최신 L5M15 무료덤프 - CIPS Advanced Negotiation

A. No - some risks should be tracked and accepted.

B. Yes - there should be no risks in a negotiation.

C. No - all risks should be monitored but not mitigated.

D. Yes - all risks should be removed before negotiation.

A. No - haggling and coercive behaviour can only lead to a lose-lose outcome.

B. Yes - both parties achieve their objectives.

C. No - a win-win outcome requires both parties to achieve their objectives through a value-creating approach.

D. Yes - this is the most effective way to ensure a win-win outcome.

A. Kraljic

B. Five Forces

C. SWOT

D. Relationship Spectrum

A. Party A offers a discount for better payment terms.

B. Party A offers a larger delivery, and Party B agrees to pay 50% upfront while Party A waives the delivery charge.

C. Party A walks away, and Party B offers a concession to continue talks.

D. Party A agrees a 2% discount and Party B accepts.

A. Knowledge

B. Financial acumen

C. Computer skills

D. Influencing skills

A. Financial

B. Operations and logistics

C. Technology development

D. Marketing and sales

A. Yes - strategy flows from the tactics.

B. Yes - to develop a negotiation strategy you should consult with key stakeholders before deciding on tactics.

C. No - tactics are a high-level plan designed to achieve a long-term goal.

D. No - tactics are achieved following the strategy.

A. Parties should focus on achieving the best possible outcome.

B. Parties should use constructive influencing behaviours.

C. Parties should never disagree with each other.

D. Parties should meet in a neutral location.

A. To ensure the supplier has the advantage

B. To ensure the buyer has the advantage

C. To allow the buyer to find out more about the supplier

D. To ensure negotiations run smoothly

A. Direct

B. Truthful

C. Integrity

D. Transparent