CIPS四级L4M5《商务谈判》模拟测试四

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Which of the following is a source of information on microeconomic factors? 以下哪个是微观经济因素的信息来源？

Which best describes features of the recovery phase in a business cycle? Select TWO. 哪个最能描述商业周期中复苏阶段的特征？选择两项。

A public agency opens a tendering process for a road building project that lasts approximately 1 year. They post their requirements on public journal and receive some interests. After conducting due diligence process and selecting the lowest Bidder, the project commences. However, the supplier complains that price of Material increases because of a shortage of supply, then they demands an 5% Uptick in contract value. The agency investigates the increment and sees that There is indeed a fluctuation in prices of supplier's input. They are likely to accept the proposal, but they are also concerned that supplier may demand more. To avoid making another concession with the supplier, which of the following should be a priority action of the agency? 一家公共机构为一个持续约一年的道路建设项目启动了招标程序。他们在公共期刊上发布了要求，并收到了一些利益。在进行尽职调查程序并选择最低出价者后，项目开始了。然而，供应商抱怨材料价格因供应短缺而上涨，于是他们要求将合同价值提高 5%。公共机构调查了这一增长，发现供应商的投入价格确实存在波动。他们可能会接受这个提议，但他们也担心供应商可能会要求更多。为了避免与供应商再次做出让步，公共机构应该优先采取以下哪些行动？

Which of the following tactics would be appropriate in an integrative negotiation? 以下哪种策略在综合谈判中是合适的？

Jasmine and the IHL sales team have a negotiation scheduled with one of AB's lead buyers, Samuel, at AB's premises. This is one of the biggest negotiations that Jasmine has been involved in and is eager not to make any mistakes. Jasmine has heard from a colleague that Samuel tends to adopt an integrative negotiation style. IHL senior management decides to send a team of three members to the negotiation. Jasmine is among the team and she is assigned to check body language, reactions, feeds insight to her leader and to record important comments and information from the meeting for minutes. Which of the following are roles of Jasmine in the forthcoming negotiation? Select TWO that apply. 贾斯敏和 IHL 销售团队计划在 AB 的场地与AB 的主要买家之一塞缪尔进行谈判。这是贾斯敏参与过的最大规模的谈判之一，她渴望不犯任何错误。贾斯敏从一位同事那里听说，塞缪尔倾向于采用整合式谈判风格。IHL 高级管理层决定派遣一个三人团队参加谈判。贾斯敏是团队成员之一，她被指派检查肢体语言、反应，向她的领导提供见解，并记录会议中的重要评论和信息，持续几分钟。以下哪些是贾斯敏在即将到来的谈判中的角色？选择两个适用的。

Which of the following are effective approaches when procurement professionals negotiate with monopoly suppliers? 以下哪些是采购专业人员与垄断供应商谈判时的有效方法？ 1) Delaying payment with monopoly suppliers as long as possible to increase bargaining power 尽可能长时间延迟向垄断供应商支付款项，以提高议价能力 2) Setting up stronger BATNA 建立更强大的 BATNA 3) Engaging in the negotiation with a distributive approach 用分配方法进行谈判 4) Eliminating requirements in the specification that prioritises monopoly suppliers 消除规范中优先考虑垄断供应商的要求

Which of the following is a source of information on microeconomic factors? 以下哪个是微观经济因素的信息来源？

Which of the following are examples of variable costs? 以下哪些是可变成本的例子？ 1) Building and site rent 建筑物和场地租金 2) Annual insurance premium 年度保险费 3) Raw materials expenditure 原材料支出 4) Delivery costs for materials 材料的运输成本

John Browne, a junior buyer for a corporation, is analysing the global supply market before undertaking negotiations and is wondering whether foreign exchange rates are important to factor into his research. Should John consider the foreign exchange rates? 约翰·布朗，一家公司的初级采购员，在进行谈判之前正在分析全球供应市场，他正在思考外汇汇率是否重要，是否应该纳入他的研究范畴。约翰应该考虑外汇汇率吗？

As a buyer for a large stationery company you have been notified of an upcoming price increase from your provider for paper. When you check the contract you realise that it expired 30 days ago so you are no longer in contract. You realise the supplier can now charge what they like. You call the supplier and attempt to negotiate over the phone but are unsuccessful. What would be the best thing to do? 作为一家大型文具公司的买家，你收到了供应商即将提高纸张价格的通知。当你查看合同时，你意识到合同已经过期 30 天，你意思到供应商此时可能乱收费因为你们不再有有效的合同。所以你给供应商打电话，试图通过电话进行谈判，但没有成功。那么，最好的办法是什么呢？

