Which of the following may help the procurement professional increase expert power in commercial negotiation? Select TWO that apply.

• A.Personality
• B.Official positions
• C.Insights
• D.Ability to compensation
• E.Expertise knowledge

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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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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.Yielding the supplier's point of view
• B.Postponing the issue
• C.Seeking a quick middle-ground position
• D.Confronting and trying to find a creative solution immediately

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According to Dr. Mari Sako, which of the following is potentially the weakest trust to be built?

• A.Competence trust
• B.Goodwill trust
• C.Charitable trust
• D.Contractual trust

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Which of the following are most likely to be macro factorsthat may influence the balance of power in commercial negotiation? Select THREE that apply.

• A.Economic growth rates
• B.Disruptive technologies
• C.Purchasing spend volume
• D.Sustainability of natural resources
• E.Intensity of competition in a industry
• F.Number of substitute products or services

Correct Answer: A,B,D

Explanation
All one-to-one commercial negotiations between a specific purchaser and a specific supplier take place within an industrial market and a larger business environment characterised by multiple forces which both parties typically have little control over. STEEPLE framework highlights the 6 main external influences on a business:
Table Description automatically generated

LO 1, AC 1.3

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