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) 描述可以在与供应商的合同中应用的两个关键绩效指标，并举例说明。（10分）
Discuss TWO key performance indicators that could be used in a contract with a supplier. Illustrate your
answer with relevant examples.
b) 解释制定服务合同的规格比制定货物合同的规格难度大的三个原因。（15分）
Explain THREE reasons why it may be more difficult to develop specifications in contracts for services
rather than in contracts for goods.
2.
a) 解释整合式谈判和分配式谈判方法的五个不同之处。（15分）
Explain FIVE differences between integrative and distributive approaches to negotiation.
b) 论述采购方在准备谈判时制定“谈判协议的最佳备选方案（BATNA）”的两个原因。（10分）
Discuss TWO reasons why a buyer might develop a ‘best alternative to a negotiated agreement’
(BATNA) when preparing for a negotiation.
3.
a) 论述与外部组织谈判时需要考虑的资源因素。（15分）
Discuss resourcing considerations when organising a negotiation with an external organisation.
b) 解释准备商务谈判时设定目标和定义变量的重要性。（10分）
Explain the importance of setting objectives and defining variables when preparing for a commercial
negotiation.
4.
a) 描述非语言沟通的三种类型，并分别解释它们在谈判中的重要性。（9分）
Identify THREE types of non-verbal communication and explain why each is important in negotiation.
b) 解释在谈判中四种不同提问类型的应用。（16分）
Explain the use of FOUR different types of questions in a negotiation.
试卷结束
END OF QUESTION PAPER
