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Question 63/174
An organisation is developing the specification for a capital purchase project. An important stakeholder has doubt on the draft specification. The buyer invites him to the product function meetings. In these meeting the attendees can raise their concerns, the specification development team takes in all the concerns and adjusts the specification accordingly. What kind of technique is the specification development team using?
Correct Answer: C
In the scenario, anyone who has concerns can join a meeting to raise their thoughts. The project team takes the stakeholders' ideas into account. This is known as coalition: A group of people or organisations come together and work collaboratively to achieve some goals. Specifically in this scenario, the goal is creating a high-quality and unified specification for an important project.
Reference:
CIPS study guide page 164-165
What Is a Coalition Anyway?
Reference:
CIPS study guide page 164-165
What Is a Coalition Anyway?
- Question List (174q)
- Question 1: Which of the following is potentially a major source of conf...
- Question 2: Which of the following is a source of information on microec...
- Question 3: Where a market consists of a large producer of a product wit...
- Question 4: JCB is a large manufacturer of heavy machinery. The CPO is g...
- Question 5: A purchasing manager is having a negotiation with a supplier...
- Question 6: Collaborative approach in negotiation not only can fully sat...
- Question 7: When considering a new supply source for a product, a procur...
- Question 8: Active listening in negotiation includes which of the follow...
- Question 9: A procurement professional is preparing for a negotiation wi...
- Question 10: Lina Rawlins is a senior buyer working for a medical equipme...
- Question 11: Which of the following constitutes a key element to developi...
- Question 12: During which stage in the negotiation process would negotiat...
- Question 13: During a negotiation, Jose Gomez, the salesperson for a stra...
- Question 14: Which of the following is categorised as fixed cost?...
- Question 15: A buyer continually states during negotiation that budget co...
- Question 16: Colin Smith is preparing for a negotiation with a supplier t...
- Question 17: Commercial negotiation ends at the award of a contract. Is t...
- Question 18: Under EU public procurement directives, which of the followi...
- Question 19: When is the best time for buyer to propose the negotiation a...
- Question 20: A procurement professional is dissatisfied with how a recent...
- Question 21: Which of the following will shift the supply curve to the ri...
- Question 22: Which of the following is the process enabling the buyer to ...
- Question 23: Which of the following occur in the planning and preparation...
- Question 24: When might a buyer decide to use a distributive approach to ...
- Question 25: In addition to organisational power, personal power of each ...
- Question 26: Which of the following are rules of attentive listening? Sel...
- Question 27: Two firms negotiating a contract have an adversarial relatio...
- Question 28: A skilled negotiator will use a range of questioning techniq...
- Question 29: The National Schools Purchasing Forum (NSPF) is a procuremen...
- Question 30: Sunita's supplier states: "Meeting your needs is meeting my ...
- Question 31: A negotiation process ends once the negotiating meeting has ...
- Question 32: According to Professor Gavin Kennedy, in which of the follow...
- Question 33: According to Fiona Dent and Mike Brent, which of the followi...
- Question 34: AB Manufacturing seeks to buy a new materials resource plann...
- Question 35: Which of the following are most likely to be fixed costs of ...
- Question 36: Which of the following are signs indicating that the trust b...
- Question 37: Listening is a key activity in any negotiation. Which of the...
- Question 38: Understanding supplier's mark-up and margin can provide proc...
- Question 39: When is an adversarial style of negotiation appropriate?...
- Question 40: The purpose of ongoing supplier relationship management foll...
- Question 41: Which of the following are external factors in supplier pric...
- Question 42: Finding the middle ground between buyer and supplier by movi...
- Question 43: When is the best time to adopt accommodating style according...
- Question 44: Which of the following is a variable cost?...
- Question 45: The only procurement risk inherent in a distributive negotia...
- Question 46: According to Mendelow's Matrix, how should stakeholders with...
- Question 47: A supplier can produce a product for $160. The supplier sell...
- Question 48: A negotiation meeting between a buyer and supplier has taken...
- Question 49: Which of the following situations would increase a buyer's b...
- Question 50: To buying organisation, savings can be achieved from differe...
