試験問題解答ブレーン問題集でL4M5試験問題集PDF問題 [Q124-Q146]

質問124、 Which of the following are examples of connected stakeholders in a private organisation? Select TWO that apply.

質問125、 Which of the following method should be used in negotiation if both parties want to communicate verbally and non-verbally without having to meet face-to-face?

質問126、 JCB is a large manufacturer of heavy machinery. The CPO is going to a negotiation with a Chinese supplier about procuring some major components. He is wondering about balance of power in the negotiation. Which of the following micro factors are most likely to shift the balance of power towards the buying organisation in this commercial negotiation? Select TWO that apply

質問127、 When developing a negotiation approach, according to recognised theory (for example, Mendelow), how should stakeholders with high interest but low power be managed?

質問128、 In preparation for holding negotiation meetings with existing suppliers, category manager Stephen would like to appraise the bargaining strength of his organisation. Which of the following are examples of buyer power?
Select TWO that apply:

質問129、 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?

質問130、 Which of the following is a source of information on microeconomic factors?

質問131、 Which of the following is the area where two or more negotiating parties may find common ground?

質問132、 Active listening in negotiation includes which of the following activities?
1. Hearing
2. Interpreting
3. Rapport
4. Influence

質問133、 Which of the following can be prepared before negotiation to achieve an agreement that benefits both parties?
* Zone of potential agreement (ZOPA)
* Attendee list
* Walk-away point
* Venue for the talks

質問134、 A procurement manager (PM) is preparing for a negotiation with a supplier. The PM is keen to find a way to reach an agreement with the supplier. The PM is exploring variables that they might be able to trade with the supplier, to encourage them to reduce their price. In particular, the PM is focusing on any variables that are of low value to their own organisation but could be of interest to the supplier. Their preparation focus is on which of the following aspects?

質問135、 When considering a new supply source for a product, a procurement professional will review the suppliers’ quotations before a supplier negotiation. Which of the following is a direct cost associated with the product within a potential supplier’s quotation?

質問136、 During a negotiation, the supplier requests for payment term shortened to 45 days from 60 days. Seeing that this proposal lies within the concession plan, the procurement manager asks for 5% discount in return. Is that right thing to do?

質問137、 Which of the following is the internal factor that is taken intoprice of a product?

質問138、 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?

質問139、 Which of the following should be done by the procurement team at the closing stage of a negotiation? Select TWO that apply.

質問140、 In which of the following persuasion methods, the influencer uses logics and objective reasons to persuade the others to buy into influencer’s ideas?

質問141、 Which of the following tactics would be appropriate in an integrative negotiation?

質問142、 Which of the following is a disadvantage of absorption costing method?

質問143、 Which of the following are the most typical characteristics of integrative approach to negotiation? Select TWO that apply.

質問144、 Which of the following is considered a weakness of a ‘dealer’ style negotiator?

質問145、 Which of the following are most likely to help buyer become preferred customer in supplier’s perspective?
Select TWO that apply.

質問146、 Power is used only in adversarial negotiation situations to secure a ‘win’ outcome against the other side. Is this statement correct?