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| Certification Vendor: | CIPS |
|---|---|
| Exam Name: | Commercial Negotiation |
| Exam Number: | L4M5 |
| Related Certifications: | CIPS Level 4 Diploma in Procurement and Supply |
| Certificate Validity Period: | CIPS qualifications do not typically expire once awarded |
| Available Languages: | English |
| Exam Format: | Computer-based objective test, Multiple-choice questions |
| Passing Score: | 70% (typical CIPS objective test pass mark) |
| Real Exam Qty: | 60 (typical objective test format) |
| Exam Duration: | 120 minutes |
| Recommended Training: | CIPS Learning Support CIPS Official Study Resources |
| Exam Registration: | Find a CIPS Exam Centre / Booking CIPS Qualifications Information |
| Sample Questions: | CIPS L4M5 Sample Questions |
| Exam Way: | Computer-based exam (online proctored or test centre depending on provider) |
| Pre Condition: | No formal prerequisites, but CIPS Level 3 or equivalent knowledge is recommended as part of progression to Level 4 Diploma. |
| Official Syllabus URL: | https://www.cips.org/qualifications-and-training/level-4-diploma-in-procurement-and-supply/ |
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CIPS L4M5: Commercial Negotiation is a highly-revered examination that tests the candidate's knowledge in the art of commercial negotiations. L4M5 exam is designed to evaluate the candidate's capacity to carry out successful negotiations and drive profitable outcomes. As a module within the Chartered Institute of Procurement and Supply's (CIPS) Level 4 qualification course, it is primarily aimed at procurement professionals and individuals who are looking to advance their careers in this field.
CIPS L4M5 certification exam covers a wide range of topics related to commercial negotiation, including negotiation strategies, tactics, and techniques. Commercial Negotiation certification is an excellent way for professionals to learn and master various negotiation techniques, such as win-win negotiation, distributive negotiation, integrative negotiation, collaborative negotiation, and more. The CIPS L4M5 Certification provides professionals with a comprehensive understanding of negotiation theory and helps them develop a practical skillset that they can apply in their day-to-day work.
NEW QUESTION # 314
A buyer is approaching a negotiation where the company is in a low-power negotiating position in relation to the supplier. How can the buyer improve leverage and power with the supplier?
Answer: A
Explanation:
Reference: CIPS L4M5 Study Guide, Section 1.3 - Sources of Power in Negotiation
NEW QUESTION # 315
Which of the following is an advantage of a fixed-price agreement?
Answer: B
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 # 316
Hammad Alsuwaidi is a procurement professional leading a negotiation for a vehicle rental contract. Hammad has a clear goal to negotiate a two-year contract in exchange for a minimum of a 20% discount. During the negotiation, Hammad presents to the supplier the facts, figures, and justification for a 20% discount. Which of the persuasion methods below has Hammad chosen?
Answer: A
Explanation:
Hammad's approach of presenting facts, figures, and justifications aligns with the Push persuasion method.
The Push strategy involves directly presenting information, data, and logical arguments to convince the other party of a certain outcome. In this scenario, Hammad is using objective evidence to influence the supplier towards agreeing to a discount, which is characteristic of the Push method, as per CIPS guidance on negotiation tactics.
NEW QUESTION # 317
Which of the following will positively affect reputational strength of an organisation? Select TWO that apply.
Answer: A,E
Explanation:
Explanation
In a globalisedcommercial world characterised by dynamic market and multiple companies competing for business, a positive corporate reputation can be an enormous asset. Reputational strength in one organisation might be based on some or all of the following characteristics:
- Quality of products or services
- Low cost/high value for money
- High ethical standards
- Reliability
- Cutting-edge technology
- Strong customer focus
- Engineering excellence
LO 1, AC 1.4
NEW QUESTION # 318
If the price of a good is above the equilibrium price, which of the following will happen?
Answer: B
Explanation:
:
In microeconomics, equilibrium price is determined when the quantity demanded is equal to the quantity supplied at equilibrium price in a market, there will be no shortages and no surpluses. If we combine our supply and demand curves on one graph, the point at which they converge determines the equilibrium price. If the price is set above this price and you read across the graph you will see the supply excess demand and there will be a surplus. In order to reduce this surplus, the price will need to fall. The scenario is illustrated in the graph below:
Chart, line chart Description automatically generated
NEW QUESTION # 319
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