- Question 51: Different types of relationships impact negotiations. Which ...
- Question 52: Amelia needs to negotiate prices with a potential client tha...
- Question 53: Where a market consists of a large producer with high power,...
- Question 54: Which of the following are sources of personal power? Legiti...
- Question 55: A new manager has been appointed with responsibility for an ...
- Question 56: One difference between perfect competition and monopolistic ...
- Question 57: The bargaining power of buyers is likely to be high in relat...
- Question 58: Procurement team is required to improve leverage with their ...
- Question 59: Which of the following are most likely to be macro factors t...
- Question 60: Which factors give rise to conflict within the procurement n...
- Question 61: IHL has been supplying to XYZ Ltd for months. XYZ Ltd procur...
- Question 62: Jessica Taylor, a senior buyer, is reflecting on her most re...
- Question 63: An organisation is developing the specification for a capita...
- Question 64: Sumitomo Rubber Industries (SRI) is a Japan-based tyre manuf...
- Question 65: An oil refinery plant imports much of its crude oil from ove...
- Question 66: Any commercial negotiation process has only three stakeholde...
- Question 67: Which of the following is a description of mark-up?...
- Question 68: From the principled point of view about negotiation environm...
- Question 69: Neville is a senior procurement specialist in a automaker. H...
- Question 70: Procurement gets involved in negotiating purchase requisitio...
- Question 71: Which of the following are most likely to turn buying organi...
- Question 72: Which of the following is a challenge when calculating absor...
- Question 73: Which of the following are sources of legitimate (personal) ...
- Question 74: Which of the following is a source of power in organisationa...
- Question 75: Which of the following occur within the planning and prepara...
- Question 76: A buyer is preparing for an upcoming negotiation with a larg...
- Question 77: A supplier's mark-up on all products is 25%. Supplier's prof...
- Question 78: Which of the following are indicative behaviours of a distri...
- Question 79: A buyer continually states, during a negotiation, that budge...
- Question 80: Where there are high levels of commitment to relationships b...
- Question 81: Maria, an NHS buyer, needs cost savings due to budget cuts. ...
- Question 82: A procurement expert has been asked to ensure they consider ...
- Question 83: Which of the following are examples of connected stakeholder...
- Question 84: During a negotiation, a procurement manager suggests that th...
- Question 85: Which of the following best describes Leverage quadrant in K...
- Question 86: A buyer has lost trust in a supplier but wishes to repair th...
- Question 87: Community Meal Partners (CMP) is a not-for-profit company th...
- Question 88: A procurement manager is considering negotiating variable pr...
- Question 89: Different types of relationships impact commercial negotiati...
- Question 90: Which of the following would help build trust in a relations...
- Question 91: Which of the following are most likely to be indirect costs ...
- Question 92: Buyers should have the ability to analyse the costs of their...
- Question 93: In general, which of the following is the consequence of a f...
- Question 94: Which of the following are typical characteristics of activi...
- Question 95: A garden furniture supplier currently in negotiations for a ...
- Question 96: Which of the following two are recognized strategies to achi...
- Question 97: Which of the following are behaviours that builds trust betw...
- Question 98: Which of the following stages of the CIPS Procurement Cycle ...
- Question 99: A supplier has offered international football tickets to the...
- Question 100: Ma Bell was the sole provider of landline telephone service ...
- Question 101: Which characteristics are likely to feature in a partnership...
- Question 102: A procurement manager has been asked to procure 1,000 pens. ...
- Question 103: Which of the following are most likely to be abilities of a ...
- Question 104: Telephone is most likely to be used for which of the followi...
- Question 105: Lina Rawlins, a senior buyer, asks a supplier: "Can you tell...
- Question 106: Rose is a senior buyer from a skiing equipment retailer. Ros...
- Question 107: Power is used only in adversarial negotiation situations to ...
- Question 108: When planning a negotiation for sourcing internationally, wh...
- Question 109: During a negotiation, Jose Gomez (salesperson for a strategi...
- Question 110: Which of the following types of relationship would possibly ...
- Question 111: Maria has adopted an adversarial style relationship with her...
- Question 112: Lina Rawlins is a senior buyer working for a medical equipme...
