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| Section | Objectives |
|---|---|
| Topic 1: Negotiation planning and preparation | - Preparation techniques
|
| Topic 2: Negotiation fundamentals | - Principles of commercial negotiation
|
| Topic 3: Power, ethics and communication in negotiation | - Influencing factors
|
| Topic 4: Negotiation strategies and tactics | - Approaches to negotiation
|
CIPS 인증L4M5시험에 도전해보려고 하는데 공부할 내용이 너무 많아 스트레스를 받는 분들은 지금 보고계시는 공부자료는 책장에 다시 넣으시고DumpTOP의CIPS 인증L4M5덤프자료에 주목하세요. DumpTOP의 CIPS 인증L4M5덤프는 오로지 CIPS 인증L4M5시험에 대비하여 제작된 시험공부가이드로서 시험패스율이 100%입니다. 시험에서 떨어지면 덤프비용전액환불해드립니다.
질문 # 40
Which of the following are typical characteristics of activity-based costing (ABC) method? Select TWO that apply.
정답：B,C
설명：
:
Activity-based costing is an alternative approach to traditional absorption costing. The characteristics of these two methods are illustrated in the graph below:
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질문 # 41
Rose is a senior buyer from a skiing equipment retailer. Rose is concerned about the current ski boot shortage and the number of invoicing problems from a key supplier. She has decided to have a video conference with Victor, CEO of the supplier. Initially, she intends to threaten Victor with contract termination unless he can improve the situation. However, she is a little wary of doing this as the switching costs are high. Eventually, she decides to seek solutions by encouraging the other party to offer their views and ideas. Rose also prepares some ideas to discuss with Victor. Which of the following is the persuasion method that Rose intends to use in the forthcoming conference?
정답：B
설명：
There are two major persuasion methods: 'push' and 'pull'.
Persuasion can be defined as encouraging someone to do something that you want them to do for you.
Persuasion is reasoning with someone so that they will believe or do something they might not otherwise do.
Persuasion can be considered as 'pushing' on TOP so that they can accept the change in attitude or behaviour as a result of your actions.
Influence is the ability to affect the manner of thinking of another. Influence can be considered as pulling on TOP so that you achieve the same result, but TOP feels they have changed their attitude or behaviour as a result of their reflection and thinking, and not your direct actions.
There are multiple variables to consider when choosing between 'push' and 'pull'. Professor Fiona Dent of Ashridge Business School proposes situations when each style might be most appropriate, breaking down push into 'directive' and 'reasoning' and 'pull' into 'collaborative' and 'visionary':
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In the scenario, Rose intends to let both parties exchange their views and ideas so that solutions to current problems can be found. This is the typical characteristic of collaborative (pull) method.
질문 # 42
The sourcing manager has decided to adopt an adversarial style of negotiation to take advantage of the buyer's greater bargaining power over the suppliers. In what other circumstances should an adversarial relationship be used?
정답：C
설명：
This question is a duplicate of Question 17. The answer remains the same: When the issues concerned are non- negotiable, such as health and safety commitments (D). Non-negotiable issues require an assertive approach to ensure adherence to essential standards, as highlighted in CIPS's framework for negotiation styles.
질문 # 43
In a commercial negotiation,a procurement professional believe that the larger the order quantity from buyer, the lower the supplier's average costs. Is this assumption true?
정답：C
설명：
In some markets, suppliers experience peaks and troughs in demand and so buyers can increase their leverage through developing an understanding of how busy their vendor are at particular time during the year or business cycle and targetting atquieter period. Similarly, if a buyer can develop an understanding of supplier capacity and to what extent have they covered their fixed cost, they may be able to target suppliers when their average costs are likely to be lowest. Vendor's average costs will be higher at low and high capacity utilisation.
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질문 # 44
Logibox Ltd sets prices based on what consumers are prepared to pay. Which pricing strategy is this?
정답：A
설명：
Market pricing sets prices according to consumer demand and willingness to pay, ensuring competitiveness.
Skimming sets high prices at launch to maximise early profit, penetration uses low prices to enter markets, and premium pricing positions products as luxury with high margins. Market pricing balances supplier costs with customer value perception, making it a common approach in competitive industries.
Reference: CIPS L4M5 (2nd ed.), LO 1.2 - Pricing strategies in negotiation contexts.
질문 # 45
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