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質問 88
Which of the following are intangible values created by trust in business relationships? Select TWO that apply.
- A. Frequent conflict escalation
- B. More focus oncore business
- C. Higher revenues
- D. Increasing response time to request
- E. Positive feedbacks from customers
正解: B,E
解説:
Explanation
Trust may create value as following:
Text Description automatically generated with low confidence
LO 1, AC 1.4
質問 89
Which of the following is most likely a consequence of falling interest rate?
- A. Decreaseconsumption
- B. Decrease investment
- C. Increase savings
- D. Increase aggregate demand
正解: D
解説:
If interest rate are too low and credit is too, cheap rates can fund a spending boom with consumers and businesses buying (investment) more than they can afford to pay back.
質問 90
Which of the following are common forms of collaborating approach in Thomas-Kilmann conflict resolution model? Select THREE that apply.
- A. Trying to find a creative solution to current problem
- B. Seeking a quick middle-ground position
- C. Resolving some conditions that would otherwise have them competing for resources
- D. Trying to win at any cost
- E. Yielding to another's point of view
- F. Exploring a disagreement to learn from each other's insights
正解: A,C,F
解説:
Collaborating is both assertive and cooperative. When collaborating, an individual attempts to work with the other person to find a solution that fully satisfies the concerns of both. It involves digging into an issue to identify theunderlying concerns of the two individuals and to find an alternative that meets both sets of concerns. Collaborating between two persons might take the form of exploring a disagreement to learn from each other's insights, resolving some condition that would otherwise have them competing for resources, or confronting and trying to find a creative solution to an interpersonal problem.
質問 91
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?
- A. Seeking a quick middle-ground position
- B. Postponing the issue
- C. Confronting and trying to find a creative solution immediately
- D. Yielding the supplier's point of view
正解: B
解説:
Explanation
Avoiding is unassertive and uncooperative. When avoiding, an individual does not immediately pursue his or her own concerns or those of the other person. He or she does not address the conflict. Avoiding might take the form of diplomatically sidestepping an issue, postponing an issue until a better time, or simply withdrawing from a threatening situation.
LO 1, AC 1.1
質問 92
A buying organisation with a low spend and the reputation for paying late might be viewed by a supplier as which of the following?
- A. Exploit
- B. Core
- C. Develop
- D. Nuisance
正解: D
解説:
To answer this question, you should know The seller's perspective as in 'How to Negotiate Professionally':
Chart, treemap chart Description automatically generated
In the scenario, the buyer's spend is low, while they seem unattractive to seller (as they tend to pay late). So the buyer is classified as Nuisance in seller's perspective.
質問 93
When is the best time in procurement process in which procurement should get involved so that the cost-saving opportunities are the greatest?
- A. Market consult stage
- B. Specification stage
- C. Post-tender stage
- D. Post-contract stage
正解: B
解説:
Explanation
The earlier procurement get involved in the procurement processes, the better. If procurement are involved in design at the specification stage they can feed in prices and costs to designer so they know the likely budget implication of choices made. Sending in a procurement team to negotiate at or close to the end ofthe procurement process effectively ties their hands and limits their negotiation leverage. This is illustrated in the graph below:
Chart Description automatically generated
LO 2, AC 2.1
質問 94
Which of the following are most likely to be abilities of a person with high emotional intelligence? Select TWO that apply.
- A. Controlling one's own emotions
- B. Complex idea comprehension
- C. Reasoning and problem solving
Abstract thinking - D. Perceiving how others feel
正解: A,D
解説:
Explanation
Emotional Quotient is the set of skills that enables us to make our way in a complex world - the personal, social and survival aspects of overall intelligence, the elusive common sense and sensitivity that areessential to effective daily functioning. It has to do with the ability to read the political and social environment, and landscape them; to intuitively grasp what others want and need; what strengths and weaknesses are; to remain unruffled by stress; andto be engaging. The kind of person others want to be around and follow.
EQ seeks to measure emotional intelligence and is centred on abilities such as the following:
- Identifying emotions
- Evaluating how others feel
- Controlling one's own emotions
- Perceiving how others feel
- Using emotions to facilitate social communication
- Relating to others
On the other hand, cognitive ability is defined as a general mental capability involving reasoning, problem solving, planning, abstract thinking, complex ideacomprehension, and learning from experience (Gottfredson,
1997).
LO 3, AC 3.3
質問 95
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?
