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CIPS L4M5 (Commercial Negotiations) QUESTIONS AND ANSWERS.
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CIPS L4M5 (Commercial Negotiations) QUESTIONS AND ANSWERS.
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CIPS L4M5 (Commercial Negotiations) QUESTIONS ANDANSWERS.
1. Who would pro- Suppliers, internal users, budget holders, contract man-
curement staff agers and many other internal and external stakeholders
likely negotiate
with?
2. From a negotia- They are defined as a person or group that has an interest
tion perspective (or stake) in the outcome of the negotiation you are leading
what is the defi- or paricipating in
nation of stake-
holders
3. What are the ar- Negotiation approach
eas of consider- People in negotiation
ation negotiation Negotiation objectives
touches on Power and relationship
4. Is negotiation no, therefore the buy must considered the cost benefit
free and what to analysis of negotiation as it will require a good deal of
consider preparation analysis, senior staff time and un facilitation
cost
5. who is responsi- it is the buyers responsibility to negotiate the best terms
ble for the ne- condition price for every purchase while maintaining and
gotiate the best improving the quality of service
terms and condi-
tion
6. What is the defi- it is defined as a process of communication with the ob-
nition of negotia- jection of reaching an agreement by means where appro-
tion priate or compromise
7. what does nego- Negotiation involve two or more parties and a channel of
tiation involve communication
8. what is objective it is to reach an agreement or settlement of one or more
of negotiation issue where there is a disagreement and/or divergent for
use
9.
, CIPS L4M5 (Commercial Negotiations) QUESTIONS AND
ANSWERS.
what is the result a successful negotiation is an agreement and both parties
of a successful can 'sign up' to. However it doesn't apply that all parties are
negotiation equally satisfied or has gained equally from the agreement
10. What area would The category or commodity
be helpful if the
negotiator has a
familiarity with.
11. why is it ok Detailed technical knowledge is not always essential or
to bring sub- available from a procurement perspective. So with a sub-
ject matter/tech- ject matter/technical expert they can support or partner
nical experts into with procurement professionals in negotiation regarding
a negotiation business requirements, fact checking and stakeholder en-
gagement
12. T O P The Other Party
13. what is examples
in negotiation
the difference be-
tween content
and process
14. Where can nego- you should be aware that negotiation and negotiation
tiation and nego- skills can be employed at multiple stages throughout the
tiation skills be contract lifecycle. the need to negotiate can arise due to
employed supply emergency supply change in requirements and
other short notices
15. which sector is the private sector you're not constraint by the public sec-
free to negotiate tor's rules or restrictions. unlike the public sector or those
what they want funded by the government
and whom they
want whenever?
16. where is negoti- is especially going to be limited in the pre-contract toward
ation most likely stage and it limited because of regulations and legislations
to be limited and
what by
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