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Commercial Negotiation

Last Update Dec 25, 2024
Total Questions : 223 With Methodical Explanation

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Commercial Negotiation Questions and Answers

Questions 1

After studying Thomas-Kilmann conflict resolution model and considering different approaches carefully, the procurement team of XYZ Ltd. decides to adopt an avoiding approach to the upcoming negotiation with one of their suppliers.Which of the following will be the objective of XYZ procurement team in this negotiation?

Options:

A.

Yielding the supplier's point of view

B.

Postponing the issue

C.

Seeking a quick middle-ground position

D.

Confronting and trying to find a creative solution immediately

Questions 2

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

Options:

A.

May shift position quickly

B.

May be too assertive

C.

Focuses on the facts and not the people

D.

Very precise

Questions 3

According to Fiona Dent and Mike Brent, which of the following are characteristics of Push approach? Select TWO that apply.

Options:

A.

Inspirational

B.

Persuasion

C.

Collaborative

D.

Seeking commitment

E.

Directive