采购与供应文凭
Diploma in Procurement and Supply
采购与供应中的谈判与合同
Negotiating and Contracting in Procurement and Supply
问题 Questions
建议你每题用45分钟作答。
You are advised to spend 45 minutes on each question.
1.
a) 阐述商业协议中性能规格的三个优点。（15分）
Discuss THREE merits of performance specifications in commercial agreements.
b) 描述在商业协议中适合采用一致性规格的两种情形。（10分）
Describe TWO circumstances in which it may be appropriate to use a conformance specification in a
commercial agreement. (10 marks)
2. 解释在与供应商的商业谈判中，采购方能够提高自身议价能力的五种方法。（25分）
Explain FIVE ways a buying organisation can improve its leverage with suppliers in a commercial
negotiation.
3.
a) 解释采购者用于了解影响谈判的微观经济因素的五种信息来源。（15分）
Explain FIVE sources of information that a buyer might use to understand micro economic factors that
affect negotiations.
b) 解释宏观经济因素的变化影响商务谈判的两种方式。（10分）
Explain TWO ways in which changes in the macro economic business cycle might impact on
commercial negotiations.
4. 阐述分析商务谈判过程和结果的五种方法。（25分）
Explain FIVE ways to analyse the process or outcomes from a commercial negotiation.
试卷结束
END OF QUESTION PAPER
