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L4M5 – Commercial Negotiation

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Showing 7–9 of 10 questions

Question 7

There are no commitments in hypothetical questions. Is this statement true?

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    No, because the party who makes hypothetical questions cannot withdraw their proposals

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    No, because hypothetical questions are made explicitly to the other party

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    Yes, because hypothetical questions generate a specific response

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    Yes, because hypothetical questions only mention possible situations


Question 8

When is the best time to adopt accommodating style according to Thomas-Kilmann conflict mode instrument?

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    When both buyer and supplier want to find anintegrative solution as their concerns are too important to be compromised

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    When buyer needs to gather more information to gain more advantages in later negotiations

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    When preserving harmony and avoiding disruption with supplier are especially important D. When buyer and supplier have equal power but are strongly committed to mutually exclusive goals


Question 9

Which of the following is the most appropriate approach to investors or shareholders who have high level of influence but low interest in the running of business?

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    Engage and keep them satisfied

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    Engage and consult with them regularly

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    Keep these people inform through general communication media

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    Manage them closely