Commercial Negotiation
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Total Questions : 317
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In a commercial negotiation, a procurement professional negotiates on his company's behalf. The power of buying organisation is the only factor that influences the behaviours of the other party. Is this assumption true?
Which of the following constitutes a key element to developing high-trust supplier relationships?
When prices of input materials increase, supply curve shifts to the left while demand remains stable. The shift of supply will tend to cause which of the following?
Which characteristics are likely to feature within an integrative negotiation?
Maximising the other party’s outcome to enhance relationships
Maximising joint outcomes
Short-term focus
Pursuit of goals held jointly with other party
Ranjit is a facilities category buyer for a hospital in the UK and is managing an overseas sourcing project for security guard clothing and personal protective equipment. Ranjit is aware that foreign exchange fluctuations can create risk for his organisation and would like to remove this risk. Ranjit has asked the international suppliers to quote in GBP sterling. Will Ranjit’s approach remove the fluctuation risk for the hospital?
Which of the following will positively affect reputational strength of an organisation? Select TWO that apply.
Which of the following are signs indicating that TOP is using coercive power in commercial negotiation? Select TWO that apply.
An oil refinery plant imports much of its crude oil from overseas. A procurement manager in the refinery suggests that fixing the crude oil contract price for 36 months would be beneficial for the company. Would this be a right thing to do?
TESTED 25 Jun 2025
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