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 all parties must have exactly the same goals in integrative negotiation
• B.No, because any party may leverage its own advantage during the contract
• C.Yes, because both parties have well understood each other's goals when they engage in collaborative negotiation
• D.No, because the parties will always find a compromise solution in integrative approach

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Should a buyer use closed questions in a negotiation?

• A.Yes, because closed questions help to reconfirm certain facts
• B.Yes, because they urge the supplier to provide more detailedExplanation::
• C.No, the buyer should maximise the use of open questions
• D.No, supplier will consider closed questions as provocation

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When is the best time to adopt accommodating style according to Thomas-Kilmann conflict mode instrument?

• A.When both buyer and supplier want to find anintegrative solution as their concerns are too important to be compromised
• B.When buyer needs to gather more information to gain more advantages in later negotiations
• C.When preserving harmony and avoiding disruption with supplier are especially important
• D.When buyer and supplier have equal power but are strongly committed to mutually exclusive goals

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Which type of question should be used to receive affirmation on statement?

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

Correct Answer: B

Different questioning styles can be used to elicit desired responses:
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Information generated through Purchase Price Cost Analysis can be useful to the purchaser, by helping to identify which of the following costs relating to the supplier? Select the THREE that apply.

• A.External costs
• B.Profit
• C.Material costs
• D.Market costs
• E.Budgeted costs
• F.Depreciation on equipment

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