Pscm 432:Negotiations In Procurements And Supply Question Paper
Pscm 432:Negotiations In Procurements And Supply
Course:Business Administration
Institution: Kenya Methodist University question papers
Exam Year:2013
KENYA METHODIST UNIVERSITY
END OF 1''ST ''TRIMESTER 2013 (EVENING) EXAMINATION
SCHOOL : BUSINESS AND ECONOMICS
DEPARTMENT : ACCOUNTING AND FINANCE
UNIT CODE : PSCM 432
UNIT TITLE : NEGOTIATIONS IN PURCHASING AND SUPPLIES
TIME: 2 HOURS
INSTRUCTIONS
Answer question one and any other two questions.
Question One
Organizations buy different types of purchases and this may necessitate use of different negotiation approaches. Describe the negotiation styles you would use in the purchase of the following items under describe situation:
(15 Marks)
Purchase of low value, low risk goods
Purchase of goods from monopoly suppliers
Negotiations for long-term contracts
Negotiations for long-term contracts
Negotiations for one-off purchases
Time is a vital consideration when planning negotiations. Discuss five time factors a procurement expert should put into context while preparing for negotiations.
(10 Marks)
Negotiation tactics are used as short-term plans and actions employed to execute a strategy by skilled negotiators. Describe three common tactics you may encounter in negotiations and how you may counter them.
(5 Marks)
Question Two
Explain five basic persuasions methods and their effectiveness.
(10 Marks)
Discuss the role of principled negotiations as well as their possible weakness.
(10 Marks)
Question Three
In negotiations each [arty knows that the other may have some power they may use to influence the outcome. What type of powers would the following parties use to influence negotiation outcomes?
(10 Marks)
A supplier accompanied by a professional supply market analyst
A supplier from a large multi-national
A supplier from a government agency
Describe five ways in which to resolve an apparent deadlock in a negotiation.
(10 Marks)
Question Four
The negotiation situation refers to the strengths and weaknesses of the participants in the negotiation. Describe three factors each on;
When the buyers negotiation situation is strong
When a supplier negotiation situation may be stronger than that of the buyer.
(10 Marks)
Describe five objectives of purchasing negotiations.
(10 Marks)
Question Five
Describe the three phases of negotiations highlighting the matters to be considered in each phase. (20 Marks)
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