22 Questions
Which of the following statements accurately describes negotiation?
Negotiation is a process of communication and interaction between two or more parties with the aim of reaching a mutually acceptable agreement or resolving a conflict.
What is a key point to understand about negotiations?
Negotiation should be viewed as a process and planning is important.
What is the goal of negotiation?
To achieve compromise and consensus through discussion, bargaining, and give-and-take.
During post-tender negotiations, the buyer can engage with
the first four suppliers
What is an SLA?
A document outlining the expected minimum level of service between a buyer and a supplier
Which of the following is NOT a factor that KPIs can be set around in supplier contracts?
Innovation
In which stage of the procurement cycle can negotiations be limited in regulated procurement?
Contract award and implementation
Which stage of the CIPS Procurement Cycle offers great opportunities for value and procurement through negotiating with stakeholders?
Stage 2: Specification development
What is supplier conditioning in the procurement process?
All of the above
At which stage of the CIPS Procurement Cycle is there limited negotiation scope?
Stage 6: Develop documentation PPQ and detailed spec
When does post tender negotiation (PTN) occur in the CIPS Procurement Cycle?
Stage 7 to 8
Which of the following best describes negotiation in the context of commercial negotiations?
Negotiation is an art and science of achieving compromise and consensus through discussion, bargaining, and give-and-take, with the goal of reaching an agreement that satisfies all parties involved.
What is the importance of communication in negotiations?
Communication helps convey messages amongst the negotiating parties.
What is the potential consequence of disregarding the planning phase before a negotiation meeting?
The negotiation will be viewed as a one-off 'event'.
During which stage of the CIPS Procurement Cycle can post-tender negotiations be limited in regulated procurement?
Stage 9 - 13: Contract Management
What is the purpose of a service level agreement (SLA)?
To outline the expected minimum level of service between a service provider and a client
What is a key component of supplier relationship management?
Conducting supplier performance reviews
In which stage of the CIPS Procurement Cycle can negotiations be limited to non-core areas of the contract?
Stage 9 - 13: Contract Management
Which stage of the CIPS Procurement Cycle involves the process of influencing suppliers to behave in a certain way, accept certain circumstances or information?
Stage 1 to 6
At which stage of the CIPS Procurement Cycle can negotiations be limited in regulated procurement?
Stage 9 to 13
What is the nature of negotiations at the stage of developing documentation such as PPQ and detailed spec in the CIPS Procurement Cycle?
Limited negotiation scope
Which stage of the CIPS Procurement Cycle involves activities that offer great opportunities for value and procurement through negotiating with stakeholders?
Stage 1 to 6
Test your knowledge of commercial negotiations with this quiz! Learn about the definitions and key concepts involved in negotiations, and enhance your understanding of the preparation process. Challenge yourself and become a negotiation expert!
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