- Question 113: Which of the following are most likely to be the potential c...
- Question 114: What is the most likely outcome when two organisations with ...
- Question 115: In a commercial negotiation, a procurement professional nego...
- Question 116: XYZ Ltd is importing goods from overseas. They prefer to pay...
- Question 117: When engaging in commercial negotiations, it is important to...
- Question 118: Which of the following are sources of power in organisationa...
- Question 119: "Finding the middle ground between buyer and supplier is a s...
- Question 120: A procurement team has discussed, in advance of a negotiatio...
- Question 121: At the first stage of CIPS Procurement and Supply Cycle (Und...
- Question 122: An integrative negotiation style involves ......
- Question 123: Lina Rawlins, a senior buyer for a medical equipment company...
- Question 124: Which of the following method should be used in negotiation ...
- Question 125: After studying Thomas-Kilmann conflict resolution model and ...
- Question 126: Which of the following are examples of variable costs? Build...
- Question 127: Which of the following types of question are likely to be th...
- Question 128: In what circumstances is the bargaining power of suppliers l...
- Question 129: Hammad Alsuwaidi is a procurement professional leading a neg...
- Question 130: Which of the following is definition of elasticity of demand...
- Question 131: During a negotiation, Jose Gomez, the salesperson for a stra...
- Question 132: Which of the following would be considered appropriate influ...
- Question 133: According French and Raven's base model, which of the follow...
- Question 134: The procurement manager of a private healthcare provider is ...
- Question 135: John Browne, a junior buyer for a corporation, is analyzing ...
- Question 136: Which characteristics are likely to feature within an integr...
- Question 137: Champion Toys (CT) is negotiating a large order of luxury to...
- Question 138: Which of the following types of questions are likely to be t...
- Question 139: Which of the following are types of non-verbal communication...
- Question 140: Which of the following is the area where two or more negotia...
- Question 141: How can having a best alternative to a negotiated agreement ...
- Question 142: The trust is built based on the other party's professional q...
- Question 143: Tony is undertaking a negotiation with a strategic supplier ...
- Question 144: Maria fears her proposed pricing may be rejected by the supp...
- Question 145: Freefields Housing Authority (FHA) is a housing provider tha...
- Question 146: Which one of these key approaches could be pursued for a suc...
- Question 147: Which of the following is an advantage of a fixed-price agre...
- Question 148: Can a party gain huge advantages in negotiation from setting...
- Question 149: A building firm has been awarded a contract to construct an ...
- Question 150: Personal power is only used in distributive approach. Is thi...
- Question 151: A public agency opens a tendering process for a road buildin...
- Question 152: There are no commitments in hypothetical questions. Is this ...
- Question 153: Which of the following will positively affect reputational s...
- Question 154: What are the potential sources of conflict between buyer and...
- Question 155: It may be more difficult to buy on a credit from supplier wh...
- Question 156: An experienced procurement professional is developing strate...
- Question 157: Which of the following is a source of information on microec...
- Question 158: Which of the following are tools that help procurement visua...
- Question 159: A procurement professional is preparing for a negotiation of...
- Question 160: Which type of power is considered the opposite of coercive p...
- Question 161: Mike is a junior buyer who has been working for a manufactur...
- Question 162: In order to mitigate all risks involved in the negotiation p...
- Question 163: 'What specific tests do you carry out to ensure quality is a...
- Question 164: Which of the following is considered a weakness of a 'dealer...
- Question 165: Jessica Taylor, a senior buyer, is asked to create a written...
- Question 166: A buyer requests a £2,000 reduction in price at the end of n...
- Question 167: Premium pricing strategies used by suppliers are characteris...
- Question 168: According to Dr. Mari Sako, which of the following is potent...
- Question 169: Which of the following is an advantage of consultation as an...
- Question 170: Which of the following is the most appropriate approach to i...
- Question 171: A good negotiator invests time in understanding the needs of...
- Question 172: Which of the following are internal factors when a supplier ...
- Question 173: Which of the following are intangible values created by trus...
- Question 174: Champion Toys (CT) is negotiating a large order of luxury to...
