Pscm 432:Negotiations In Procurement Question Paper
Pscm 432:Negotiations In Procurement
Course:Business Administration
Institution: Kenya Methodist University question papers
Exam Year:2012
KENYA METHODIST UNIVERSITY
END OF 2ND TRIMESTER 2012(EVENING) EXAMINATIONS
SCHOOL : BUSINESS AND ECONOMICS
DEPARTMENT : ACCOUNTING AND FINANCE
UNIT CODE : PSCM 432
UNIT TITLE : NEGOTIATION PROCUMENT
TIME: 2 HOURS
Instructions:
Question One
"Case is non in chambers," is the giving principles in renegotiation. Explain the two types of approaches in negotiating and how they contribute to profitability of an organization.
(10mks)
Define negotiation as used in procurement and note why individuals need to be knowledgeable about the process.
(10mks)
Determine the qualities of a good negotiator and mention why they are important.
(10mks)
Question Two
Negotiation may be divided into three phases. Discuss the various activities that are undertaken in various stages.
(15mks)
At what point in procurement does negotiation start?
(5mks)
Question Three
Describe the main objectives of negotiations.
(10mks)
Explain why it’s necessary for a purchasing manager bring attention to ethical issues in negotiation.
(10mks)
Question Four
Once an order has been sealed (LPO) it becomes a legal document. Explain how the negotiation process should ensure that the LPO does not had into legal issues.
(10mks)
Discuss the benefits of specifications and description in an organization before negotiation can commence.
(10mks)
Question Five
Discuss why a negotiator needs to understand the environment of operation.
(15mks)
When is conflict in negotiation desirable?
(5mks)
More Question Papers