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NEW QUESTION 28
There are no commitments in hypothetical questions. Is this statement true?
- A. No, because hypothetical questions are made explicitly to the other party
- B. No, because the party who makes hypothetical questions cannot withdraw their proposals
- C. Yes, because hypothetical questions only mention possible situations
- D. Yes, because hypothetical questions generate a specific response
Answer: C
Explanation:
Explanation
There are four types of questions that can be used in a commercial negotiation:
Hypothetical questions, where you ask about a possible situation or abstract concept, are very useful at the testing and proposal phases. Hypothetical question does not state any commitment as it is only about 'if something happens, then ...'. This type of question can be useful at giving suggestion.
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LO 3, AC 3.3
NEW QUESTION 29
From the principled point of view about negotiation environment, which of the following is a true statement?
- A. The room layout can be seen as a source of tactical advantage
- B. Advantage gained from uncomfortable negotiation environment is likely to last long after the negotiation
- C. Home advantage should not be exploited to win a temporary advantage
- D. There is no ideal negotiation environment in real life
Answer: C
Explanation:
Explanation
From a principled point of view, the focus of negotiation is on resolving the issue and not on winning temporary advantage over TOPthrough exploiting home advantage. From the principled point of view, the location and room layout should not be viewed as a source of tactical advantage and should not be used to try to gain advantage over TOP or unfairly influence them in the meeting room.
From a pragmatic point of view, not all of these elements in the ideal negotiation environment may be feasible, so the host may have to make compromises and explain these to TOP.
From a distributive point of view, the host will seek to create an advantage for themselves either explicitly or more subtly. It is arguable that any advantage gained through intentionally creating an uncomfortable environment to put short-term pressure on TOP is likely to be short-lived as TOP will likely reflect on this laterand seek means to get even.
LO 2, AC 2.4
NEW QUESTION 30
Which of the following should be adopted to minimise the conflict between parties in commercial negotiation?
- A. Ground beam
- B. Ground rules
- C. Ground zero
- D. The rule of law
Answer: B
Explanation:
Ground rules are the basic rules for doing something (Cambridge Dictionary). A negotiation goes more smoothly if ground rules are adopted. Then if something goes awry at a later time, you can point out the ground rule that has been violated.Procurement professional should seek to minimise conflict over process through agreeing 'ground rules' and approach as far as possible with the other party in advance of any negotiation meetings.
There should be two sets of ground rules: 1) groundrules for the negotiations between the two parties and 2) ground rules for the negotiating team itself. This article is about the negotiating team ground rules.
The rule of law is the condition in which all members of society, including its political leaders, accept the authority of the law.
Ground zero describes the point on the Earth's surface closest to a nuclear detonation. In the case of an explosion above the ground, ground zero refers to the point on the ground directly below the nuclear detonation.
The Ground Beam is the beam which is provided usually at the foundation level to support building walls, joists, etc.
NEW QUESTION 31
Which of the following is a disadvantage of absorption costing method?
- A. Fixedcost allocated to products on the basis of the cost of activities used in producing them
- B. Variable costs are not taken into product final costs
- C. Using marginal cost of producing addition units
- D. Limited understanding of true costs incurred
Answer: D
Explanation:
Absorption costing is an approach to allocating overheads in which indirect costs are loaded or absorbed into direct costs related to specific jobs, processes or outputs, using an estimated basis of allocation.
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NEW QUESTION 32
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