CIPS L4M5 - Commercial Negotiation
Which of the following should be done by the procurement team at the closing stage of a negotiation? Select TWO that apply.
Jane is planning for a forthcoming negotiation with a key supplier. She has learned what are important to the supplier and what are important to her company from previous contracts between them. In order to avoid negotiation deadlocks, she has set up several concession plans. But Jane has little experience in dealing with suppliers and doesn't know when to trade these concessions. When is the best time in a negotiation to trade concessions?
All of the following shift the supply of watches to the right except...?
Which of the following will positively affect reputational strength of an organisation? Select TWO that apply.
In general, which of the following is the consequence of a flatter demand curve?
Which of the following are examples of variable costs?
Commercial negotiations on price cover various aspects, including pricing arrangements. A buyer may negotiate a fixed-price agreement. Why is a fixed-price agreement advantageous to the buyer?
A procurement manager considers using an integrative negotiation approach with shortlisted suppliers. Which factor favours such an approach?
In order to mitigate all risks involved in the negotiation process, the buyer only needs to undertake pre-negotiation research on the supply market and establish a BATNA. Is this a correct suggestion?
When implementing value analysis or value engineering, which of the following acronyms reminds both buyer and supplier of ideas on removal, substitution and design-out of cost elements?
