contributes nothing to the negotiation outcomes

Answer(s): B

Explanation:

Essentially, for trained negotiators under most circumstances, the physical locations of negotiations and the room layout should not make much difference to the outcomes of the meeting. It is reasonable to assume that most commercial negotiations are based at least initially on a principled- or pragmatic-type approach. It is arguable also that any advantage gained through intentionally creating an uncomfortable environment to put short-term pressure on TOP is likely to be short-lived as TOP will likely reflect on this later and seek means to get even.

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QUESTION: 10

Economic growth can be measured by...?

The PPI
GDP
The CPI
SBLI

Answer(s): B

Explanation:

Gross Domestic Product (GDP) is the monetary value of the goods and services manufactured or supplied in a financial period. In general terms, when the GDP rate falls or slows down, there will be a fall in demand for goods and services demanded in the economy, with a fall in firms' revenue and profit margins.
When GDP is rising, there will be an increase in demand. Consumer Price Index (CPI) is weighted measurement that evaluates the average cost of a basket of goods bought by a consumer.
Producer Price Index (PPI) is average changes in prices that a producer receives in return for its goods or services.
Small Business Lending Index (SBLI) is an indicator of small business lending trends.

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QUESTION: 11

Which of the following is considered a strength of a `logical' style negotiator?

Assertive
Methodical
Friendly and accessible
Interrelate issues easily and make quick decisions

Answer(s): B

Explanation:

A useful and simple shorthand for preferred negotiation styles is summarised by four simple descriptor: 'warm', 'tough', 'logical' and 'dealer', which can be applied to describe individuals' dominant preferred style in most circumstances.
Warm - a people person
Tough - a hard-nosed negotiator
Logic - a numbers person
Dealer - a trader who loves bargaining
Strengths, weaknesses of logical style are described below:

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QUESTION: 12

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

Demands for kickback
Reduced paperwork in procurement processes
Adopting clear and concise CSR policies
Unclear tender award criteria
Using SRM technology

Answer(s): A,D

Explanation:

Becoming a preferred customer to supplier's perspective can increase the purchaser's leverage in negotiation. Beside the size of buying organisation or its spend, the following may be sufficient to differentiate the buyer from other buying organisations:
Simple procurement processes: Using SRM technology may help to simplify the process

Simple contracting processes
Clear and concise documentation: Reduced paperwork helps both supplier and buyer save their time and resources.
Absence of onerous supplier terms and conditions
On-time payment
Transparent processes: Unclear tender award criteria can be seen as opaque. Suppliers who attended the tendering processes cannot know the reasons why their bids are rejected and hesitate to attend other tendering.
Ethical behaviour: Suppliers may prefer a buyer who adopts CSR policy because they can predict potential customer's behaviour. Demands for kickback are unethical behaviours.

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QUESTION: 9

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