Managing Negotiations and Vendors GSLC Practice Questions (Page 2)

Questions 6–10

1. 6expert · hard

   A company is negotiating a renewal with a critical security vendor. The vendor has been reliable, but the company's new security strategy requires a different technology stack. The vendor has indicated they are developing the required capabilities but cannot provide a timeline. The company has a strong alternative vendor that already offers the required capabilities. What is the best negotiation approach?

   • ANegotiate a short-term renewal with the current vendor while evaluating the alternative vendor's capabilities.
   • BAsk the current vendor to commit to a timeline for the new capabilities before renewing.
   • CSwitch to the alternative vendor immediately to meet the new requirements.
   • DRenew with the current vendor to maintain the relationship and wait for their new capabilities.
   Reveal Solution Discussion Select an answer first
2. 7expert · hard

   A company has an SLA with a security vendor that includes a response time of 15 minutes for critical incidents. Over the past quarter, the vendor has met the SLA 95% of the time, but the missed incidents were high-severity. The contract includes a service credit of 10% of monthly fees for each missed SLA. The security manager is considering whether to continue the relationship. What should the security manager do?

   • AIgnore the missed SLAs because the vendor has been generally reliable.
   • BApply the service credits and continue the relationship, as 95% is acceptable.
   • CTerminate the contract immediately because the SLA was missed.
   • DConduct a root cause analysis with the vendor and develop a corrective action plan, while applying service credits.
   Reveal Solution Discussion Select an answer first
4. 8foundation · easy

   What is the purpose of shortlisting vendors during the selection process?

   • ATo eliminate vendors that do not meet the basic requirements
   • BTo select the vendor with the lowest price
   • CTo conduct a background check on all vendors
   • DTo sign a contract with the chosen vendor
   Reveal Solution Discussion Select an answer first
5. 9expert · hard

   A security manager is negotiating a contract for a new security operations center (SOC) service. The company has a strict budget and a hard deadline for implementation. The vendor's standard contract includes a 12-month lock-in period, but the company wants a shorter term. The vendor is unwilling to change the term but offers a discount on the first year. The security manager has identified an alternative vendor that can meet the deadline but is slightly over budget. What is the best negotiation strategy?

   • ADelay the decision until the vendor changes their terms.
   • BAccept the 12-month lock-in and the discount to stay within budget.
   • CChoose the alternative vendor despite the higher cost to avoid the lock-in.
   • DNegotiate for a shorter term with a slightly higher price, using the alternative vendor as leverage.
   Reveal Solution Discussion Select an answer first
6. 10application · medium

   During a contract negotiation, the vendor's representative repeatedly mentions that their solution is 'industry-leading' and 'fully compliant.' The security manager is unsure whether the vendor truly understands the organization's specific compliance requirements. Which communication technique would MOST effectively clarify the vendor's understanding?

   • ARepeat the vendor's claims back to them to confirm the message was heard.
   • BInterrupt the representative to correct their claims and restate the compliance requirements.
   • CWait until the end of the meeting to ask for a written compliance summary.
   • DAsk open-ended questions such as 'Can you describe how your solution meets our specific compliance requirements?'
   Reveal Solution Discussion Select an answer first