Understanding supplier's mark-up and margin can provide procurement professional a comprehensive insight into supplier's net profits. Is this statement true?

• A.Yes, becausesupplier's mark-up and margin are two most valuable sources of information to procurement
• B.No, because mark-up and margin inform little about supplier's net profit
• C.No, because margin is enough to tell procurement about supplier's profitability
• D.Yes,because these are two indicators of supplier's future prospect

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If a negotiation results in an offer which does not meet the buyer's minimum requirements, which of the following could the buyer pursue?

• A.PESTLE
• B.BATNA
• C.ZOPA
• D.STEEPLE

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Which of the following is the internal factor that is taken intoprice of a product?

• A.Risk management
• B.Customer tastes
• C.Elasticity
• D.Exchange rate

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Which of the following are types of questions that are useful in opening and testing phases of a negotiation?
Select the TWO that apply.

• A.Closed
• B.Narrow
• C.Probing
• D.Leading
• E.Open

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Which of the following are macroeconomic factors that may have influence to the commercial negotiation?
Select TWO that apply

• A.Equilibrium price
• B.Supply curve
• C.Unemployment rate
• D.Bargaining power of supplier
• E.Rising import tariffs

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