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CIPS L4M5 Exam Syllabus Topics:

SectionWeightObjectives
Understand key approaches in the negotiation of commercial agreements with external organisations35%- Types of negotiation approaches
  • 1. Collaborative / integrative (win-win)
  • 2. Pragmatic and principled negotiation styles
  • 3. Distributive / competitive (win-lose)
  • 4. BATNA, target setting and reservation price
- Power dynamics in negotiation
  • 1. Sources of power and influence
  • 2. Impact of power balance on outcomes
  • 3. Relationship types and their effect on negotiation
- Application of commercial negotiations in procurement and supply
  • 1. Team and stakeholder management in negotiation
  • 2. Definitions and purpose of commercial negotiation
  • 3. Sources and management of conflict
  • 4. Position within the CIPS procurement cycle
Understand how commercial negotiations should be undertaken30%- Tactics and influencing methods
  • 1. Persuasion and influencing techniques
  • 2. Cultural and ethical considerations
  • 3. Managing concessions and deadlocks
- Communication skills
  • 1. Non-verbal communication and emotional intelligence
  • 2. Active listening and questioning
- Stages of negotiation
  • 1. Opening, exploring, bargaining, closing and implementing
- Review and improvement
  • 1. Evaluating results and performance
  • 2. Documenting agreements and lessons learned
Know how to prepare for negotiations with external organisations35%- Planning and resources
  • 1. Information gathering and market intelligence
  • 2. Team roles and preparation plans
- Negotiation criteria and objectives
  • 1. Defining measurable outcomes
  • 2. Prioritising issues and trade-offs
- Cost and price analysis
  • 1. Cost modelling and price analysis techniques
  • 2. Types of costs and pricing structures
- Economic and market factors
  • 1. Market structure and competition
  • 2. Supply and demand conditions
  • 3. Inflation, exchange rates and risk factors

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CIPS Commercial Negotiation Sample Questions (Q215-Q220):

NEW QUESTION # 215
A supplier has offered international football tickets to the procurement manager while they are in the middle of a contract negotiation. What should the procurement manager do?

Answer: B


NEW QUESTION # 216
There are no commitments in hypothetical questions. Is this statement true?

Answer: A

Explanation:
There are four types of questions that can be used in a commercial negotiation:
Hypothetical questions, where you ask about a possible situation or abstract concept, are very useful at the testing and proposal phases. Hypothetical question does not state any commitment as it is only about 'if something happens, then ...'. This type of question can be useful at giving suggestion.
Text Description automatically generated

LO 3, AC 3.3


NEW QUESTION # 217
According to Dr. Mari Sako, which of the following is potentially the weakest trust to be built?

Answer: B

Explanation:
:
Trust is the expectation that the other party will behave in a predictable and mutually acceptable way. In inter- firm relationships, the presence and absence of trust can affect the level of cost in a relationship. The existence of trust is taught to lower the transaction cost in a relationship. Dr. Mari Sako identified taxonomy of 3 types of trust in commercial relationship, which is very useful from the perspective of procurement.
Contractual trust: Trust based on the contract with TOP. This is potentially the weakest source of trust if there is nothing else to base the trust on, but it is the quickest to establish.
Competence trust: Trust based on TOP's professional qualifications or proven or certified technical capability or experience.
Goodwill trust: Trust based on knowing TOP has your interest at heart and will not behave opportunistically.
This is potentially the strongest type of trust, but it takes the longest time to build.
Otherwise, trust also has legal meaning. A trust is a legal document that can be created during a person's lifetime and survive the person's death. A trust can also be created by a will and formed after death. Charitable trusts are trusts which benefit a particular charity or the public in general.


NEW QUESTION # 218
Which of the following is important during the proposing stage of a negotiation?

Answer: A

Explanation:
During the proposing stage, parties move toward agreement by narrowing down a wide range of potential options. This helps focus the negotiation and aligns both parties toward practical, mutual outcomes. It's an essential step to keep the process structured and productive.
Reference: L4M5 Commercial Negotiation 2nd edition (CORE), Section 3.2 - Stages of the Negotiation Process


NEW QUESTION # 219
Buyers should have the ability to analyse the costs of their purchases not only for determining their impact to their organisation's cost but also for the purpose of reducing them during commercial negotiations to contribute to the profitability of their organisation. One way of analysing costs is to classify them into direct and indirect costs. Which ONE of the following is an explanation of 'direct costs'?

Answer: C


NEW QUESTION # 220
......

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