[Q143-Q166] Updated Oct-2026 Exam Engine or PDF for the L4M5 Tests Free Updated Today!

Q143. According to Mendelow’s Matrix, how should stakeholders with high interest but low power be managed?

Q144. Which type of question should be used to receive affirmation on statement?

Q145. According French and Raven’s base model, which of the following are sources of personal power that can be used in commercial negotiation? Select THREE that apply.

Q146. A competitive win-lose distributive approach to a negotiation is seeking to:

Q147. When implementing value analysis or value engineering, which of the following acronyms reminds both buyer and supplier of ideas on removal, substitution and design-out of cost elements?

Q148. 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?

Q149. All of the following shift the supply of watches to the right except…?

Q150. A negotiation meeting commences with the supplier asking the buyer ‘How do you feel about the service you receive from us currently?’, followed by ‘What do you think about our latest products?’ and ‘How do we compare with other suppliers you use?’ The supplier is using which type of questions?

Q151. Listening is a key activity in any negotiation. Which of the following are characteristics of effective listeners?

Q152. Which of the following are hardball tactics in negotiations? Select TWO that apply.

Q153. Sunita’s supplier states: “Meeting your needs is meeting my needs because we are in this together.” What type of negotiation is being undertaken?

Q154. 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?

Q155. Which of the following are macroeconomic factors that may have influence to the commercial negotiation?
Select TWO that apply

Q156. Which of the following should be adopted to minimise the conflict between parties in commercial negotiation?

Q157. According to Professor Gavin Kennedy, in which of the following forms of dispute resolution, both parties will voluntarily exchange their ideas and beliefs?

Q158. John Browne, a junior buyer for a corporation, is analyzing the global supply market before undertaking negotiations and is wondering whether foreign exchange rates are important to factor into his research. Should John consider the foreign exchange rates?

Q159. What letter R in the acronym SMART stands for?

Q160. Jayden works as a procurement manager for a large IT organisation. They are currently in their third round of negotiations with an increasingly frustrated software solutions provider. Ben is representing the supplier.
Jayden has made eye contact in the latest meeting to confirm his understanding of each of Ben’s points. What communication technique is Jayden demonstrating?

Q161. Which of the following are most likely to be sources of conflict that can emerge from the content of commercial negotiations? Select TWO that apply.

Q162. Procurement gets involved in negotiating purchase requisitions only when there is a value analysis to ensure that only value-adding aspects are included. Is this statement true?

Q163. When prices of input materials increase, supply curve shifts to the left while demand remains stable. The shift of supply will tend to cause which of the following?

Q164. When engaging in commercial negotiations, it is important to bear in mind that the suppliers need to make a reasonable profit to maintain continuity of supply. It is therefore necessary for the buyer to have a clear understanding of the break-even analysis concept which relates to cost, volume, and profit.
What is ‘contribution’ in relation to break-even analysis?

Q165. A procurement professional is preparing for a negotiation of purchasing non-critical commodity products. He knows that the product can be easily replaced by other substitutes in the market. The negotiation for these products is typified by which of the following?

Q166. Which of these personal power bases stems from the manager’s position in the organisation and the authority that lies in that position?