D4/May 2018 Diploma in procurement and supply Negoang and contracng in procurement and supply Date Tuesday 15 May 2018 Time Start 14.00 End 17.00 Duraon 3 hours QUESTION PAPER INSTRUCTIONS FOR CANDIDATES This examinaon has FOUR compulsory quesons worth 25 marks each. 1. Do not open this queson paper unl instructed by the invigilator. 2. All answers must be wrien in the answer booklet provided. 3. All rough work and notes should be wrien in the answer booklet. QP04
Transcript
D4/May 2018
Diploma in procurement and supply
Negotiating and contracting in procurement and supply
Date Tuesday 15 May 2018
Time Start 14.00 End 17.00 Duration 3 hours
QUESTION PAPERINSTRUCTIONS FOR CANDIDATES
This examination has FOUR compulsory questions worth 25 marks each.
1. Do not open this question paper until instructed by the invigilator.
2. All answers must be written in the answer booklet provided.
3. All rough work and notes should be written in the answer booklet.
QP04
Page 3 of 8 D4 Exam Questions May 2018
QUESTIONS
You are advised to spend 45 minutes on each question.
Q1 (a) Explain the nature and operation of a call-off contract. (10 marks)
(b) Suggest how the ‘battle of the forms’ may be avoided. (15 marks)
Q2 (a) Explain how negotiation could be used during THREE different stages of the sourcing process. (15 marks)
(b) Explain how stakeholders can contribute to a commercial negotiation. (10 marks)
Q3 (a) Identify THREE macroeconomic factors and explain how each can influence a commercial negotiation. (15 marks)
(b) Suggest FIVE sources of information on macroeconomic factors. (10 marks)
Q4 (a) Identify THREE types of non-verbal communication and explain why each is important in negotiation. (9 marks)
(b) Explain the use of FOUR different types of questions in a negotiation. (16 marks)
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