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Module B5 Assessment
Please Answer All Questions Before Submitting.
It is a requirement, to pass this Module, for you to attempt and submit each assessment.
This quiz will close at 11.59 PM on Tuesday 9th of May.
Enjoy and Good Luck!
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Please write down your personal details in the space provided below
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* Please select your SBA from the drop down list below |
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| * Please write down your SBU/ Department in the space provided below | | |
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* 1. Leveraging past contracts or contract template can help in accelerating the contracting process. |
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| * 2. List down the 4 key components that require negotiations. | | |
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* 3. Which of the following is not an element of conducting a good negotiation? |
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| * 4. List down one reason why the category buyer should not be the “Bad Guy” of the negotiating team. | | |
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* 5. Having a Best Alternative to a Non-Agreement (BATNA) is important as it provides the negotiator with confidence to have an alternative just in case an agreement cannot be achieved. |
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* 6. In preparations for negotiations, not all key risks should be identified, assessed and addressed upfront.. |
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* 7. What tool/framework can be used to help the buyer understand its importance to the supplier? |
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| * 8. Explain why it is important for the buyer to understand the supplier’s view of the buyer’s organisation. | | |
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* 9. Offering “free gifts” (If you… then I…) to the supplier is an element of good negotiation as it is part of supplier relationship management. |
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* 10. Which of the following negotiation tactics is the most appropriate to be used to gain more time for the buyer to make his/her final decision? |
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| * 11. Apart from the size of the buyer’s company and deal/contract, list down 3 other sources of bargaining power. | | |
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* 12. With a good internal alignment prior to negotiation, all sources will provide the same message and information so that suppliers will have less opportunities to get information that can be used to their advantage during the negotiations. |
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| * 13. What can be a benefit of not including contract termination costs in the contract outcome? | | |
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* 14. Which of the below are good behavioural principles to have while conducting negotiation with suppliers? Please select the correct answers. |
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* 15. Defeated suppliers are often unsustainable solutions which may potentially create higher costs for the buyer in the future. |
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