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CIPS L4M5 Exam Syllabus Topics:

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

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CIPS Commercial Negotiation Sample Questions (Q220-Q225):

NEW QUESTION # 220
Which type of power is considered the opposite of coercive power?

Answer: B

Explanation:
The coercive power comes from the belief that a person can punish others for non-compliance. It can be considered as opposite to reward power, which results from one person's ability to compensate or reward another for compliance.
LO 1, AC 1.3


NEW QUESTION # 221
Which of the following is definition of elasticity of demand in microeconomics?

Answer: A

Explanation:
Elasticity refers to the responsiveness of quantity demanded or quantity supplied to a change in price or another factor:
The price of a product can be described as being elastic if a small change in price leads to a big change in demand.
The price of a product can be described as being inelastic if a big change in price leads to a small change in demand.
The formulae of elasticity of demand is known as the following:
Text Description automatically generated with low confidence


NEW QUESTION # 222
Which of the following is the area where two or more negotiating parties may find common ground?

Answer: C

Explanation:
The zone of possible agreement (ZOPA) or bargaining range is considered an area where two or more negotiating parties may find common ground. It is this area where parties will often compromise and strike a deal. In order for negotiating parties to find a settlement or reach an agreement, they must work towards a common goal and seek an area that incorporates at least some of each party's ideas.
The zone of proximal development refers to the difference between what a learner can do without help and what he or she can achieve with guidance and encouragement from a skilled partner.
There is no Walk away area. Walk away point is a position from which you cannot concede any more ground and must walk away/decline a deal.
Best alternative to a negotiated agreement is a fallback or backstop position if the negotiation fails to result in an agreement/no deal is agreed.
LO 1, AC 1.2


NEW QUESTION # 223
Which of the following are hardball tactics in negotiations? Select TWO that apply.

Answer: B,D

Explanation:
In difficult negotiations and disputes, hardball tactics like punishment and threats often seem like the only way to win concessions. Some negotiators seem to believe that hardball tactics are the key to success in any negotiation. They resort to extreme demands and even unethical behaviour to try to get the upper hand in a negotiation.
The following are 8 typical hardball tactics:
1. Good cop / Bad cop
2. Low ball / High ball
3. Bogey
4. The Nibble
5. Chicken
6. Intimidation
7.Aggressive Behaviour
8. Snow Job
You can read the details of each tactic here.
In the contrary to hardball tactics, negotiators can adopt integrative approach to the negotiation. Some of integrative tactics are:
1. Expand the Pie
2. Bridging
3. Post Settlement -Settlement
Et cetera


NEW QUESTION # 224
Which of the following is an advantage of consultation as an influencing tactic?

Answer: A

Explanation:
Consultation involves actively involving stakeholders or counterparties in decision-making. By seeking input, it fosters a sense of ownership, increasing commitment to negotiated outcomes. It is particularly effective when the negotiator has low positional power, as it shifts dynamics from authority to collaboration. Unlike coercion or compliance tactics, consultation builds engagement and long-term trust, which is critical in complex procurement where buy-in is essential for contract success. CIPS stresses its role in building influence where direct authority is limited.
Reference: CIPS L4M5 (2nd ed.), LO 3.2 - Persuasion through consultation, collaboration, and influence.


NEW QUESTION # 225
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