- A. No, because power of supplier is the only factor that influences the other party
- B. Yes, because buyer's brand, reputation and purchasing spend largely determine the outcomes
- C. No, because personal power of negotiators also attributes tothe outcomes
- D. Yes, because the outcomes of negotiation are attributable to the buying organisation
正解: C
解説:
The assumption is false, because when aprocurement professional negotiates on behalf of his employer, he brings the power of his organisation (its brand, reputation and purchasing spend) as well his own personal power (that which is embedded within him) to the negotiation.
From a negotiation perspective, both organisational and personal power have the ability to influence the behaviours of other or the cause of event. This power is clearly core to negotiation, and of enormous important in seeking to achieve the objectives.
質問 96
In airline industry, suppliers prefer to adopt dynamic pricing in order to constantly monitor and change their fares inresponse to market conditions. Dynamics pricing is based on which costing method?
- A. Cost plus costing
- B. Absorption costing
- C. Activity-based costing
- D. Marginal costing
正解: D
解説:
Dynamic pricing is the practice of dynamically calculating the price of a product or service in order to incorporate real-time market conditions, input costs, and/or competitive perspectives. Dynamic pricing which is based on marginal costing, is used by airlines and many other organisations.
Marginal cost is the cost of producing an additional unit of output. Marginal Costing is a costing technique wherein the marginal cost, i.e. variable cost is charged to units of cost, while the fixed cost for the period is completely written off against the contribution.
質問 97
How contribution is calculated in break-even analysis?
- A. Fixed costs divided by variable costs
- B. Variable costs subtracted from fixed costs
- C. Variable costs subtracted from price
- D. Price minus fixed costs
正解: C
解説:
Contribution = Price - Variable cost
Break-evenpoint (volume) = Fixed cost/Contribution
質問 98
In addition to organisational power, personal power of each negotiator can influence the outcomes of a negotiation. A good negotiator can leverage different sources of power. Is this statement true?
- A. No, because each person has only one superior source of personal power
- B. Yes, because allsources of power have similar effectiveness in every situation
- C. No, because only organisational power can be leveraged during a negotiation
- D. Yes, because the good negotiator recognises his own power in a negotiation
正解: D
解説:
Explanation
Both organisational and personal power have the ability to influence the outcomes of negotiation. Good negotiators recognises the different sources of relative personal power they possess in a negotiation. There is no one superior source of personal power; they will vary in their effectiveness based on the situation. The more personal sources available the better, even if some not used, these can be used as a fallback.
LO 1, AC 1.3
質問 99
In which of the following persuasion methods, the influencer uses logics and objective reasons to persuade the others to buy intoinfluencer's ideas?
- A. Collaborative (pull)
- B. Directive (push)
- C. Visionary (pull)
- D. Persuasive reasoning (push)
正解: D
解説:
There are two major persuasion methods: 'push' and 'pull'.
Persuasion can be defined as encouraging someone to do something that you want them to do for you.
Persuasion is reasoning with someone so that they will believe or do something they might not otherwise do.
Persuasion can be considered as 'pushing' on TOP so that they can accept the change in attitude or behaviour as a result of your actions.
Influence is the ability to affect the manner of thinking of another. Influence can be considered as pulling on TOP so that you achieve the same result, but TOP feels they have changed their attitude or behaviour as a resultof their reflection and thinking, and not your direct actions.
There are multiple variables to consider when choosing between 'push' and 'pull'. Professor Fiona Dent of Ashridge Business School proposes situations when each style might be most appropriate, breaking down push into 'directive' and 'reasoning' and 'pull' into 'collaborative' and 'visionary':
Table Description automatically generated
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Using logical and objective reasons is one of the typical characteristics of persuasion reasoning method.
質問 100
Collaborative approach in negotiation not only can fully satisfies the concerns of both, but also ensure that neither party will seek to be opportunistic in later time during the life of the contract. Is this statement true?
- A. Yes, because both parties have well understood each other's goals when they engage in collaborative negotiation
- B. No, because any party may leverage its own advantage during the contract
- C. No, because the parties will always find a compromise solution in integrative approach
- D. Yes, because all parties must have exactly the same goals in integrative negotiation
正解: B
解説:
Integrative, interest-based negotiation can facilitate constructive, positive relationship and establish contracts between parties on a foundation of goodwill. It is important to note it can only facilitate these positive outcomes, it does not guarantee that the other party will not seek to be opportunistic at a later time during the life of the contract. Previous knowledge of the behaviours of the other party regarding honouring contractual and other commitments will be useful here in predicting long-term outcomes, not ensuring that they will not leverage their advantages.
質問 101
Which of the following are rules of attentive listening? Select TWO that apply.
