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) 解释典型的“询价”或“报价邀请”文件中包括的五项内容。（15分）
Explain FIVE details that a typical ‘Enquiry’ or ‘Request For Quotation’ (RFQ) form will include.
b) 描述在商务合同中适合采购职能使用性能规格来确定需求的两种情况。（10分）
Describe TWO circumstances in which it may be appropriate for a procurement function to use a
performance specification to specify requirements in a commercial agreement.
2.
a) 描述在商务谈判中使用的个人势力的三个来源。（15分）
Describe THREE sources of personal power that can be used in a commercial negotiation.
b) 解释在商务谈判中垄断供应商比采购方具有更高势力的原因。（10分）
Explain the reasons that lead to a monopoly supplier having high power relative to a purchaser in a
commercial negotiation.
3.
a) 解释一个有效的面对面谈判会议所需的五种资源。（15分）
Examine FIVE resources required for an effective face-to-face negotiation meeting.
b) 论述与面对面谈判相比，准备电话谈判所要考虑的五点内容。（10分）
Suggest FIVE points that should be considered when preparing for a telephone negotiation compared
with a face-to-face negotiation.
4.
a) 描述三种非语言沟通的类型，并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) 解释在谈判中所使用的四种问题类型。（16分）
Explain the use of FOUR different types of questions in a negotiation.
试卷结束
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