최신CIPS Advanced Negotiation - L5M15무료샘플문제

A. You can fully analyse the body language of the other party.

B. It results in better outcomes than face-to-face meetings.

C. It is convenient and quick.

D. Negotiators can watch facial expressions of the other party.

E. Participants can share screens.

A. The supplier will be penalised for not achieving a target cost.

B. It ensures a better relationship with the buyer.

C. It ensures cost certainty on the contract.

D. There is a shared approach to risk.

A. Yes - this is a good way to engage their active support.

B. Yes - key players need to receive regular communication.

C. No - key players have a lot of power and won't have time for meetings.

D. No - you should not over-communicate with key players.

A. BATNA

B. The nibble

C. Framing the agenda

D. Take it or leave it

A. Personality test

B. Intelligence test

C. Competence test

D. Procurement test

A. Shift the focus of the meeting in a certain direction.

B. Use a persuasive style of negotiation.

C. State the agenda first and do not deviate from it.

D. Explain the purpose of the meeting at the beginning.

A. To win.

B. To get a better price.

C. To reach an agreement.

D. To beat the other team.

A. More relative power means the negotiator can be proactive rather than reactive

B. Inequality of power is a barrier to close relationships

C. Relationships based on power should be discouraged

D. Agreements are made on mutual interest

A. Signing the contract

B. Handover from previous supplier

C. Mid-term contract

D. Negotiation

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

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

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

D. Yes - both parties achieve their objectives.