Summer Sale Special Limited Time 65% Discount Offer - Ends in 0d 00h 00m 00s - Coupon code: v4s65

L4M5 Exam Dumps - Commercial Negotiation

Go to page:
Question # 33

Professional buyer is planning for the next negotiation of a simple one-off contract. This negotiation is typified by which of the following? Select TWO that apply.

A.

Continuous dialogue with supplier

B.

Total cost of ownership is the most important criterion

C.

Vendor ratings will be used

D.

Arm's-length approach

E.

Pricing is the most important criterion

Full Access
Question # 34

A competitive win-lose distributive approach to a negotiation is seeking to:

A.

Foster collaboration and trust between the parties to enable joint problem solving

B.

Obtain the largest possible share of resources or benefits at the expense of the other party

C.

Maximise joint gains for both parties so that resources and benefits are equally shared

D.

Compromise and split the difference so that both parties do not get what they want

Full Access
Question # 35

In airline industry, suppliers prefer to adopt dynamic pricing in order to constantly monitor and change their fares in response to market conditions. Dynamics pricing is based on which costing method?

A.

Activity-based costing

B.

Cost plus costing

C.

Absorption costing

D.

Marginal costing

Full Access
Question # 36

Maria has adopted an adversarial style relationship with her stationery supplier. This relationship style can be characterised by which of the following? Select the TWO that apply.

A.

Minimal sharing of information

B.

Requirement to exceed expectations

C.

Degree of mutual commitment

D.

Use of power to seek the best possible deal

E.

Requirement to secure quality of supply

Full Access
Question # 37

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?

A.

Yes, because smiling shows supplier's readiness in signing the deal off

B.

No, because nodding and smiling are etiquette of polite rejection

C.

No, because nodding and smiling are not clear signs of neither acceptance nor rejection

D.

Yes, because negotiator should rely on non-verbal communications only

Full Access
Question # 38

Win-lose approach is most likely to be associated with which of the following type of relationship?

A.

Adversarial

B.

Partnership

C.

Strategic alliance

D.

Outsourcing

Full Access
Question # 39

Which of the following will shift the supply curve to the right?

A.

Changes in customer taste

B.

New disruptive technology

C.

Decreased market price of substitute products

D.

Increased customers' disposable income

Full Access
Question # 40

Which of the following is definition of elasticity of demand in microeconomics?

A.

The percentage change in the quantity demanded divided by the percentage change in income

B.

The percentage change in price of a good divided by the percentage change in the quantity demanded of that good.

C.

The percentage change in the quantity demanded of a good divided by the percentage change in the price of that good

D.

The percentage change in income divided by the percentage change in the quantity demanded

Full Access
Go to page: