Question 1

ABC Ltd is going into partnership with a supplier called XYZ to create a new product. The project is highly secret at the moment as funding has not yet been secured to begin manufacturing. Firstly, ABC wishes to iron out some final details. They are heading into a meeting with XYZ and are bringing into the meeting the Head of Technical Design. This person created the specification upon which the product will be built. What type of power will the Head of Technical design bring to the meeting?

Options :

A : legitimate

B : referent

C : expert

D : coercive

Answer: C

Question 2

Party City Ltd is in a negotiation with an important supplier called Cuppa Inc. The negotiation is extremely important for both businesses and the stakes are high. After two hours of negotiation, there appears to be a deadlock. Which of the following should Party City Ltd do?

Options :

A :

walk away from the negotiation - it is clear they will not get what they want

B : start using hard-ball techniques

C : concede some issues to ensure conversations continue

D : suggest taking a break

Answer: D

Question 3

Which of the following is not a personality characteristic found in the OCEAN BIG 5 personality test?

Options :

A : openness

B :

agreeableness

C : neuroticism

D : sensitivity

Answer: D

Question 4

A combination of the following two behaviours fails to establish effective buyer-supplier relationships and can lead to aggressive negotiation tactics

Options :

A : warm

B : cold

C :

tough

D : soft

Answer: B,C

Question 5

The extent to which hierarchy and subordinate relationships are accepted is known as which dimension on Hofstede's cultural dimensions?

Options :

A : power distance

B : uncertainty avoidance

C :

individualism vs collectivism

D : long-term orientation

Answer: A

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