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CIPS L4M5 Exam Overview:

Certification Vendor:	CIPS
Exam Name:	Commercial Negotiation
Exam Number:	L4M5
Exam Duration:	90 minutes
Passing Score:	70%
Exam Format:	Objective Response, Multiple Choice
Exam Price:	£80
Available Languages:	English
Real Exam Qty:	60
Related Certifications:	CIPS Level 4 Diploma in Procurement and Supply
Certificate Validity Period:	No Expiration
Sample Questions:	CIPS L4M5 Sample Questions
Exam Way:	Online or at a CIPS approved exam center
Pre Condition:	Candidates should ideally be working in or have experience of procurement and supply. No formal pre-requisites, but completion of Level 3 or equivalent experience is recommended.
Official Syllabus URL:	https://www.cips.org/qualifications/procurement-and-supply-qualifications/

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The CIPS L4M5 real exam simulation by the software helps you counter L4M5 exam anxiety. You need to install the desktop software on Windows to take the practice test. Our web-based L4M5 Practice Test has all spects of the desktop software. The only difference is that this CIPS L4M5 practice test works online using any operating system and browsers.

To prepare for the CIPS L4M5 Certification Exam, candidates can enroll in training courses and study materials offered by CIPS. These courses cover the knowledge and skills required for the exam and provide candidates with the opportunity to practice these skills in a simulated commercial negotiation environment. CIPS also offers online resources, including practice exams and study guides, to help candidates prepare for the exam.

CIPS L4M5: Commercial Negotiation exam is a critical module that enables procurement and supply chain professionals to master the art of successful negotiations. L4M5 Exam is aimed at individuals who are looking to grow within their role or advance their careers, and it demonstrates their capability to successfully negotiate in a business setting. Successful candidates will acquire skills and knowledge that are valuable in every sector of the industry, including supplier and stakeholder management.

CIPS Commercial Negotiation Sample Questions (Q54-Q59):

NEW QUESTION # 54
Distributive approach in negotiation is typified by which of the following?

A. Each party attempts to maximise the value obtained at other's expense
B. Both parties understand each other's goals
C. Both parties share 50:50 of the 'pie'
D. Distributive approaches are inherently inferior to integrative approaches in commercial negotiation

Answer: A

Explanation:
:
Distributive approach to negotiation used when the interested parties are attempting to divide something up or distribute something of value, also known as zero-sum approach or win-lose. Commercial situations often demand a distributive bargaining approach, if the 'pie' is inherently of a fixed size. In this case, any conflicts must be resolved by sharing it.
In win-lose approach, a negotiator wants to maximise the value obtained in a single deal, the relationship with the other party is not important. Therefore, a strong party may win more than 50% of the metaphorical 'pie'.
It should not be assumed that win-win can be applied to all commercial negotiations, or that win-lose approaches are inherently inferior.

NEW QUESTION # 55
Which of the following is considered a strength of a 'logical' style negotiator?

A. Friendly and accessible
B. Interrelate issues easily and make quick decisions
C. Methodical
D. Assertive

Answer: C

NEW QUESTION # 56
Which of the following are intangible values created by trust in business relationships? Select TWO that apply.

A. Positive feedbacks from customers
B. More focus oncore business
C. Frequent conflict escalation
D. Increasing response time to request
E. Higher revenues

Answer: A,B

Explanation:
Explanation
Trust may create value as following:
Text Description automatically generated with low confidence

LO 1, AC 1.4

NEW QUESTION # 57
When is the best time in procurement process in which procurement should get involved so that the cost- saving opportunities are the greatest?

A. Post-tender stage
B. Specification stage
C. Market consult stage
D. Post-contract stage

Answer: B

Explanation:
The earlier procurement get involved in the procurement processes, the better. If procurement are involved in design at the specification stage they can feed in prices and costs to designer so they know the likely budget implication of choices made. Sending in a procurement team to negotiate at or close to the end of the procurement process effectively ties their hands and limits their negotiation leverage. This is illustrated in the graph below:
Chart Description automatically generated

LO 2, AC 2.1

NEW QUESTION # 58
Which of the following are features of a single-sourced type of relationship on the relationship spectrum?
Exclusivity granted in relation to a particular product
The supplier is an oligopoly market structure
The supplier is trusted and collaborative
Framework contracts are used to identify the supplier

A. 2 and 3 only
B. 1 and 2 only
C. 1 and 3 only
D. 2 and 4 only

Answer: C

Explanation:
Single-sourced relationships often involve exclusivity for a specific product (1) and a high level of trust and collaboration (3) between buyer and supplier. This type of relationship is selected for strategic procurement purposes, often involving long-term partnerships, which align with CIPS's relationship spectrum guidelines.

NEW QUESTION # 59
......

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