Commercial Negotiation
Last Update 4 days ago
Total Questions : 377
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A new manager has been appointed with responsibility for an organisation's category which has major impact on organisational cost base and there are little competitions in the supply market. They have an objective to improve supplier cost structures over time. Which of the following should they carry out first?
A breakeven analysis uses which of the following aspects as part of the analysis?
Langham Industries is seeking to expand its operations globally. The CEO has asked the procurement department to engage in a macroeconomic analysis for its potential new supply chain to meet organisational objectives and outcomes. Which of the following would be a source of macroeconomic data?
Any commercial negotiation process has only three potential stakeholders: procurement, the budget holders, and the users. Is this TRUE?
A negotiation meeting commences with the supplier asking the buyer ‘How do you feel about the service you receive from us currently?’ The supplier then asks ‘What do you think about our latest products?’ followed by ‘How do we compare with other suppliers you use?’ The supplier is using which type of questions?
Which of the following is the first step in the development of negotiation strategies?
Which of the following are most likely to be sources of conflict that can emerge from the process of commercial negotiations? Select TWO that apply.
Which of the following is most likely to be a reason why a supplier charges its customer higher price after it has reached the break-even point?
Which of the following are sources of power in organisational relationships?
Coercive power
Intruded power
Referent power
Tactical power
An organisation is developing the specification for a capital purchase project. An important stakeholder has doubt on the draft specification. The buyer invites him to the product function meetings. In these meeting the attendees can raise their concerns, the specification development team takes in all the concerns and adjusts the specification accordingly. What kind of technique is the specification development team using?
TESTED 19 Jan 2026
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