D4/2017年5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 2017 年 5 月 16 日 星期二
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) 论述买方和供应商之间达成口头协议带来的三种风险。（15分）
Outline THREE risks associated with oral contracts between purchasers and suppliers.
b) 解释合同中的术语“误述”，并举出两个例子。 （10分）
Explain the term ‘misrepresentation’ in contracts and give TWO examples of possible misrepresentation.
2.
a) 解释商业谈判中的术语“势力对比”。（5分）
Explain the term “balance of power”in commercial negotiations.
b) 论述势力对比如何影响商业谈判。（10分）
Discuss how the balance of power may affect commercial negotiations.
c) 解释为何谈判者在制定商业谈判计划时可能会制定一份BATNA。（10分）
Explain why negotiators may develop a BATNA when planning for a commercial negotiation.
3.
a) 解释采购者用来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) 解释宏观经济中商业周期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.
a) 论述在谈判中能够使用的三种说服方法。（15分）
Discuss THREE persuasion methods that can be used in a negotiation.
b) 概述如何分析谈判的过程和结果。（10 分）
Outline how to analyse the process and outcomes of a negotiation.
试卷结束
END OF QUESTION PAPER
