Cips spoto sure Pass Exam L4m5 Pdf by Sierra q49 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:	373 Q&A's	Shared By:	sierra

Question 92

A purchasing manager is having a negotiation with a supplier to extend the duration of the contract. In order to persuade the supplier to cut the cost by 10%, she promises to shorten the payment period from

45 days to 30 days for each delivery. The supplier's representative does not agree the offer and clearly states that his proposed price is already lower than the market price. The purchasing manager has

used which type of power?

Options:

Reward

Expertise

Coercive

Informational

Discussion

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Question 93

During a negotiation, Jose Gomez, the salesperson for a strategic supplier, states that his sales director will not approve discounts against initial purchases. However, Jose offers a 5% discount against the aftercare package, which will provide the same monetary saving. Sally Pampas requires both the product and the aftercare package and has an objective to achieve a 5% discount off the purchase price. To achieve a win-win (integrative) negotiation, Sally should:

Options:

Ask Jose to apply the 5% discount against the purchase price

Decline the offer and walk away from the negotiation

Ask Jose to apply a discount against the price

Accept the offer of a discount against the aftercare package

Discussion

Question 94

Which of the following is the most appropriate approach to investors or shareholders who have high level of influence but low interest in the running of business?

Options:

Engage and keep them satisfied

Engage and consult with them regularly

Keep these people inform through general communication media

Manage them closely