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L4M5 Dumps With Exact Questions and Answers

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L4M5 Questions and Answers

Question # 1

When might a buyer decide to use a distributive approach to a negotiation with a supplier?

A.

When they are dependent on that supplier in the future

B.

When there are various suppliers in the market producing a similar product

C.

When procuring an item that is not strategic to the organisation

D.

When a working relationship is important in the future

Question # 2

Toby is an international sourcing category buyer within a third sector (not-for-profit) organisation. He has chosen to use a more adversarial style of negotiation as he believes his organisation has greater bargaining power over the supplier.

In what other situation would an adversarial relationship be used by Toby?

A.

In a monopoly market, as the supplier will allow the category buyer quantity discounts

B.

When there is a mutual objective from the category buyer and supplier for efficiencies

C.

In all forms of negotiation as each party is always trying to gain advantage over the other

D.

When there is a short-term transaction focus from the category buyer’s organisation

Question # 3

Which of the following are most likely to be macro factors that 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

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