Module B5

Module B5 Assessment

Please Answer All Questions Before Submitting.

It is a requirement, to pass this Module, for you to attempt and submit each assessment.

This quiz will close at 11.59 PM on Tuesday 9th of May.

Enjoy and Good Luck!

Please write down your personal details in the space provided below

* First Name :
* Last Name :
* Email Address :

* Please select your SBA from the drop down list below

* Please write down your SBU/ Department in the space provided below

* 1. Leveraging past contracts or contract template can help in accelerating the contracting process.

True

False

* 2. List down the 4 key components that require negotiations.

* 3. Which of the following is not an element of conducting a good negotiation?

Being prepared for the negotiation

Challenging suppliers during the negotiation

Answering your colleagues’ questions during the negotiation

Listening actively during the negotiation

* 4. List down one reason why the category buyer should not be the “Bad Guy” of the negotiating team.

* 5. Having a Best Alternative to a Non-Agreement (BATNA) is important as it provides the negotiator with confidence to have an alternative just in case an agreement cannot be achieved.

True

False

* 6. In preparations for negotiations, not all key risks should be identified, assessed and addressed upfront..

True

False

* 7. What tool/framework can be used to help the buyer understand its importance to the supplier?

PESTLEE

Priority Matrix

Porter’s Five Forces

Relationship Positioning Matrix

* 8. Explain why it is important for the buyer to understand the supplier’s view of the buyer’s organisation.

* 9. Offering “free gifts” (If you… then I…) to the supplier is an element of good negotiation as it is part of supplier relationship management.

True

False

* 10. Which of the following negotiation tactics is the most appropriate to be used to gain more time for the buyer to make his/her final decision?

Good cop, bad cop

Silence

Russian front

Lack of or limited authority

* 11. Apart from the size of the buyer’s company and deal/contract, list down 3 other sources of bargaining power.

* 12. With a good internal alignment prior to negotiation, all sources will provide the same message and information so that suppliers will have less opportunities to get information that can be used to their advantage during the negotiations.

True

False

* 13. What can be a benefit of not including contract termination costs in the contract outcome?

* 14. Which of the below are good behavioural principles to have while conducting negotiation with suppliers? Please select the correct answers.

Have pre-defined responses in your head while your counterparty is talking

Concentrate fully on the negotiation and stay away from any distractions

Be open to what your counterparty is saying

Not watching the behaviour of your counterparty

* 15. Defeated suppliers are often unsustainable solutions which may potentially create higher costs for the buyer in the future.

True

False