CIPS L4M5 - Commercial Negotiation
Which of the following are most likely to harm trust between buyer and supplier in a commercial relationship? Select TWO that apply.
Which of the following are intangible values created by trust in business relationships? Select TWO that apply.
Which of the following are most likely to help buyer become preferred customer in supplier's perspective? Select TWO that apply.
Which type of question should be used to receive affirmation on statement?
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?
A negotiation is coming to the end. Both parties haven't had any official commitments. Right before leaving the room, the buyer strongly disagrees with supplier's set up prices and requests a discount. The supplier doesn't reply but nods and smiles. Can the buyer consider these actions as an acceptance?
Citywide Developments Ltd (CDL) is a construction programme management company that delivers high-value property development schemes. CDL uses named consultant design services in contracts. Recently, consultancy day rates have increased. Which of the following tradeable concessions could CDL offer when negotiating with suppliers to achieve lower rates, without lowering service quality?
In which of the following scenarios could you adopt a distributive-based negotiation approach?
Which of the following is the true statement?
Which of the following is important during the proposing stage of a negotiation?