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Free Commercial Negotiation Practice Questions

Question # 51

Ben Dunne is a procurement manager and is responsible for a contract that supplies translation services to his organisation. Ben has the authorisation to extend the contract for a further two years, but has aimed for a further 2% discount. Ben is aware that the supplier's previous performance has been inconsistent, but during the negotiation Ben asks the supplier to present their performance to date on this contract. Which stage of the negotiation cycle is this?

Options:

A.  

Preparation

B.  

Bargaining

C.  

Agreement

D.  

Testing

Discussion 0
Question # 52

The activity of listening in a negotiation includes which of the following processes?

Hearing

Interpreting

Rapport

Influencing

Options:

A.  

1 and 2 only

B.  

2 and 3 only

C.  

1 and 3 only

D.  

2 and 4 only

Discussion 0
Question # 53

Lina Rawlins, a senior buyer, asks a supplier: “Can you tell me exactly what you are doing to ensure quality?” What type of question is this?

Options:

A.  

Hypothetical

B.  

Reflective

C.  

Probing

D.  

Leading

Discussion 0
Question # 54

Which of the following is the true statement?

Options:

A.  

External stakeholders such as suppliers can largely influence an organisation's procurement negotiations

B.  

Internal stakeholder support will be important for both negotiation and contract performance

C.  

All connected stakeholders have a low level of impact on procurement negotiations

D.  

Commercial negotiation objectives should be driven by just the instincts of procurement

Discussion 0
Question # 55

Champion Toys (CT) is negotiating a large order of luxury toys with its supplier. CT has identified that lead times, order quantities, and delivery locations are tradeables that could be used in this negotiation. At which negotiation stage should CT introduce these tradeables?

Options:

A.  

Bargaining

B.  

Opening

C.  

Closure

D.  

Proposing

Discussion 0
Question # 56

Which of the following types of relationship would possibly lead to a distributive negotiation?

Options:

A.  

Outsourcing

B.  

Partnership

C.  

Alliance

D.  

Transactional

Discussion 0
Question # 57

A supplier can produce a product for $160. The supplier sells the product to their client for $240, making a profit before tax of $80 on the transaction.

What is the mark-up profit percentage earned by the supplier on this transaction?

Options:

A.  

67%

B.  

159%

C.  

35%

D.  

50%

Discussion 0
Question # 58

Absorption costing is when the total cost per each unit of output:

Options:

A.  

Includes an allocation towards the activity cost of its creation

B.  

Includes an allocation towards indirect costs used in its creation

C.  

Includes an allocation for a proportion of total production costs

D.  

Includes an allocation of producing an additional unit

Discussion 0
Question # 59

Which characteristics are likely to feature within an integrative negotiation?

Maximising the other party’s outcome to enhance relationships

Maximising joint outcomes

Short-term focus

Pursuit of goals held jointly with the other party

Options:

A.  

1 and 3 only

B.  

1 and 2 only

C.  

3 and 4 only

D.  

2 and 4 only

Discussion 0
Question # 60

Which of the following are most likely to be indirect costs of a garment manufacturer? Select THREE that apply.

Options:

A.  

Packaging material

B.  

Textile

C.  

Zips pads

D.  

Maintenance materials

E.  

Utilities

F.  

Depreciation of machinery

Discussion 0

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