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    IBN Final Mock Exam Paper-300113

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    Sonia Jain
    This document outlines an examination for a course on international business negotiations. It lists 11 questions that assess various elements of negotiations including: 1) methods of supplier compensation and their implications; 2) steps to take in preparing for negotiations with a foreign customer; and 3) tools for preparing successful global negotiations. The questions cover topics such as negotiation styles, cross-cultural studies, closing negotiations, and responding to rejections from the other party.

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    IBN Final Mock Exam Paper-300113

    Uploaded by

    Sonia Jain
    721 views2 pages
    This document outlines an examination for a course on international business negotiations. It lists 11 questions that assess various elements of negotiations including: 1) methods of supplier compensation and their implications; 2) steps to take in preparing for negotiations with a foreign customer; and 3) tools for preparing successful global negotiations. The questions cover topics such as negotiation styles, cross-cultural studies, closing negotiations, and responding to rejections from the other party.

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    This document outlines an examination for a course on international business negotiations. It lists 11 questions that assess various elements of negotiations including: 1) methods of supplier compensation and their implications; 2) steps to take in preparing for negotiations with a foreign customer; and 3) tools for preparing successful global negotiations. The questions cover topics such as negotiation styles, cross-cultural studies, closing negotiations, and responding to rejections from the other party.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    721 views2 pages

    IBN Final Mock Exam Paper-300113

    Uploaded by

    Sonia Jain
    This document outlines an examination for a course on international business negotiations. It lists 11 questions that assess various elements of negotiations including: 1) methods of supplier compensation and their implications; 2) steps to take in preparing for negotiations with a foreign customer; and 3) tools for preparing successful global negotiations. The questions cover topics such as negotiation styles, cross-cultural studies, closing negotiations, and responding to rejections from the other party.

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    JKBS-JKPS

    International Business Negotiations Mock Final Examination Paper

    Time allowed -2 hours

    Maximum Marks-40

    Please answer any four questions. All questions carry 10 marks 1. There are 11 different method of compensating a supplier. Discuss at least five such methods with examples. What implications these have for negotiating parties? 2. As an Export Manger, you have been entrusted responsibility of negotiating an export contract with a foreign customer visiting you company shortly. Please explain various steps you would take to prepare for the negotiations. 3. Please explain at least 5 key elements of pre-negotiation planning. 4. Please explain 5 different methods of closing a negotiation? 5. As an Export Manger, you have been entrusted responsibility of negotiating export contract with a foreign customer visiting you company shortly. As a leader of your team, please explain at least 5 major Dos and 5 major DONTs to your team members. 6. You have just started negotiation with an overseas customer. He outright rejects your offer saying your offer is too expensive. How would proceed with the negotiations in such scenario? 7. You have just started negotiation with an overseas customer. He outright rejects your offer saying we dont have that kind of budget. How would proceed with the negotiations? 8. What are various Negotiation Styles? Please explain under which situation each one of them is relatively more useful. 9. Understanding culture is extremely important for successful negotiations. Many landmark studies have been made to develop deeper understanding of cultures of countries in the world. Please explain any two of these studies along with implications for managers.

    10. Please explain major tools used to prepare for successful global negotiations. 11. You have recently joined as an Export Manger in a company having business of Automobile Accessories. The company has manufacturing capacity 2,000,000 units per year and sells 1500,000 in domestic market @ Rs.1500 per piece. Their currents manufacturing costs are: Fixed expenses Rs.4,000, 000/year; raw material Rs.500/unit and labor cost Rs.400/unit. You have had very successful negotiations with an extremely potential Middle East customer and finalized most aspects of an export order of 300,000 units. The customer is now ready to leave and has made final counter offer for confirm their order @Rs1000/unit ex-works. You have been informed by accounts department that current cost of each unit Rs.1167/Would you accept or reject their offer? Please explain your decision by giving justification to support it.

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