XYZ Ltd decides to go to market for a cleaning contract to service a number of offices. It knows that it will get a price which may, or may not, be better than the one it is currently paying. To gain leverage in the marketplace, the organisation decides to add other related services to the scope, such as gardening, security and maintenance, which increase the value of the contract. This is an example of which forms of spend consolidation? XYZ 有限公司决定进入市场为一份清洁合同寻找供应商，为其多个办公室提供服务。它知道自己可能会得到一个比目前支付的价格更好的价格，也可能不会。为了在市场上获得优势，该组织决定在合同范围内增加其他相关服务，如园艺、安保和维护，这些服务将增加合同的价值。这是哪些形式的支出整合的例子？

In order to mitigate all risks involved in the negotiation process, the buyer only needs to undertake pre-negotiation research on the supply market and establish a BATNA. Is this a correct suggestion? 为了降低谈判过程中涉及的所有风险，买方只需要对供应市场进行谈判前研究，并建立 BATNA。这是否是一个正确的建议？

Which of the following are most likely to be sources of conflict that can emerge from the content of commercial negotiations? Select TWO that apply. 以下哪些最有可能成为商业谈判内容中可能出现的冲突来源？请选择两个适用的。

Jane is planning for a forthcoming negotiation with a key supplier. She has learned what are important to the supplier and what are important to her company from previous contracts between them. In order to avoid negotiation deadlocks, she has set up several concession plans. But Jane has little experience in dealing with suppliers and doesn't know when to trade these concessions. When is the best time in a negotiation to trade concessions? 简正在计划与一家关键供应商进行即将到来的谈判。她从他们之前的合同中了解到什么对供应商重要，什么对她的公司重要。为了防止谈判陷入僵局，她设定了几个让步方案，但她对此没有经验处理：不知道什么时候与供应商交易这些让步。在谈判中，什么时候是交易让步的最佳时机？

Different types of relationships impact commercial negotiations. At a negotiation, which one of the following sources would help to support leverage for the buyer? 不同类型的关系会影响商业谈判。在谈判中，以下哪种来源有助于支持买方的杠杆？

John is in a negotiation with a supplier. They have decided that their future relationship will be long term, built on trust and respect, and that gains and risk will be shared between the parties. The parties will also share ideas and collaborate On those ideas. Which of the following is this type of relationship? 约翰正在与一家供应商进行谈判。他们已经决定，他们未来的关系将是长期的，建立在信任和尊重的基础上，并且收益和风险将在各方之间共享。各方还将分享想法并就这些想法进行合作。以下哪种关系属于这种类型？

A procurement team has discussed, in advance of a negotiation, what they will do if there is no agreement with the current supplier. They have decided that they will perform the services themselves In-house on a trial basis if no deal is made. Which of the following describes what they have prepared here? 一个采购团队在谈判之前讨论了，如果与当前供应商没有达成协议，他们将采取什么行动。他们决定，如果没有达成协议，他们将自己在内部试运行服务。以下哪个描述了他们在这里准备的内容？

During a negotiation, Jose Gomez, the salesperson for a strategic supplier, states that his sales director will not approve discounts against initial purchases. However, Jose offers a 5% discount against the aftercare package, which will provide the same monetary saving. Sally Pampas requires both the product and the aftercare package and has an objective to achieve a 5% discount off the purchase price. To achieve a win-win (integrative) negotiation, Sally should: 在谈判过程中，一家战略供应商的销售人员何塞·戈麦斯表示，他的销售总监不会批准初始购买的折扣。然而，何塞提供了售后服务套餐的 5% 折扣，这将带来相同的经济效益。莎莉·潘帕斯需要产品和售后服务套餐，目标是在购买价格上获得 5% 的折扣。为了实现双赢（整合式）谈判，莎莉应该:

Which of the following types of question are likely to be the most effective to check facts in negotiations? 以下哪种类型的问题最有可能有效地验证谈判中的事实？

A procurement manager has decided to bring in a junior member of their team to a negotiation meeting. Which of the following would be suitable roles for this junior member of the team? 一位采购经理决定带一名初级团队成员参加谈判会议。以下哪个角色适合这名初级团队成员？ 1) Note taker 记录员 2) Expert 专家 3) Observer 观察员 4) Chair 主持