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Pscm 432:Negotiations In Procurement And Supply Question Paper

Pscm 432:Negotiations In Procurement And Supply

Course:Negotiations In Procurement And Supply

Institution: Kenya Methodist University question papers

Exam Year:2013

KENYA METHODIST UNIVERSITY

END OF 2ND TRIMESTER 2013 (DAY) EXAMINATIONS
SCHOOL : BUSINESS AND ECONOMICS
DEPARTMENT : ACCOUNTING FINANCE AND INVESTMENTS
UNIT CODE : PCM 432
UNIT TITLE : NEGOTIATIONS IN PROCURMENT SUPPLY

TIME: 2 HOURS

Instructions:

Answer question one and any other two questions.

Question One

Distinguish between collaborative and adversarial approaches to negotiation.

(14mks)

Why is the post-negotiation stage important. Explain.

(5mks)

In a negotiation, a team could be used to represent an organization. Give reasons for using a team and the issues it most handle to ensure a successful negotiation.

(6mks)

In the negotiation stage, what are the steps observed to ensure success in negotiation.

(5mks)

Question Two
As the head of procurement in KEMU. What are some of the things you would look out for when determining whether a supplier is effective. Discuss.
(20mks)

Question Three

What are some of the ethical dilemmas and challenges that are likely to arise in purchasing?

(10mks)

What are some of negotiation tactics that may be used to influence others to achieve negotiating objectives?

(10mks)

Question Four

Elaborate the advantages of tendering.

(10mks)

What are some of the challenges one is likely to face during a negotiation. Discuss.

(10mks)

Question Five

Discuss the factors crucial in a negotiation.

(15mks)

What are the objectives of a negotiation?

(5mks)

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