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Commercial Negotiation

Last Update Jan 27, 2023
Total Questions : 162

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Commercial Negotiation Questions and Answers

Questions 1

Jasmine and the IHL sales team have a negotiation scheduled with one of AB’s lead buyers, Samuel, at AB’s premises. This is one of the biggest negotiations that Jasmine has been involved in and is eager not to make any mistakes. Jasmine has heard from a colleague that Samuel tends to adopt an integrative negotiation style. IHL senior management decides to send a team of three members to the negotiation. Jasmine is among the team and she is assigned to check body language, reactions, feeds insight to her leader and to record important comments and information from the meeting for minutes. Which of the following are roles of Jasmine in the forthcoming negotiation? Select TWO that apply.






Commercial expert


Technical expert


Chief negotiator



Questions 2

In addition to organisational power, personal power of each negotiator can influence the outcomes of a negotiation. A good negotiator can leverage different sources of power. Is this statement true?



Yes, because the good negotiator recognises his own power in a negotiation


No, because each person has only one superior source of personal power


Yes, because allsources of power have similar effectiveness in every situation


No, because only organisational power can be leveraged during a negotiation

Questions 3

A buying organisation with a low spend and the reputation for paying late might be viewed by a supplier as which of the following?