L4M5試験無料問題集（277題）「CIPS Commercial Negotiation 認定」

出題：1

A public agency opens a tendering process for a road building project that lasts approximately 1 year. They post their requirements on public journal and receive some interests. After conducting due diligence process and selecting the lowest bidder, the project commences. However, the supplier complains that price of material increases because of a shortage of supply, then they demands an 5% uptick in contract value. The agency investigates the increment and sees that there is indeed a fluctuation in prices of supplier's input. They are likely to accept the proposal, but they are also concerned that supplier may demand more. To avoid making another concession with the supplier, which of the following should be a priority action of the agency?

A. Postpone the decision making until the budget is ready

B. Document a contract variation that only allows another concession if some specific conditions arise

C. Disapprove supplier's demands until they finish the project

D. Seek approval from higher authority

正解：B 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：2

Effective listening is important in integrative negotiations. Is this statement correct?

A. Yes, as it means the supplier's attempts at negotiation can be stopped quickly with reasoning

B. No, as what the other party has to say is not important

C. No, as effective listening is important only in a distributive negotiation

D. Yes, as it allows issues to be shared and understood between all parties

正解：D 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：3

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

A. Competence trust

B. Contractual trust

C. Irrevocable Trust

D. Goodwill trust

正解：A 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：4

Where can we find the data on macroeconomics?
1. From trade journal
2. From supplier's marketing catalogue
3. From stock exchange market
4. From government's statistics

A. 1 and 3 only

B. 1 and 2 only

C. 2 and 4 only

D. 3 and 4 only

正解：D 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：5

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 on 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...

A. Decline the offer and walk away from the negotiation

B. Ask Jose to apply a 15% discount against the purchase price

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

D. Accept the offer of a 5% discount against the aftercare package

正解：D 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：6

To buying organisation, savings can be achieved from different saving levers or tactics. Which of the following are means that deliver savings through optimising specifications?

A. Compare total cost of ownership

B. Volume pooling

C. Part substitution

D. Budget linkages

E. Value engineering

正解：C,E 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：7

Which of the following is the best description of direct cost?

A. Direct costs are only variable raw materials that constitute a product

B. Direct costs include only raw materials and labour of making the final product

C. Direct costs include raw materials, labour and other expenses attributable to the final product

D. Direct costs include raw materials, labour and overheads

正解：C 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：8

Which of the following is the purpose of using stakeholder support level scale?

A. To identify stakeholder's needs and expectations

B. To identify key stakeholders

C. To estimate the gap and the progress towards desired levels of support

D. To identify stakeholder level of influence and interest and plot them on stakeholder map

正解：C 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：9

What is the most likely outcome when two organisations with adversarial relationship negotiate with each other?

A. Win lose

B. Win win

C. Deadlocked

D. Lose lose

正解：A 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：10

Which of the following will positively affect reputational strength of an organisation? Select TWO that apply.

A. Adopting out-of-date technology

B. Strong customer focus

C. Weak internal coordination

D. Great gap between reputation and reality

E. High ethical standards

正解：B,E 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：11

The bargaining power of buyers is likely to be high in relation to suppliers in which of the following situations?

A. The buyer spend is a low proportion of the supplier's revenue

B. The buyer is large in size relative to the supplier

C. The buyer demand is urgent and cannot be postponed

D. The buyer does not have the option to make as an alternative to buy

正解：B 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：12

A supplier can produce a product for $160. The supplier sells the product to their client for $240, making a profit before tax of $80 on the transaction. What is the mark-up profit percentage earned by the supplier on this transaction?

A. 159%

B. 67%

C. 33%

D. 50%

正解：D 解答を投票する

出題：13

Which of the following constitutes a key element to developing high-trust supplier relationships?

A. Supplier audits

B. Information gathering

C. Contract management

D. Delivering on commitments

正解：D 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：14

Which of the following are signs indicating that the trust between buyer and supplier has improved? Select TWO that apply.

A. Cost overruns

B. Decreasing percentage of missed delivery overtime

C. Less frequent communication on business requestsDuplication of effort

D. Transparent decision making process

正解：B,D 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：15

In what circumstances is the bargaining power of suppliers likely to be high, in relation to buyer power?
Select the THREE that apply:

A. The supplier has highly specialized machinery

B. The demand is not urgent

C. The buying firm is large in comparison to the supplier

D. The product the buyer requires is undifferentiated

E. The number of suppliers is limited

F. The volume required is low

正解：A,E,F 解答を投票する

出題：16

The sourcing manager has decided to adopt an adversarial style of negotiation to take advantage of the buyer' s greater bargaining power over the suppliers. In what other circumstances should an adversarial relationship be used?

A. When the issues concerned are non-negotiable, for example, health and safety commitments

B. In all forms of negotiation as each party is always trying to gain advantage over the other

C. In a monopoly market as the supplier will respond by conceding quantity discounts

D. When the supplier is likely to respond with further concessions to maintain a long-term relationship

正解：A 解答を投票する

L4M5試験無料問題集「CIPS Commercial Negotiation 認定」