D4/2016年7月
CIPS 四级：采购与供应文凭
（Diploma in procurement and supply）
《采购与供应中的谈判与合作》
Negotiating and contracting in procurement and supply
日期 2016 年 7 月 18日 星期一
时间 开始 14:00 结束 17:00 历时 3 小时
考生注意事项：Instructions for Candidates：
本试卷由四道必答题组成，每题25分，共100分。
This examination has FOUR compulsory questions worth 25 marks each.
1. 在未得到监考官允许之前，请勿翻阅试卷。
Do not open this question paper until instructed by the invigilator.
2. 请将答案填写在答题纸上。
All answers must be written in the answer booklet provided.
3. 请将草稿也写在答题纸背面，交卷前请将草稿部分作一删除记号。
All rough work and notes should also be written in the answer booklet.
请在考试结束后交回试卷
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) 解释按需分批发货合同的性质和运作。(10 分)
Explain the nature and operation of a call-off contract.
b) 论述如何能够避免“条款之战”。(15 分)
Suggest how the ‘battle of the forms’ may be avoided.
2.
a) 解释“关系图谱”中采购方与供应商四种关系类型的特征。(16 分)
Explain the characteristics of FOUR different purchaser-supplier relationships from the ‘relationships
spectrum’.
b) 解释“关系图谱”对商务谈判的潜在影响。(9 分)
Explain the potential impact of the ‘relationship spectrum’ on commercial negotiations.
3.
a) 解释供应商用于在谈判前计算成本的下列两种方法： (16 分)
(i) 边际 (或可变) 成本计算法 (ii) 吸收成本计算法
Explain the following TWO approaches that a supplier might use when calculating its costs prior to a
negotiation.
(i) Marginal (or variable) costing (ii) Absorption costing.
b) 解释当采购组织准备进行商务谈判时需要分析供应商成本结构的三种原因。(9 分)
Explain THREE reasons why a procurement organisation might attempt to analyse a supplier’s cost
structure when preparing for a commercial negotiation.
4. 解释可能影响谈判过程或结果的谈判双方之间的五种文化差异。(25 分)
Explain FIVE cultural differences between the parties to a negotiation that may impact on the negotiation
process or outcome.
试卷结束
END OF QUESTION PAPER
