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Question 159/175
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?
Correct Answer: B
Avoiding is unassertive and uncooperative. When avoiding, an individual does not immediately pursue his or her own concerns or those of the other person. He or she does not address the conflict. Avoiding might take the form of diplomatically sidestepping an issue, postponing an issue until a better time, or simply withdrawing from a threatening situation.
LO 1, AC 1.1
LO 1, AC 1.1
- Question List (175q)
- Question 1: In what circumstances is the bargaining power of suppliers l...
- Question 2: According French and Raven's base model, which of the follow...
- Question 3: Which of the following situations would increase a buyer's b...
- Question 4: A buyer is approaching a negotiation where the company is in...
- Question 5: Ma Bell was the sole provider of landline telephone service ...
- Question 6: Effective listening is important in integrative negotiations...
- Question 7: XYZ Ltd is importing goods from overseas. They prefer to pay...
- Question 8: Which of the following are common forms of collaborating app...
- Question 9: Which of the following are most likely to be sources of conf...
- Question 10: Professional buyer is planning for the next negotiation of a...
- Question 11: Why is rapport building with the supplier important during t...
- Question 12: Ranjit is sourcing security clothing and PPE from overseas s...
- Question 13: An adversarial style of negotiation is appropriate when the ...
- Question 14: Which of the following types of question are likely to be th...
- Question 15: Freefields Housing Authority (FHA) is a housing provider tha...
- Question 16: During a negotiation, Jose Gomez, the salesperson for a stra...
- Question 17: The buyer's bargaining power tends to be relatively higher t...
- Question 18: When considering a new supply source for a product, a procur...
- Question 19: At which stage in a negotiation would questions be asked to ...
- Question 20: Which of the following is important during the proposing sta...
- Question 21: The procurement manager of a private healthcare provider is ...
- Question 22: A supplier can produce a product for $160. The supplier sell...
- Question 23: XYZ Ltd decides to go to market for a cleaning contract to s...
- Question 24: Should a buyer use closed questions in a negotiation?...
- Question 25: All of the following shift the supply of watches to the righ...
- Question 26: A procurement team has discussed, in advance of a negotiatio...
- Question 27: Maria fears her proposed pricing may be rejected by the supp...
- Question 28: Jasmine and the IHL sales team have a negotiation scheduled ...
- Question 29: Ranjit is a facilities category buyer for a hospital in the ...
- Question 30: Which of the following is an objective of proposing phase?...
- Question 31: Sumitomo Rubber Industries (SRI) is a Japan-based tyre manuf...
- Question 32: A supplier's mark-up on all products is 25%. Supplier's prof...
- Question 33: During which stage in the negotiation process would negotiat...
- Question 34: A buyer is preparing for an upcoming negotiation with a larg...
- Question 35: During a negotiation, a procurement manager suggests that th...
- Question 36: Telephone is most likely to be used for which of the followi...
- Question 37: Which of the following stages of the CIPS Procurement Cycle ...
- Question 38: Which of the following are examples of connected stakeholder...
- Question 39: Which of the following are most likely to be sources of conf...
- Question 40: A breakeven analysis uses which of the following aspects as ...
- Question 41: Colin Smith is preparing to negotiate for a chemical used in...
- Question 42: A procurement professional is negotiating with a supplier on...
- Question 43: Which of the following occur in the planning and preparation...
- Question 44: Which type of question is most effective for checking facts ...
- Question 45: Which of the following is a source of information on microec...
- Question 46: Which of the following is an attribute of a distributive neg...
- Question 47: IHL has been supplying to XYZ Ltd for months. XYZ Ltd procur...
- Question 48: Fast & Easy Limited, a global fast food retailer, is in ...
- Question 49: Under EU public procurement directives, which of the followi...
- Question 50: Which of the following are variable costs?...
- Question 51: John and a supplier agree on a long-term relationship based ...
- Question 52: Which of the following is definition of elasticity of demand...
- Question 53: What are the potential sources of conflict between the buyer...
