Which of the following should be adopted to minimise the conflict between parties in commercial negotiation?
Answer(s): D
Ground rules are the basic rules for doing something (Cambridge Dictionary). A negotiation goes more smoothly if ground rules are adopted. Then if something goes awry at a later time, you can point out the ground rule that has been violated. Procurement professional should seek to minimise conflict over process through agreeing 'ground rules' and approach as far as possible with the other party in advance of any negotiation meetings.There should be two sets of ground rules: 1) ground rules for the negotiations between the two parties and 2) ground rules for the negotiating team itself. This article is about the negotiating team ground rules.The rule of law is the condition in which all members of society, including its political leaders, accept the authority of the law.Ground zero describes the point on the Earth's surface closest to a nuclear detonation. In the case of an explosion above the ground, ground zero refers to the point on the ground directly below the nuclear detonation.The Ground Beam is the beam which is provided usually at the foundation level to support building walls, joists, etc.
A buying organisation with a low spend and the reputation for paying late might be viewed by a supplier as which of the following?
Answer(s): B
To answer this question, you should know The seller's perspective as in 'How to Negotiate Professionally':In the scenario, the buyer's spend is low, while they seem unattractive to seller (as they tend to pay late). So the buyer is classified as Nuisance in seller's perspective.
Which of the following are examples of connected stakeholders in a private organisation? Select TWO that apply.
Answer(s): A,E
Connected stakeholders are those who, by contractual or commercial relationships, have a significant stake in organisation activity. As a general rule, connected stakeholder (with the exception of suppliers) have a low level of influence on procurement negotiations. Examples of connected stakeholders are: suppliers, customers, bank where the organisation opens its account, shareholders.
Are tactical ploys only used in distributive approach?
There are many tactics and ploys that can be used to persuade others, particularly those not trained in negotiation. But in general these tactics should be used with care, as they can backfire; and in situations where a long-term relationship is desired, they can be, if detected, become an irritant to TOP.Tactics are particularly effective if and when you are dealing with untrained negotiators, in consumer's buying situation and in once-off encounter.
What is the most likely outcome when two organisations with adversarial relationship negotiate with each other?
Answer(s): C
An adversarial relationship in purchasing and supply arises when identical or equivalent good or services are available from competing suppliers and buyers/sellers are trying to gain an advantage over each other. Low levels of trust are characteristic of adversarial relationships. The outcome when two organisations with adversarial negotiate is most likely to be win-lose.
Adversarial purchasing - WikipediaCIPS study guide page 32-35
Post your Comments and Discuss CIPS L4M5 exam prep with other Community members:
Our website is free, but we have to fight against AI bots and content theft. We're sorry for the inconvenience caused by these security measures. You can access the rest of the L4M5 content, but please register or login to continue.