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CIPS L4M5 Exam Syllabus Topics:

Section	Objectives
Topic 1: Power, ethics and communication in negotiation	- Influencing factors 1. Communication and interpersonal skills 2. Sources of negotiation power 3. Ethical considerations in negotiation
Topic 2: Negotiation strategies and tactics	- Approaches to negotiation 1. Concession strategies 2. Collaborative and competitive strategies 3. Tactical behaviours and influence techniques
Topic 3: Negotiation planning and preparation	- Preparation techniques 1. BATNA and reservation points 2. Information gathering and analysis 3. Setting objectives and targets
Topic 4: Negotiation fundamentals	- Principles of commercial negotiation 1. Definition and purpose of negotiation 2. Types of negotiation (distributive vs integrative)

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CIPS Commercial Negotiation Sample Questions (Q29-Q34):

NEW QUESTION # 29
Which type of question should be used to receive affirmation on statement?

A. Open
B. Closed
C. Narrow
D. Leading

Answer: B

Explanation:
Different questioning styles can be used to elicit desired responses:
Text Description automatically generated

NEW QUESTION # 30
During a negotiation, Jose Gomez, the salesperson for a strategic supplier, states that his sales director will not approve discounts against initial purchases. However, Jose offers a 5% discount against the aftercare package, which will provide the same monetary saving. Sally Pampas requires both the product and the aftercare package and has an objective to achieve a 5% discount off the purchase price. To achieve a win-win (integrative) negotiation, Sally should:

A. Accept the offer of a discount against the aftercare package
B. Decline the offer and walk away from the negotiation
C. Ask Jose to apply a discount against the price
D. Ask Jose to apply the 5% discount against the purchase price

Answer: A

Explanation:
Reference: CIPS L4M5 Study Guide, Section 1.2 - Approaches to Negotiation

NEW QUESTION # 31
Which of the following is the most appropriate approach to investors or shareholders who have high level of influence but low interest in the running of business?

A. Manage them closely
B. Keep these people inform through general communication media
C. Engage and consult with them regularly
D. Engage and keep them satisfied

Answer: D

Explanation:
Investors or shareholders who have high level of influence but low interest belong to 'Keep satisfied' quadrant of Mendelow's Stakeholder Matrix.
You may read 2 versions from L4M1 and L4M5 here:
Table Description automatically generated
LO 1, AC 1.1

NEW QUESTION # 32
Different types of relationships impact on commercial negotiations. At a negotiation, which one of the following sources would help to support leverage for the buyer?

A. Legitimate power
B. Personality power
C. Powerful colleagues
D. Friends power

Answer: A

NEW QUESTION # 33
In order to mitigate all risks involved in the negotiation process, the buyer only needs to undertake pre- negotiation research on the supply market and establish a BATNA. Is this a correct suggestion?

A. Yes, establishing a fallback position is important because it signifies that the negotiations will reach an impasse
B. No, the buyer should make preparations in other areas such as determining the negotiation team
C. No, the buyer should also keep the top management and all employees informed
D. Yes, because the market price should be the target price of the negotiations

Answer: B

NEW QUESTION # 34
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