- Question 54: Which of the following are most likely to be abilities of a ...
- Question 55: Maria has adopted an adversarial style relationship with her...
- Question 56: A procurement professional is dissatisfied with how a recent...
- Question 57: A good negotiator invests time in understanding the needs of...
- Question 58: An oil refinery plant imports much of its crude oil from ove...
- Question 59: XYZ Ltd needs to purchase a bundle of IT products from suppl...
- Question 60: Which of the following are ways of developing rapport when u...
- Question 61: Cost and price analysis is very important for buyers when th...
- Question 62: Finding the middle ground between buyer and supplier by movi...
- Question 63: There are many factors which will influence supplier pricing...
- Question 64: Which of the following are internal factors when a supplier ...
- Question 65: 'What specific tests do you carry out to ensure quality is a...
- Question 66: Champion Toys (CT) is negotiating a large order of luxury to...
- Question 67: Premium pricing strategies used by suppliers are characteris...
- Question 68: Which of the following constitutes a key element to developi...
- Question 69: John suggests that a post-negotiation review must involve a ...
- Question 70: When is the best time in procurement process in which procur...
- Question 71: Which of the following are signs indicating that TOP is usin...
- Question 72: Which of the following is the area where two or more negotia...
- Question 73: For a commercial negotiation to be effective, the organisati...
- Question 74: A garden furniture supplier currently in negotiations for a ...
- Question 75: Neville is a senior procurement specialist in a automaker. H...
- Question 76: Which of the following types of questions are likely to be t...
- Question 77: A skilled negotiator will use a range of questioning techniq...
- Question 78: One of the most important steps in preparing for negotiation...
- Question 79: A skilled negotiator will use a range of questioning techniq...
- Question 80: End users are the only stakeholders that are involved in the...
- Question 81: Macroeconomics can have an impact on commercial negotiations...
- Question 82: A buyer requests a £2,000 reduction in price at the end of n...
- Question 83: Any commercial negotiation process has only three potential ...
- Question 84: Which of the following are most likely to be characteristics...
- Question 85: Which of the following are indicative behaviours of a distri...
- Question 86: Where can we find the data on macroeconomics? 1. From trade ...
- Question 87: Lina Rawlins is a senior buyer working for a medical equipme...
- Question 88: Buyers should have the ability to analyse the costs of their...
- Question 89: An experienced procurement professional is developing strate...
- Question 90: Which of the following is the true statement?...
- Question 91: Which of the following are effective approaches when procure...
- Question 92: Buyers should have the ability to analyse the costs of their...
- Question 93: At the first stage of CIPS Procurement and Supply Cycle (Und...
- Question 94: John Browne, a junior buyer for a corporation, is analyzing ...
- Question 95: In a commercial negotiation, a procurement professional beli...
- Question 96: Which of the following is a source of information on microec...
- Question 97: John Browne, a junior buyer for a corporation, is analysing ...
- Question 98: According to Fiona Dent and Mike Brent, which of the followi...
- Question 99: "Finding the middle ground between buyer and supplier is a s...
- Question 100: Which TWO strategies are recognised for achieving a win-lose...
- Question 101: Which of the following are most likely to help buyer become ...
- Question 102: Which one of these key approaches could be pursued for a suc...
- Question 103: In which of the following scenarios could you adopt a distri...
- Question 104: Which of the following are most likely to be fundamentals of...
- Question 105: Which of the following are external factors in supplier pric...
- Question 106: Which of the following is the best description of direct cos...
- Question 107: If a negotiation results in an offer which does not meet the...
- Question 108: How contribution is calculated in break-even analysis?...
- Question 109: In preparation for holding negotiation meetings with existin...
- Question 110: Which of the following is most likely a consequence of falli...
- Question 111: An automotive company purchases high quality steel to produc...
- Question 112: It may be more difficult to buy on a credit from supplier wh...
- Question 113: During a negotiation, the supplier requests for payment term...
