Early in the negotiation, the supplier makes statements that the procurement official
knows to be false. What should the procurement official do? A) Ignore his statements to
let him know his statements are not credible B) Make a practice of verifying factual
assertions C) Call him on his use of phony facts D) Use good cop/bad cop tactics
Give this one a try later!
, B) Make a practice of verifying factual assertions
Which is an example of measurable criteria? A) Contracts reviewed within one month of
expiration B) Local contractors receive fair share of contracts C) All projects receive
adequate support D) Award process always transparent
Give this one a try later!
A) Contracts reviewed within one month of expiration
A buyer is meeting with a new supplier for the first time to negotiate a maintenance
contract for the company's products and equipment used by the agency. What key items
should the buyer cover with the supplier? A) Contractual terms and supplier guidelines
developed by the agency B) Boilerplate terms and conditions C) Supplier handbook
policies and procedures D) Standardized agency procedures
Give this one a try later!
A) Contractual terms and supplier guidelines developed by the agency
While in negotiation with a supplier with whom the buyer has negotiated many times
before, the supplier's agent says, "You know this is a fair offer. We've done this many times
before. You trust me, don't you?" How should an experienced negotiator respond? A)
Yes, I do Let's seal the deal B) Trust is an entirely separate matter C) I've been instructed
not to reveal my feelings D) No, otherwise I'd accept your offer
, Give this one a try later!
B) Trust is an entirely separate matter
An entity is entering this negotiation in a weak position. What can they do to help
strengthen their position? A) Offer at least two concessions early on to show good faith
B) Develop a BATNA C) Know their bottom line and be willing to quickly agree to offers
that are equal or better D) Schedule all bargaining sessions at their facility
Give this one a try later!
B) Develop a BATNA
The Procurement Official anticipates that the contractor's negotiator will be very critical
of the entity's offer. What strategy can he use to handle this criticism in a constructive
way? A) Brainstorm the contractor's potential criticisms and plan a response for each B)
Focus on the merits of the problem C) Carefully plan the entity's goals and bottom line
D) Invite the contractor's criticism by asking about their concerns
Give this one a try later!
A) Brainstorm the contractor's potential criticisms and plan a response for
each
An agency uses a budget in which appropriations are approved for different classes of
expenditures. Each class is broken into subclasses against which funding for services and
commodities can be applied. This budget approach maximizes control and ensures
knows to be false. What should the procurement official do? A) Ignore his statements to
let him know his statements are not credible B) Make a practice of verifying factual
assertions C) Call him on his use of phony facts D) Use good cop/bad cop tactics
Give this one a try later!
, B) Make a practice of verifying factual assertions
Which is an example of measurable criteria? A) Contracts reviewed within one month of
expiration B) Local contractors receive fair share of contracts C) All projects receive
adequate support D) Award process always transparent
Give this one a try later!
A) Contracts reviewed within one month of expiration
A buyer is meeting with a new supplier for the first time to negotiate a maintenance
contract for the company's products and equipment used by the agency. What key items
should the buyer cover with the supplier? A) Contractual terms and supplier guidelines
developed by the agency B) Boilerplate terms and conditions C) Supplier handbook
policies and procedures D) Standardized agency procedures
Give this one a try later!
A) Contractual terms and supplier guidelines developed by the agency
While in negotiation with a supplier with whom the buyer has negotiated many times
before, the supplier's agent says, "You know this is a fair offer. We've done this many times
before. You trust me, don't you?" How should an experienced negotiator respond? A)
Yes, I do Let's seal the deal B) Trust is an entirely separate matter C) I've been instructed
not to reveal my feelings D) No, otherwise I'd accept your offer
, Give this one a try later!
B) Trust is an entirely separate matter
An entity is entering this negotiation in a weak position. What can they do to help
strengthen their position? A) Offer at least two concessions early on to show good faith
B) Develop a BATNA C) Know their bottom line and be willing to quickly agree to offers
that are equal or better D) Schedule all bargaining sessions at their facility
Give this one a try later!
B) Develop a BATNA
The Procurement Official anticipates that the contractor's negotiator will be very critical
of the entity's offer. What strategy can he use to handle this criticism in a constructive
way? A) Brainstorm the contractor's potential criticisms and plan a response for each B)
Focus on the merits of the problem C) Carefully plan the entity's goals and bottom line
D) Invite the contractor's criticism by asking about their concerns
Give this one a try later!
A) Brainstorm the contractor's potential criticisms and plan a response for
each
An agency uses a budget in which appropriations are approved for different classes of
expenditures. Each class is broken into subclasses against which funding for services and
commodities can be applied. This budget approach maximizes control and ensures
