Cips help2pass passed Exam Today L4m5 by Oren q65 vce pdf

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Exam Name:	Commercial Negotiation
Exam Code:	L4M5 Dumps
Vendor:	CIPS	Certification:	CIPS Level 4 Diploma in Procurement and Supply
Questions:	317 Q&A's	Shared By:	oren

Question 24

Using emotion as a technique of persuasion is ethical. Is this a true statement?

Options:

Yes, because it may appeal to the supplier’s goodwill

No, because emotions should not be involved in business agreements

Yes, because use of emotion will always lead to agreement

No, because it’s not the best route to enhance relationships

Discussion

Question 25

Distributive approach in negotiation is typified by which of the following?

Options:

Distributive approaches are inherently inferior to integrative approaches in commercial negotiation

Both parties understand each other's goals

Each party attempts to maximise the value obtained at other's expense

Both parties share 50:50 of the 'pie'

Discussion

Question 26

Maria is a professional services category buyer within the National Health Service. Due to severe financial budget cutbacks the National Health Service is facing, the procurement team has been tasked with achieving cost savings so that funding available can be spent on patient care. Maria plans to achieve savings with one of her collaborative suppliers. Which negotiation approach should she undertake?

Options:

Win-Lose

Lose-Lose

Win-Perceived Win

Win-Win

Discussion

Question 27

Which of the following are indicative behaviours of a distributive approach to negotiating?

Options:

1 and 4 only (Maintaining openness and Attempting to cast doubt)

2 and 4 only (Establishing power and Attempting to cast doubt)

1 and 3 only (Maintaining openness and Seeking understanding)

2 and 3 only (Establishing power and Seeking understanding)

Discussion

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