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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 2''ND ''TRIMESTER 2013 (EVENING) EXAMINATION
SCHOOL : BUSINESS AND ECONOMICS
DEPARTMENT : BUSINESS ADMINISTRATION
UNIT CODE : PSCM 432
UNIT TITLE : NEGOTIATIONS IN PROCUREMENT AND SUPPLY

TIME: 2 HOURS

Instructions

Question one is compulsory

Answer any other two questions.

Question One

Elaborate the qualities of a good negotiator and mention why they are important.

(10 marks)

As a purchaser what criteria would you consider during supplier evaluation and selection?

(10 marks)

Discuss the challenges one is likely to face during a negotiation.

(10 marks)

Question Two

Tendering is a common practice in procurement, elaborate its pros and cons.

(10 marks)

Explain the methods of persuasion that may be used in a negotiation.

(10 marks)

Question Three

In a negotiating situation discuss instances where the buyer’s position is deemed strong.

(10 marks)

Discuss at least ten styles and ploys used in negotiations.

(10 marks)

Question Four

Explain the steps in supplier evaluation and selection process.

(16 marks)

Define the term sourcing as used in procurement.

(4 marks)

Question Five

What are the matters considered at the pre-negotiation stage?

(10 marks)

As the head of a negotiating team, what factors would you consider in selecting a contract type?

(10 marks)

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