- Question 114: What is the most likely outcome when two organisations with ...
- Question 115: Different types of relationships impact on commercial negoti...
- Question 116: Which characteristics are likely to feature within an integr...
- Question 117: Can a party gain huge advantages in negotiation from setting...
- Question 118: Which of the following can be prepared before negotiation to...
- Question 119: Citywide Developments Ltd (CDL) is a construction programme ...
- Question 120: The only procurement risk inherent in a distributive negotia...
- Question 121: Which of the following are most likely to harm trust between...
- Question 122: A negotiation meeting commences with the supplier asking the...
- Question 123: Which of the following is a true statement regarding macroec...
- Question 124: Effective listening is important in integrative negotiations...
- Question 125: Which of the following tactics would be appropriate in an in...
- Question 126: Information generated through Purchase Price Cost Analysis c...
- Question 127: A negotiation process ends once the negotiating meeting has ...
- Question 128: Representatives from South African Department of Health is n...
- Question 129: Which of the following is a variable cost?...
- Question 130: A supplier can produce a product for $160 and sells it for $...
- Question 131: Jayden works as a procurement manager for a large IT organis...
- Question 132: To buying organisation, savings can be achieved from differe...
- Question 133: The procurement manager of a private healthcare provider is ...
- Question 134: Win-lose approach is most likely to be associated with which...
- Question 135: Which of the following best describes Leverage quadrant in K...
- Question 136: Which of the following are internal factors when a supplier ...
- Question 137: Which type of question should be used to receive affirmation...
- Question 138: Absorption costing is when the total cost per each unit of o...
- Question 139: Which of the following would describe a push approach to inf...
- Question 140: A break-even analysis uses which aspects as part of the calc...
- Question 141: Which of the following would cause a demand curve for a good...
- Question 142: Which of the following are examples of variable costs? * Bui...
- Question 143: Which of the following is the first step in the development ...
- Question 144: Which of the following types of relationship would possibly ...
- Question 145: Which of the following is most likely to be a reason why a s...
- Question 146: A supplier has offered international football tickets to the...
- Question 147: What letter R in the acronym SMART stands for?...
- Question 148: Which of the following are examples of non-verbal negotiatio...
- Question 149: Distributive approach in negotiation is typified by which of...
- Question 150: Which of the following is the definition of safety margin?...
- Question 151: Champion Toys (CT) is negotiating a large order of luxury to...
- Question 152: Which of the following is a description of mark-up?...
- Question 153: In a negotiation for a new contract, the supplier suggests t...
- Question 154: Which of the following should be adopted to minimise the con...
- Question 155: Lina Rawlins is a senior buyer working for a medical equipme...
- Question 156: Two firms negotiating a contract have an adversarial relatio...
- Question 157: According to Mendelow's Matrix, how should stakeholders with...
- Question 158: Which of the following roles would support negotiations with...
- Question 159: After studying Thomas-Kilmann conflict resolution model and ...
- Question 160: During a negotiation, Jose Gomez, the salesperson for a stra...
- Question 161: Leitax is a consumer electronics firm with headquarters in t...
- Question 162: An adversarial style of negotiation is appropriate where the...
- Question 163: In what circumstances is the bargaining power of suppliers l...
- Question 164: Tony is undertaking a negotiation with a strategic supplier ...
- Question 165: In which of the following costing methods, overhead costs ar...
- Question 166: Where a negotiator uses numerical reasoning with facts as pa...
- Question 167: When implementing value analysis or value engineering, which...
- Question 168: Listening is a key activity in negotiation. Which of the fol...
- Question 169: A skilled negotiator will use a range of questioning techniq...
- Question 170: The National Schools Purchasing Forum (NSPF) is a procuremen...
- Question 171: Which of the following are examples of push techniques in co...
- Question 172: In addition to organisational power, personal power of each ...
- Question 173: Which of the following are tools that help procurement visua...
- Question 174: Which of the following statements about oligopoly is incorre...
- Question 175: An organization should develop different relationships which...
