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) 描述使用关键绩效指标（KPI）作为绩效测量方法的五个潜在好处。（10分）
Outline FIVE potential benefits of using Key Performance Indicators (KPIs) as performance measures.
b) 合同计划表能够比主合同条款提供更多附加的或更详细的信息，并且可以单独针对需要特殊补充
的领域进行详细描述。解释下列合同计划表的典型内容：（15分）
(i)健康与安全承诺
(ii)保密协议
(iii)分包商的使用
Contract schedules provide additional or more detailed information than is provided in the main contract
terms and can be referred to separately for detail on particular supplementary areas. Explain the typical
content and use of the following contract schedules:
(i)Health and safety requirements
(ii)Non-disclosure agreements
(iii) Use of subcontractors.
2. 论述合作性（整合性）谈判与对抗性（分配性）谈判不同的五个方面。（25分）
Using FIVE characteristics, compare collaborative (integrative) negotiation with adversarial
(distributive) negotiation.
3.
a) 列举三个宏观经济因素，并解释它们如何影响商业谈判。（15分）
Identify THREE macro-economic factors and explain how each can influence a commercial negotiation.
b) 阐述宏观经济因素的五个信息来源。（10分）
Suggest FIVE sources of information on macro-economic factors.
4. 论述分析商业谈判的过程或结果的五种方法。（25分）
Explain FIVE ways to analyse the process or outcomes from a commercial negotiation.
试卷结束
END OF QUESTION PAPER
