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CIPS L4M5 Exam Syllabus Topics:

SectionObjectives
Topic 1: Understand the stages of commercial negotiations in procurement and supply- Understand the stages of a commercial negotiation
  • 1. Bargaining and problem solving
  • 2. Preparation and planning
  • 3. Defining the ground rules
  • 4. Clarification and justification
  • 5. Closure and agreement implementation
- Analyze the types of approaches that can be pursued in commercial negotiations
  • 1. Integrative (win-win) approaches
  • 2. Distributive (win-lose) approaches
  • 3. Pragmatic and principled approaches
  • 4. The influence of power and trust in negotiations
Topic 2: Understand how to prepare for negotiations in procurement and supply- Understand how to prepare for a negotiation
  • 1. The best alternatives to a negotiated agreement (BATNA)
  • 2. The use of bargaining mixes and trade-offs
  • 3. Defining objectives and variables
  • 4. Zones of potential agreement (ZOPA)
- Analyze the factors that impact on the approach to commercial negotiations
  • 1. The position of buyers and sellers
  • 2. Ownership and stakeholder perspectives
  • 3. The impact of time limits and deadlines
  • 4. Policies, procedures and protocols
Topic 3: Understand the interpersonal skills required for effective negotiation- Understand the behavioral aspects of negotiation
  • 1. Perception and bias
  • 2. Ethical and unethical practices
  • 3. Concessions and trade-offs
  • 4. Conflict handling styles
- Analyze the interpersonal skills required for effective negotiation
  • 1. Body language and non-verbal communication
  • 2. Influencing and persuasion skills
  • 3. Assertiveness
  • 4. Questioning and listening skills

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CIPS Commercial Negotiation Sample Questions (Q127-Q132):

NEW QUESTION # 127
Which type of question style is a negotiator using if they ask the other party
"Can you deliver our items by Friday 17th?"

Answer: C

Explanation:
This is a closed question because it requires a definite, factual response such as "yes" or "no". Closed questions are particularly useful in negotiations for confirming specific commitments, including delivery dates, prices, quantities, or contractual terms. They reduce ambiguity and are commonly used during the later stages of negotiation to confirm agreement and progress toward closure. Probing questions seek deeper explanation, leading questions influence the answer, and multiple questions combine several issues at once.
CIPS highlights the importance of choosing question styles appropriately depending on the negotiation objective and stage.
Reference: CIPS L4M5 Commercial Negotiation (CORE), 2nd edition - LO 3.2: Questioning techniques and effective communication.


NEW QUESTION # 128
XYZ Ltd is importing goods from overseas. They prefer to pay theirsupplier in their own currency. Which of the following is a true statement?

Answer: D

Explanation:
Explanation
The effect of a change of relative exchange rates will be determined by which currency you pay your supplier in.
Table Description automatically generated

LO 2, AC 2.2


NEW QUESTION # 129
Which of the following may help the procurement professional increase expert power in commercial negotiation? Select TWO that apply.

Answer: B,E

Explanation:
Expert power is based on a person's high levels of skill and knowledge, formal training, qualifications and experience in aparticular procurement category would give someone expert status and mean that in negotiation their voice is listened to as a more objective, informed knowledge leader. Expert power is based on facts, knowledge, research, insight and study.
Legitimate power comes from rules, formal authority, organisation rank, staff rate or official position held.
Reward power comes from one person's ability to compensate or reward another for compliance.
Referent power stems from their personality, way of engaging with others and habit of acting in a way that is in line with a strong set of values and principles.


NEW QUESTION # 130
Which of the following is an advantage of a fixed-price agreement?

Answer: D

Explanation:
Fixed-price agreements give buyers financial certainty, reducing exposure to supplier inefficiencies, cost increases, or inflation. The supplier bears the risk of cost overruns. While it doesn't automatically improve quality or payment terms, it allows buyers to forecast budgets and manage risk effectively. This makes fixed- price contracts especially useful for projects with defined scopes, where costs are predictable. In contrast, cost- plus contracts keep the risk with the buyer and require constant monitoring of supplier costs, making them less attractive in terms of risk management.
Reference: CIPS L4M5 (2nd ed.), LO 1.2 - Pricing arrangements and financial risk allocation.


NEW QUESTION # 131
In a commercial negotiation, a procurement professional negotiates on his company's behalf. The power of buying organisation is the only factor that influences the behaviours of the other party. Is this assumption true?

Answer: B

Explanation:
The assumption is false, because when aprocurement professional negotiates on behalf of his employer, he brings the power of his organisation (its brand, reputation and purchasing spend) as well his own personal power (that which is embedded within him) to the negotiation.
From a negotiation perspective, both organisational and personal power have the ability to influence the behaviours of other or the cause of event. This power is clearly core to negotiation, and of enormous important in seeking to achieve the objectives.


NEW QUESTION # 132
......

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