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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 3''RD ''TRIMESTER 2013 (DAY) EXAMINATION
SCHOOL : BUSINESS AND ECONOMICS
DEPARTMENT : ACCOUNTING, FINANCE AND INVESTMENT
UNIT CODE : PSCM 432
UNIT TITLE : NEGOTIATION IN PROCUREMENT AND SUPPLIERS

TIME: 2 HOURS

Instructions: Answer question one and any other two questions.

Question One

Describe five objectives of purchasing negotiation.

(10mks)

Negotiation plays are the short term plans and actions used by negotiations to change their counterparts positions and try to achieve their objectives. Discuss some of those plays that they may employ to achieve this during negotiations.

(12mks)

Explain the various tactics as identified by Fisher and any that organizations may use to turn an adverse approach to a collaborative approach to negotiations.

(8mks)

Question Two

Explain the circumstances when it would be appropriate to use both the adversarial and collaborative approach during negotiations. (8mks)
Discuss the factors that should be considered to ensure the success of international negotiations between the trading companies. (12mks)

Question Three

Ethical negotiations can only take place in a climate of trust which may not be completely possible between different parties. In view of this, there has been arguments that negotiation cannot be completely ethical. Describe some of those arguments.

(12mks)

Explain the benefits of conducting debriefing after the negotiation are considered.

(8mks)

Question Four

Discuss the issues that negotiating parties should consider at the renegotiation stage to ensure the success of the negotiation process.

(12mks)

Procurement departments are more prope to committing fraud than any other departments in organizations. Identify some of the measures that organizations may take to prevent and eliminate purchasing fraud. (10mks)

Question Five
Competitive bidding is one of the methods used by organizations to choose competitive suppliers to produce them with needed materials or services. Discuss the steps followed in the bidding procedures. (20mks)

Pscm 432:Negotiations In Procurements And Supply Question Paper

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