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CIPS L4M5 Exam Syllabus Topics:

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

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                        CIPS Commercial Negotiation Sample Questions (Q251-Q256):

                        NEW QUESTION # 251
                        Which of the following are most likely to harm trust between buyer and supplier in a commercial relationship? Select TWO that apply.

                        Answer: A,C

                        Explanation:
                        Trust-destroying behaviours:
                        - Rumours of partnership or relationship breaking down
                        - Emotion-based assessment of performance
                        - Avoiding accountability, passing the blame to others
                        - General mood - resentment, distrust, frustration, etc
                        LO 1, AC 1.4


                        NEW QUESTION # 252
                        A supplier's mark-up on all products is 25%. Supplier's profit margin is...?

                        Answer: D

                        Explanation:
                        Table Description automatically generated with medium confidence

                        Text Description automatically generated with low confidence

                        LO 2, AC 2.1


                        NEW QUESTION # 253
                        Which of the following are intangible values created by trust in business relationships? Select TWO that apply.

                        Answer: B,E

                        Explanation:
                        Trust may create value as following:
                        LO 1, AC 1.4


                        NEW QUESTION # 254
                        In general, which of the following is the consequence of a flatter demand curve?

                        Answer: D

                        Explanation:
                        Explanation
                        Elasticity refers to the responsiveness of quantity demanded or quantity supplied to a change in price or another factor.
                        In microeconomic graphs,elasticity and inelasticity can be shown by the slope of the demand curve. If a demand curve is almost horizontal, then the product pricing can be described as very elastic. If a demand curve is almost vertical, then the product pricing can be described asvery inelastic.
                        The formulae of elasticity:
                        Text Description automatically generated with low confidence

                        Table Description automatically generated with medium confidence

                        Table Description automatically generated with low confidence

                        LO 2, AC 2.2


                        NEW QUESTION # 255
                        Listening is a key activity in any negotiation. Which of the following are characteristics of effective listeners?

                        Answer: A


                        NEW QUESTION # 256
                        ......

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