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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Understand how commercial negotiations should be undertaken | 30% | - Review and improvement
|
| Topic 2: Know how to prepare for negotiations with external organisations | 35% | - Negotiation criteria and objectives
|
| Topic 3: Understand key approaches in the negotiation of commercial agreements with external organisations | 35% | - Types of negotiation approaches
|
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NEW QUESTION # 75
As a buyer for a large stationery company you have been notified of an upcoming price increase from your provider for paper. When you check the contract you realise that it expired 30 days ago so you are no longer in contract. You realise the supplier can now charge what they like.
You call the supplier and attempt to negotiate over the phone but are unsuccessful. What would be the best thing to do?
Answer: B
Explanation:
Once the contract has expired, the buyer no longer has contractual protection on pricing, which significantly weakens their position. However, this situation also creates an opportunity to re-establish leverage by offering future value. By proposing a new or extended contract, the buyer introduces certainty, continuity of business, and potential volume commitment for the supplier, which can be traded in return for moderated pricing. Accepting the increase without challenge offers no commercial control, while threats or immediate cancellation risk damaging the relationship and supply continuity. CIPS guidance emphasises using future commitment as a bargaining lever, especially when informal negotiations fail and contractual leverage no longer exists.
Reference: CIPS L4M5 Commercial Negotiation (CORE), 2nd edition - LO 1.2: Applying negotiation techniques in real commercial situations.
NEW QUESTION # 76
In which of the following persuasion methods, the influencer uses logics and objective reasons to persuade the others to buy into influencer's ideas?
Answer: B
Explanation:
There are two major persuasion methods: 'push' and 'pull'.
Persuasion can be defined as encouraging someone to do something that you want them to do for you.
Persuasion is reasoning with someone so that they will believe or do something they might not otherwise do.
Persuasion can be considered as 'pushing' on TOP so that they can accept the change in attitude or behaviour as a result of your actions.
Influence is the ability to affect the manner of thinking of another. Influence can be considered as pulling on TOP so that you achieve the same result, but TOP feels they have changed their attitude or behaviour as a result of their reflection and thinking, and not your direct actions.
There are multiple variables to consider when choosing between 'push' and 'pull'. Professor Fiona Dent of Ashridge Business School proposes situations when each style might be most appropriate, breaking down push into 'directive' and 'reasoning' and 'pull' into 'collaborative' and 'visionary':
Table Description automatically generated
Text Description automatically generated
Using logical and objective reasons is one of the typical characteristics of persuasion reasoning method.
NEW QUESTION # 77
The only procurement risk inherent in a distributive negotiation approach is the potential loss in the outcome.
Is this statement TRUE?
Answer: A
Explanation:
Distributive negotiation carries several risks beyond justlosing out on value. These includedamaging supplier relationships,eroding trust, andreaching an impasse, where neither party can agree. This could result in delayed projects, increased costs, or supplier withdrawal.
"Distributive negotiation can lead to a breakdown in communication, impasses, and long-term relationship damage. The win-lose mindset can prevent collaborative problem-solving." (L4M5 Commercial Negotiation, 2nd edition, Section 3.5 - Risks of Distributive Approaches)
NEW QUESTION # 78
Which of the following are most likely to be sources of conflict that can emerge from the process of commercial negotiations? Select TWO that apply.
Answer: D,E
Explanation:
There are multiple sources of divergent positions that can arise in situations where money is exchange for goods and services. There are 2 different types of sources. Those that arise from the content or subject matter of the negotiation (what is being negotiated) and those that arise from the process of negotiation (how it is being negotiated).
Sources of divergent positions - the process of negotiation:
Table Description automatically generated
Line of best fits is the line that goes approximately through the middle of the data points with an equal number of data points above and below it. Line of best fits is a method of calculating medium value in statistics.
Standard terms and conditions are basic terms and conditions of business governing transactions that do not have a definitive contract, usually designed to be included in form documents such as orders. While there may be conflicts regarding standard terms and conditions, they are about the content of negotiation, not the process.
Type of purchase: when buying organisation makes an decision to purchase an item, a buyer is faced with three possible scenarios. The item to be bought could be a straight re-buy, a modified re-buy or a new purchase. Decision on type of purchase is purely an internal decision.
NEW QUESTION # 79
A procurement manager has decided to bring in a junior member of their team to a negotiation meeting.
Which of the following would be suitable roles for this junior member of the team?
* Note taker
* Expert
* Observer
* Chair
Answer: A
Explanation:
Junior team members can play supportive roles in negotiations, such as taking notes and observing the proceedings. These roles allow them to learn and contribute without leading the negotiation. Serving as an expert or chair would typically require more experience and authority.
Reference: L4M5 Commercial Negotiation 2nd edition (CORE), Section 3.1 - Planning and Preparation for Negotiation
NEW QUESTION # 80
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