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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 1''ST ''TRIMESTER 2013 (DAY) EXAMINATIONS
SCHOOL : BUSINESS AND ECONOMICS
DEPARTMENT : ACCOUNTING FINANCE AND INVESTIMENTS
UNIT CODE : PSCM 432
UNIT TITLE : NEGOTIATIONS IN PROCUREMENTS AND SUPPLY

TIME: 2 HOURS

Instructions:

Answer question one and any other two questions

Question One

Discuss the stages in the negotiation process and how buyers can ensure that they are negotiating effectively at each stage of the negotiation. (10mks)
As a buyer, an organization may find itself in a strong buying position, due to a combination of several factors. Discuss some of these factors. (10mks)

Explain various ways that an organization can use to solve a deadlock in a negotiation between it and one of its major suppliers.

(10mks)

Question Two

Explain why some organizations use adversarial approach in the negotiations and evaluate where the use of such appropriate might be appropriate.

(10mks)

When making purchasing decisions, purchasing often should pay attention to reveal environmental factors. Discuss some of those factors. (10mks)

Question Three

Briefly explain the negotiation cycle.

(10mks)

Even though purchasing procedures have changed from the use of manual to electronics methods, all commercial transactions must conform to the requirements of a valid contract. Discuss the essentials of a valid contract.

(10mks)

Question Four

Briefly explain the following types of contracts
Spot contract
Quantity contract
Period contract

Discuss some of the issues that would form the subject for discussion in a debriefing process.

(14mks)

Question Five

Discuss some of the areas for direct price negotiations.

(12mks)

Pscm 432:Negotiations In Procurements And Supply Question Paper

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