Which type of power is considered the opposite of coercive power?

• A.Referent power
• B.Informational power
• C.Reward power
• D.Expert power

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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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Cost and price analysis is very important for buyers when they are preparing for a negotiation with supplier.
Which of the following is a benefit of knowing supplier's fixed costs?

• A.The buyer would be able to know the right volume to reach break-even point
• B.The buyer would be able to know the point at which the supplier would reject the offer
• C.With the sole understanding of supplier's fixed cost, the buyer would be able to know the volume at which supplier maximises their profit in short-run
• D.The buyer would be able to get a comprehensive picture of supplier's efficiency

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Which of the following is the most appropriate pricing arrangement in contracts where major inputs are commodities?

• A.Price adjustment mechanism
• B.Cost reimbursable pricingarrangement
• C.Standard schedule of rates
• D.Fixed pricing arrangement

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Economic growth can be measured by...?

• A.The PPI
• B.GDP
• C.The CPI
• D.SBLI

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