CIPS L4M5 Commercial Negotiation Exam Practice Test

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Total 163 questions

Question 1

Which of the following is considered a weakness of a 'dealer' style negotiator?

Answer : A

Question 2

Ma Bell was the sole provider of landline telephone service to most of the US in 1980s. This is an example of...?

Answer : B

Question 3

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

Answer : C, E

Question 4

Which of the following is most likely to be a reason why a supplier charges its customer higher price after it has reached the break-even point?

Answer : A

Question 5

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

Answer : D, E

Question 6

Jane is planning for a forthcoming negotiation with a key supplier. She has learned what are important to the supplier and what are important to her company from previous contracts between them. In order to avoid negotiation deadlocks, she has set up several concession plans. But Jane has little experience in dealing with suppliers and doesn't know when to trade these concessions. When is the best time in a negotiation to trade concessions?

Answer : C

Question 7

Commercial negotiation ends at the award of a contract. Is this statement true?

Answer : C

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Total 163 questions