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Free L4M5 Exam Braindumps (page: 6)

Page 6 of 70
PDF with 223 Questions

The sourcing manager has decided to adopt an adversarial style of negotiation to take advantage of the buyer's greater bargaining power over the suppliers. In what other circumstances should an adversarial relationship be used?

  1. When the supplier is likely to respond with further concessions to maintain a long-term relationship
  2. In all forms of negotiation as each party is always trying to gain advantage over the other
  3. In a monopoly market as the supplier will respond by conceding quantity discounts
  4. When the issues concerned are non-negotiable, for example, health and safety commitments

Answer(s): D

Explanation:

An adversarial style is appropriate when issues are non-negotiable, such as health and safety commitments (D). In these scenarios, compliance is required without compromise, and a firm stance may be necessary. This aligns with CIPS guidance, where adversarial tactics are used in non- negotiable contexts to enforce strict standards.



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?

  1. Leading
  2. Hypothetic
  3. Reflective
  4. Multiple

Answer(s): B

Explanation:

Hypothetical questions are used to explore options or scenarios without making commitments. This technique allows negotiators to understand the other party's preferences and limitations by presenting hypothetical situations, as recommended in CIPS guidelines for negotiation questioning techniques.



Where a negotiator uses numerical reasoning with facts as part of their negotiation approach, which of the following techniques will they be adopting?

  1. Threat
  2. Logic
  3. Emotion
  4. Power

Answer(s): B

Explanation:

Using logic involves applying numerical data and factual evidence to support arguments in a negotiation. Logical reasoning appeals to objective analysis rather than emotional or coercive tactics and is effective in convincing the other party through structured, fact-based arguments, aligning with CIPS's guidance on logical negotiation techniques.



Which of the following is a description of mark-up?

  1. Profit expressed as a percentage of the selling price
  2. Profit expressed as a percentage of costs
  3. Profit expressed as a percentage of fixed costs
  4. Profit expressed as a percentage of variable costs

Answer(s): B

Explanation:

Mark-up is defined as profit expressed as a percentage of the cost. It calculates the profit margin based on the cost price rather than the selling price, which allows companies to determine how much they are earning over their production or purchase costs. This aligns with standard accounting and CIPS definitions of mark-up in procurement contexts.






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