During a negotiation, a procurement manager suggests that the two companies should split the difference which would benefit both the supplier and buyer. Which persuasion method is she using?

• A.Compromise
• B.Threat
• C.Good cop/bad cop
• D.Logic

Comment: *

Name: *

Email: *

Verification: *

Active listening in negotiation includes which of the following activities?
1. Hearing
2. Interpreting
3. Rapport
4. Influence

• A.3 and 4 only
• B.1 and 3 only
• C.1 and 2 only
• D.2 and 3 only

Correct Answer: C

Explanation
Listening is a hugely important skill in the world of work. It's a key part of effective communication [...].
Regarding active listening, there is a model called 'The SIER Hierarchy of Active Listening'. It details four key stages required for effective listening. As with all models associated with active listening, its purpose is to help the listener be a better, more effective listener who really hears what is being said, connects with the individual with whom they are communicating andbuilds effective relationships.
The model is a hierarchical model meaning that each stage builds on the stage before it. While the model is sometimes used for training in the sales arena, it is helpful in all walks of life. The stages of the model are:
Sensing (including hearing and watching body language), Interpreting, Evaluating and Responding.
Text Description automatically generated with low confidence

Comment: *

Name: *

Email: *

Verification: *

Which of the following isthe definition of safety margin?

• A.The difference between current or forecasted sales and sales at the break-even point
• B.The amount of revenue that remains after subtracting costs directly associated with production
• C.The production level at which total revenues for a product equal total expenses
• D.The incremental money generated for each product/unit sold after deducting the variable costs

Comment: *

Name: *

Email: *

Verification: *

There are no commitments in hypothetical questions. Is this statement true?

• A.No, because the party who makes hypothetical questions cannot withdraw their proposals
• B.No, because hypothetical questions are made explicitly to the other party
• C.Yes, because hypothetical questions generate a specific response
• D.Yes, because hypothetical questions only mention possible situations

Correct Answer: D

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.
Text Description automatically generated

LO 3, AC 3.3

Comment: *

Name: *

Email: *

Verification: *

Which of the following is the area where two or more negotiating parties may find common ground?

• A.Zone of potential agreement
• B.Zone of proximal development
• C.Walk away area
• D.Best alternative to a negotiated agreement

Comment: *

Name: *

Email: *

Verification: *