IIF

Question 1

Describe & explain a typical negotiation process and its phases.

Explain HOB, BATNA and ZOPA and their use in negotiations.

Question 2

Explain the conflict ladder and its use in a negotiation process.

Name some causes of conflict in a negotiation process and explain some
possible solutions to one or two of the typical causes.

Question 3

Define each and explain the differences between Procurement, Sourcing and Purchasing

Explain the Linear Procurement Process Model

Question 4

Define and explain the outsourcing process.

Question 5

Define Spend Management and explain what Spend Analysis is.

What is ETLA in relation to spend.

Question 6

Explain the objectives of Supplier Relationship Management (SRM) and explain the SRM Framework

Question 7

Define Contract Management and the 3 main phases.

Explain the Agency theory relative to contract management

Question 8

Define the objective of Procurement and explain the procurement process approach.

Question 9

Explain Supplier assessments methods.

Question 10

Explain the objectives of Procurement Performance Measurement
and define the 6 dimensions.

Question 11

Define Spend Management and explain what Spend Analysis is.

Briefly explain the concepts of Maverick spend and Spend Leakage

Question 12

Define and explain the characteristics of the Economic Order Quantity (EOQ), and further highlight the
differences to the Period Order Quantity (POQ). What are they used for in Purchasing.

Question 13

Define sourcing strategy and explain the principles behind the Dutch Windmill.