L4M5問題集、CIPS実際の試験問題

質問 1

Champion Toys (CT) is negotiating a large order with Top Teds. CT has identified lead times, order quantities, and delivery locations as tradeables. At which negotiation stage should CT introduce these tradeables?

A. Proposing

B. Bargaining

C. Opening

D. Closure

正解: B

解説: (PassTest メンバーにのみ表示されます)

質問 2

Colin Smith is preparing for a negotiation with a supplier that provides a chemical for grass fertiliser. Colin has been given an action to secure a commercial deal that achieves his organisation's objective of 'ethical and sustainable procurement.' As part of his negotiation plan, Colin is using the 'must, intend, like (MIL)' framework to prepare for the negotiation. Colin would categorise his organisation's objective within the negotiation plan as ...

A. Likely to have

B. Like to have

C. Must have

D. Intend to have

正解: C

解説: (PassTest メンバーにのみ表示されます)

質問 3

Which of the following are rules of attentive listening? Select TWO that apply.

A. Prepare for what to say next

B. Listen deliberately

C. React to the person who is speaking

D. Only focus on verbal cues

E. Do not interrupt when the other party is speaking

正解: B,E

解説: (PassTest メンバーにのみ表示されます)

質問 4

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. Purchasing spend volume

C. Number of substitute products or services

D. Sustainability of natural resources

E. Disruptive technologies

F. Intensity of competition in a industry

正解: A,D,E

解説: (PassTest メンバーにのみ表示されます)

質問 5

All of the following shift the supply of watches to the right except...?

A. An increase in the price of watches

B. An advance in the technology used to manufacture watches

C. A decrease in the wage of workers employed to manufacture watches

D. Manufacturers' expectation of higher watch prices in the future

正解: A

解説: (PassTest メンバーにのみ表示されます)

質問 6

What is the most likely outcome when two organisations with adversarial relationship negotiate with each other?

A. Win lose

B. Deadlocked

C. Lose lose

D. Win win

正解: A

解説: (PassTest メンバーにのみ表示されます)

質問 7

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

A. When both buyer and supplier want to find an integrative solution as their concerns are too important to be compromised

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

C. When buyer and supplier have equal power but are strongly committed to mutually exclusive goals

D. When preserving harmony and avoiding disruption with supplier are especially important

正解: D

解説: (PassTest メンバーにのみ表示されます)

質問 8

Logibox Ltd sets prices based on what consumers are prepared to pay. Which pricing strategy is this?

A. Premium pricing

B. Market pricing

C. Skimming pricing

D. Penetration pricing

正解: B

解説: (PassTest メンバーにのみ表示されます)

質問 9

Should a buyer use closed questions in a negotiation?

A. Yes, because they urge the supplier to provide more :

B. Yes, because closed questions help to reconfirm certain facts

C. No, supplier will consider closed questions as provocation

D. No, the buyer should maximise the use of open questions

正解: B

解説: (PassTest メンバーにのみ表示されます)

質問 10

Which type of power is considered the opposite of coercive power?

A. Expert power

B. Reward power

C. Informational power

D. Referent power

正解: B

解説: (PassTest メンバーにのみ表示されます)

質問 11

In a detailed cost breakdown, a company has a salary cost of 9%, raw materials cost 51% and overheads cost
24%. Which of the following represents the mark-up of that company?

A. Approximately 84%

B. Approximately 19%

C. Approximately 16%

D. Approximately 116%

正解: B

解説: (PassTest メンバーにのみ表示されます)

CIPS Commercial Negotiation - L4M5 模擬練習