- A. Do not interrupt when the other party is speaking
- B. Listen deliberately
- C. Only focus on verbal cues
- D. React to the person who is speaking
- E. Prepare for whatto say next
正解: A,B
解説:
Explanation
Hearing is passive but listening is active, and some people need to learn to be a good, attentive listener. The following rules of attentive listening will help you to become a successful negotiator:
* Be motivated to listen
* Be alert to non-verbal cues
* Do not interrupt the other party when they are speaking
* Fight off distractions
* Write everything down
* Listen with a goal in mind
* Give the other party your undivided attention
* React to the message, not the person
LO 3, AC 3.3
質問 102
A good negotiator invests time in understanding the needs of the individuals in a negotiation. Is this statement true?
- A. Yes, because individuals' needs always unify with their own organisation's needs and wants
- B. Yes, because individual needs largely influence the outcomes of the negotiation
- C. No, because satisfying individual needs will lead to conflict of interest and unethical practices
- D. No, becausenegotiator should attempt to satisfy the needs of the other organisation only
正解: B
解説:
Skilled negotiators seek to understand the needs of the other parties, as well as their own. In doing so, it allows them to determine a strategy that their own needs are met. Failing to understand the other party's needs is one of the most common reason for an unsuccessful negotiation. In the commercial negotiation, procurement team does not negotiate with organisation, they negotiate with individuals. It is therefore important to recognise that there are two levels of needs:
The organisation - What the organisation wants to achieve. This is generally well stated and understood The individual - what is in it for the individual? This is generally not stated, rarely discussed, but very motivational. It is vitally important therefore that time is invested in understanding the needs of the individual Skilled negotiators are aware of the needs that occur at both levels, and develop creative options and strategies that attempt to satisfy these needs.
質問 103
Which of thefollowing is an objective of proposing phase?
- A. Check hypothesis and assumptions
- B. Start making tentative offers
- C. Trade concessions
- D. Create atmosphere conducive to agreement
正解: B
解説:
In the study guide, CIPS lists 5 stages of an negotiation:
The opening phase: confirm understanding and get the issues on the table. At this stage, both parties should check agenda, authority and create atmosphere conducive to agreement The testing phase is an information gathering stage where the hypothesis and assumptions you have made in the planning stage can be tested and confirmed or disconfirmed The proposing phase: Both sides may start making tentative proposals regarding their offering.
The bargaining phase: Both parties trade concessions; the preliminary stages are over and proposals move from being tentative and general to being more definite and specific.
The agreement and closing phase: both parties should seek agreement or if TOP does not have the final authority, some sort of acknowledgement of what key terms are should be sought.
質問 104
Which of the following statements about oligopoly isincorrect?
- A. One firm's behaviour is a function of what its rivals do
- B. A few firms play an important role in the sale of a product
- C. Prices in oligopoly are predicted to fluctuate widely and frequently
- D. Oligopolistic firms recognize their interdependence
正解: C
解説:
Explanation
An oligopoly exists when there are small number of producers that exert a significant influence in the market.
Oligopoly's main characteristics are discussed as follows:
- Interdependence
The most important feature of oligopolyis the interdependence in decision-making of the few firms which comprise the industry. This is because when the number of competitors is few, any change in price, output, product etc. by a firm will have a direct effect on the fortune of its rivals, which will then retaliate in changing their own prices, output or products as the case may be.
- Importance of advertising and selling costs
A direct effect of interdependence of oligopolists is that the various firms have to employ variousaggressive and defensive marketing weapons to gain a greater share in the market or to prevent a fall in their market share. For this various firms have to incur a good deal of costs on advertising and on other measures of sales promotion. Therefore, thereis a great importance of advertising and selling costs under conditions of market situation characterised by oligopoly
- Group behaviour
Another important feature of oligopoly is that for the proper solution to the problem of determination of price and output under, it analysis of group behaviour is impor-tant.
- Indeterminateness of demand curve facing an oligopolist
In this question, 'Prices in oligopoly are predicted to fluctuate widely and frequently' is an incorrect statement as producers in oligopoly often try to set up price. Prices fluctuate more frequently in perfect competition.
LO 2, AC 2.2
質問 105
Which of the following are most likely to beindirect costs of a garment manufacturer? Select THREE that apply.
- A. Depreciation of machinery
- B. Maintenance materials
- C. Packaging material
- D. Textile
- E. Utilities
- F. Zips pads
正解: A,B,E
解説:
Indirect costs are those cost that are not directly attributable to production. Examples of indirect costs including the following:
Indirect labour: This covers every person in the factory who does not directly perform a production operation such as managers, supervisors, engineers, store personnel,clerks, maintenance staff, porters, canteen staff, security and cleaners etc.
Expenses: Included in this element is every fixed and variable expenses incurred in operating the factory, such as rent, rates, utilities, insurance, depreciation, maintenance, air conditioning and the various types of energy generation required by a clothing factory.
