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Exam 1: Foundation of Supply Management

1-A-2

Prepare for and develop strategies and tactics for negotiations, including definition of roles and responsibilities of team members.

Knowledge of:

  • 1)

    Preparations for negotiations

    • A)

      Negotiation objectives

1.0 Fair and reasonable price 2.0 Timely performance

3.0 Meeting the minimum essential needs of the organization

3.1 Defining must-haves and wants

4.0 Control over how the contract is performed

5.0 Maximum supplier cooperation 6.0 Sound relations with suppliers

  • B)

    Negotiation site

  • C)

    Team selection

  • D)

    Relevant information (e.g., proposals, learning curves, backgrounds of players)

  • E)

    Analysis of seller’s and purchaser’s positions

1.0 2.0 3.0 4.0 5.0

Seller’s desire for a contract Seller’s certainty of getting a contract Amount of time for negotiation Adequacy of cost/price analysis

Best Alternative to a Negotiated Agreement (BATNA)

6.0

Seller’s competitive position (sole

source or otherwise)

7.0 Skill and authority level of the negotiator/negotiation team

8.0 Extent of planning for the negotiation 9.0 Seller’s financial condition 10.0 Buyer’s financial condition

    • F)

      Market and product conditions

    • G)

      Development of strategies and tactics

    • H)

      Cultural factors

    • I)

      Fall-back alternatives

  • 2)

    Negotiation philosophies

    • A)

      Win-Win/Cooperational

    • B)

      Win-Lose/Adversarial/Competitive

    • C)

      Lose-Lose/Confrontational

1-A-3

Lead/conduct/support negotiations with suppliers to obtain desired results.

Knowledge of:

  • 1)

    Negotiation tactics

  • 2)

    Special considerations in conducting negotiations

    • A)

      Fact-finding sessions

    • B)

      Final proposal revisions

    • C)

      Negotiating with sole offeror vs. entire

competitive range

  • D)

    Documentation of negotiation

  • E)

    Negotiations as a consortium or cooperative

1-A-4

Manage the preparation and/or issuance of con- tracts/purchase orders/agreements.

Knowledge of:

  • 1)

    Elements of a contract

    • A)

      Offer and acceptance

1.0 Counteroffers 2.0 Acknowledgment

  • B)

    Consideration

  • C)

    Competent parties

  • D)

    Legality of purpose

ISM CPSM Exam Specifications

1-A

3

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