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CIPS L4M5（商業談判）考試是針對希望提高談判技巧的採購專業人員的重要考試。該考試旨在評估候選人在商業談判方面的能力，這是當今商業環境中採購專業人員的關鍵技能。考試涵蓋與商業談判有關的廣泛主題，如規劃、準備、溝通和解決問題。
CIPS L4M5: 商業談判考試旨在為候選人在採購行業中進行有效的談判實踐做好準備。該考試評估了候選人識別談判過程中的關鍵因素、解釋和應用談判理論以及採用談判策略的能力。候選人將需要展示他們對明智決策、發展和維護關係以及談判過程管理的理解。
L4M5 考古題覆蓋了最新的考試指南，確保考生一次性通過 L4M5 考試。CIPS 認證專家根據 L4M5 考試主題編訂，適合全球的考生使用，提高考生的通過率。CIPS Level 4 Diploma in Procurement and Supply 是一張高級網路專家認可證書，亦是全球公認的專業認證。L4M5 認證主要的目的是讓網路工程師能在現今變化迅速的資訊網路環境中，都能掌握和擁有最先進的網路技術，任何時候都能保持領導地位。
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問題 #241
Stalemate is more likely to happen if both parties trade more variables in a commercial negotiation. Is this assumption true?
答案：D
解題說明：
Negotiation variables such as price or contract length, etc are that can be traded with TOP in a negotiation.
The more variables you can identify, the better. The more variables you can identify and articulate, the lower the chances of the negotiation reaching deadlock as more possibilities are facilitated regarding more creative solutions.
Below are examples of negotiation tradeables in buying professional services:
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LO 2, AC 2.3
問題 #242
A negotiation meeting commences with the supplier asking the buyer 'How do you feel about the service you receive from us currently?', followed by 'What do you think about our latest products?' and 'How do we compare with other suppliers you use?' The supplier is using which type of questions?
答案：D
解題說明：
Open questions begin with "how," "what," "why," etc., and are designed to encourage detailed responses. The supplier's questions are open-ended and aim to gather comprehensive feedback, which can inform better mutual understanding and potential deal improvements.
Reference: L4M5 Commercial Negotiation 2nd edition (CORE), Section 3.3 - Questioning Styles in Negotiation
問題 #243
Can a party gain huge advantages innegotiation from setting room layout?
答案：A
解題說明：
Essentially, for trained negotiators under most circumstances, the physical locations of negotiations and the room layout should not make much difference to the outcomes of the meeting. It is reasonable to assume that most commercial negotiations are based at least initially on a principled- or pragmatic-type approach. It is arguable also that any advantage gained through intentionally creating an uncomfortable environment to put short-term pressure on TOP is likely to be short-lived as TOP will likely reflect on this later and seek means to get even.
問題 #244
In which of the following costing methods, overhead costs are applied in proportion to production volume?
答案：D
解題說明：
There are 3 major costing methods:
Marginal costing
* Uses marginal cost of producing addition units
* Uses variable cost to derived a unit cost (does not include fixed cost)
* Fixed cost treated as a 'period cost' and deducted, as a total amount, from total contribution to profit for the period, in the firm's profit and loss account Absorption costing
* Calculates total cost of producing product
* In addition to variable cost, a fair proportion of fixed cost is allocated to (absorbed) eachunit of output, as a fixed cost per unit Activity based costing
* Similar to absorption costing but with fixed cost allocated to products on the basis of the cost of activities used in producing them LO 2, AC 2.1
問題 #245
Information generated through Purchase Price Cost Analysis can be useful to the purchaser, by helping to identify which of the following costs relating to the supplier? Select the THREE that apply.
答案：C,D
解題說明：
Below are some examples of cost input that can be analysed in PPCA process:
- Material costs
- Process and labour costs
- Employment costs
- Overhead costs
- Distribution costs
- Depreciation on equipment
- Profit
If you want to learn more on PPCA, you can study from OGC document here: https://webarchive.
nationalarchives.gov.uk/20100609100650/www.ogc.gov.uk/documents/Cost_Price_analysis(1).pdf LO 2, AC 2.1
問題 #246
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L4M5考題資源: https://www.vcesoft.com/L4M5-pdf.html
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