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CIPS Level 4 Diploma in Procurement and Supply Commercial Negotiation

Commercial Negotiation

Last Update May 4, 2024
Total Questions : 162

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Questions 4

The trust is built based on the other party's professional qualifications or proven or certified technical capability or experience is known as...?

Options:

A.  

Goodwill trust

B.  

Contractual trust

C.  

Irrevocable Trust

D.  

Competence trust

Discussion 0
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Haris (not set)
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Angus (not set)
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Questions 5

Which of the following are the most typical characteristics of integrative approach to negotiation? Select TWO that apply.

Options:

A.  

Positional-based

B.  

Claiming value

C.  

Interest-based

D.  

Short-term wins

E.  

Creating more value

Discussion 0
Questions 6

Are tactical ploys only used in distributive approach?

Options:

A.  

No, because tactical ploys strengthen the other party's position

B.  

No, because tactical ploys will be more effective with integrative approach

C.  

Yes, because tactical ploys will help to gain insights into the other party's interests

D.  

Yes, because they will be irritants to long-term relationship

Discussion 0
Questions 7

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

Options:

A.  

Adversarial

B.  

Partnership

C.  

Strategic alliance

D.  

Outsourcing

Discussion 0
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