Indirect materials: Also known as consumables, this element contains all the materials not directly connected to the makeup of a garment. Some of the typical items involved are office materials, spare parts, marker paper, maintenance materials, chalk & pins.
Direct costs are those costs of a product/service directly attributable/traceable to its production. Examples of direct costs including the following:
Direct Materials: Direct materials are all the materials and trimmings which go into the construction and finish of the garment. Typically, these materials would include cloth, lining, fusible, zips pads, tapes, labels, tickets, hangers and packaging materials.
Direct Labour: This cover the cost of all the labor directly involved in producing the garment and could include cutting, fusing, regular sewing, special machine operations, pressing, finishing, inspection and packing. Labor of all types and grade has a directoverhead which include holiday pay, sick pay, fringe benefits etc and the statutory payments made by the employer for each employee. This is usually expressed as a percentage of salary and when this percentage is added to the employee's wage, it becomes the basis for calculating direct labor costs.
質問 106
Which of the following are most likely to be the potential cultural differences that can make transactions with an international supplier more problematic that with local suppliers? Select TWO that apply.
- A. Currency exchange fluctuation
- B. The importance of timescales
- C. Payment mechanism
- D. The use and interpretation of body language
- E. Incoterms and logistics difficulties
正解: B,D
解説:
Explanation
The question requires student to detect factors of cultural differences. Problems may occur on the international scene with such things as the importance of extending courtesy between cultures, the importance of timescales, the use of negotiating ploys, the sense of 'fair play', the use and interpretation of body language, the role of women in negotiations (or indeed, in business in general), the importance of status, the role of conflict, standards of dress and deportment and the readiness to ignore or uphold contract terms and conditions.
LO 3, AC 3.3
質問 107
Which of the following can help both parties to break the vicious cycle of blame when a relationship needs repairing? Select TWO that apply.
- A. Both parties understand each other's goals
- B. Emotional-based assessment
- C. Conflict management skills
- D. Constant shadowing and oversights
- E. Focusing onpositions
正解: A,C
解説:
In order to break vicious cycle of blame, procurement will need to use their negotiation and conflict management skills,adopting a collaborative and integrative approach. Your first action should be to establish the facts that led to the situation where the relationship broke down. Most day-to-day relationship between buying organisations and suppliers do not of course involve procurement staff, so you will need to consult with your business partners internally to establish their point of view of where the issue and sources of conflict are. You should also contact the supplier and get their side of the story - this is particularly to when you have previously identified the supplier as critical or otherwise important to your operations. Ideally you will be able to apply principled negotiation here, separating the people from the issue, focusing on interests and not positions,and then looking for options of mutual benefits.
質問 108
All of the following shift the supply of watchesto the right except...?
- A. A decrease in the wage of workers employed to manufacture watches
- B. An increase in the price of watches
- C. Manufacturers' expectation of higher watch prices in thefuture
- D. An advance in the technology used to manufacture watches
正解: B
解説:
Explanation
A supply curve will slope upward from left to right showing more supply at higher prices, as illustrated in the graph below:
A picture containing chart Description automatically generated
A movement along the supply curve will be brought about by a change in price, but a shift of the whole curve will be caused by a determinant other than price:
- The physical feasibility and time and energy required to produce the products
- Technology and innovation
- The objectives of the producers and their future expectations
- Prices of other goodsand services
- Government's policies
LO 2, AC 2.2
質問 109
Which of the following are most likely to be characteristics of a perfectly competitive market? Select TWO that apply
- A. In a competitive market, both buyers and sellers areprice givers
- B. There are many buyers and sellers in the market
- C. In a perfectly competitive market, each seller has a large impact on the market price A perfectly competitive market consists of products that are all slightly different from one another
- D. Firms can freely enter or exit the market
正解: B,D
解説:
Explanation
A perfectly competitive market is one with the following features:
- There are many firms producing identical or very similar (homogeneous) goods or services
- There are no barriers toentry to the market or exit from the market - anyone can enter or leave easily
- Both producers and customers have perfect knowledge of the market place, prices, costs of production and influences on demand and supply Under these conditions, the price andquantity will always tend toward equilibrium as any producer that sets a price above equilibrium will not sell anything at all, and any producer that sets a price below a equilibrium will obtain 100% market share in theory. The demand curve is perfectly elastic, which means that it will be horizontal. In a perfectly competitive market, it is difficult to increase profits through pricing, and suppliers instead must focus on their cost structure. As these conditions imply, there are few if any examples of perfectly competitive market.
LO 2, AC 2.2
質問 110
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