CIPS 4级采购与供应文凭
CIPS Level 4- Diploma in Procurement and Supply《商务谈判》
Module 5-Commercial Negotiation
考试样题
SAMPLE EXAM QUESTIONS
客观型响应题与答案（答案以黄色标出)
OBJECTIVE RESPONSE QUESTIONS AND ANSWERS
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Q1.一个真正的协作型谈判是由以下哪一个来代表的?
A truly collaborative negotiation is typified by which of the following?
a.双方必须有完全相同的目标（All parties must have exactly the same goals)b.双方都理解对方的目标（Both parties understand each other's goals)
c.一方准备迁就另一方(One party is prepared to accommodate the other)
d．各方总会找到妥协的解决办法（The parties will always find a compromise solution)
Q2.以下哪一个是BATNA（谈判协议的最佳替代方案）的最佳例子?
Which of the following is the best example of a BATNA (best alternative to a negotiatedagreement)?
a.做出一个让步(A concession is made)b.一个应急供应商(A contingency supplier)c.放置一个标记(A marker is placed)
d.一个离开点(A walk-away point)
Q3.分配型谈判通常与哪种类型的物品联系在一起?
Distributive negotiations are most typically associated with which type of itema.日常物品（Routine)
b.瓶颈物品（Bottleneck)
c.杠杆物品(Leverage)
d.战略物品( Strategic)
Q4.类别经理与供应商的谈判失败。在休会期间，类别经理决定在重新谈判时采用不同的方法。
会议重新开始时，品类经理提醒供应商其合同义务，并说“如果我们今天不能在这里达成协议，不要忘记我可以发出终止合同的通知”。这是哪种力量的例子?
A category manager is having an unsuccessful negotiation with a supplier. A recess is called duringwhich the category manager has decided to adopt a different approach when the negotiationreconvenes.As the meeting restarts the category manager reminds the supplier of its contractual obligations and says 'if we cannot reach agreement here today do not forget that l can servenotice to terminate the contract'.This is an example of which type of power?
a.专业性(Expertise)
b.强制性 (Coercive)
c.奖励（Reward)
d.互惠(Reciprocity)
Q5.采购经理已经和供应商谈判了半个小时，对缺乏进展感到沮丧。他们正在寻求降价。在短暂的休息之后，采购经理对供应商说:“如果我们同意增加在头12个月的保证购买量，你会降价多少?”这是下面哪项的例子?
A procurement manager has been negotiating with a supplier for half an hour and is frustratedwith the lack of progress. They are seeking a price reduction.After a short recess the procurementmanager says to the supplier 'How about if we agree to increase the guaranteed volume for thefirst twelve months - by how much will you reduce the price?'. This is an example of which of thefollowing?
a.威胁(Threat)
b.情感(Emotion)
c.逻辑(Logic)
d.议价(Bargaining)
Q6.一个供应商提供了其成本细目，其中包括25万美元的固定成本和每单位可变成本75美元。
其产品x的总成本为80万美元。它根据25%的固定利润率来确定价格，所以价格是100万美元。25%的利润被称为:
A supplier has provided a breakdown of its costs,which comprise $250,000 fixed costs and $75per unit variable costs. lts total costs for Product X amount to $800,000. It determines its pricingbased on applying a fixed profit percentage of 25% of these costs, so the price is $1 million.The 25%profit is known as ...
a.成本加成( mark-up)b．利润率(margin)c.吸收(absorption)d．估价（costed)
Q7.当供应商的收入超过下列哪一项时，供应商达到盈亏平衡点?
The supplier's break-even point is reached when its revenues exceed which of the following?
1.机会成本（Opportunity costs)
2.总固定成本（ Total fixed costs)3.股权成本（Equity costs)
4．可变生产成本（Variable production costs)
a.只有1和2 ( 1 and 2 only)
b.只有2和4(2 and 4 only)
c.只有1和3 (1 and 3 only）
d.只有3和4 (3 and 4 only)
Q8.封闭式问题在谈判中有用吗?
Can closed questions be useful in a negotiation?
a.是的，因为它们有助于检查理解（ Yes, because they are good to check understand
b. 是的，因为他们可以鼓励详细的回答(Yes, because they can encourage detailed responses)
c.不，因为总是要问开放式问题(No, because open questions should always be asked)
d. 不，因为封闭式问题只收集意见(No, because closed questions only gather opinio
Q9.下列哪些项最可能成为制造企业的固定成本?（选择适用的三项)
Which of the following are most likely to be fixed costs for a manufacturing business? Select theTHREE that apply.
a.工厂租金(Factory rent)
b.全职员工工资(Full-time staff salaries)
c.保险费(Insurance premiums）
d.组件( Components)
e.临时工(Casual Labour)f.市场营销(Marketing>
Q10.下列哪些是公认的“非语言沟通”形式?（选择适用的三项)
Which of the following are recognised forms of 'nonverbal communication'? Select THREE thatapply.
a.手势(Hand gestures)
b.身体姿势( Body posture)
c非正式沟通(Informal communications)
d.复杂的消息(Complex messaging)
e.简短发言(Short Presentations)f.面部表情(Facial expressions)
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