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CIPS L4M5 Exam Syllabus Topics:

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

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CIPS Commercial Negotiation Sample Questions (Q306-Q311):

NEW QUESTION # 306
SBL provides contract bathroom furniture and fittings for a wide variety of domestic and commercial clients.
To some suppliers, SBL spend claims a large portion of their revenue. But SBL is famous for imposing draconian obligations on these suppliers. Which of the following is most likely to be overarching objective of these suppliers to SBL?

Answer: D

Explanation:
:
According to Paul Steele's 'The Seller's Perspective', customer can be classified into 4 categories as below:
Chart, treemap chart Description automatically generated

In this scenario, although SBL's spend claims large portion in suppliers' revenues, their draconian treatment will reduce SBL's attractiveness in supplier's perspective. SBL falls into Exploit quadrant. With exploitable customers, suppliers tend to 'milk' the customer and charge a high price to compensate for all the pain customer put on them.


NEW QUESTION # 307
What is the most likely outcome when two organisations with adversarial relationship negotiate with each other?

Answer: A

Explanation:
An adversarial relationship in purchasing and supply arises when identical or equivalent good or services are available from competing suppliers and buyers/sellers are trying to gain an advantage over each other. Low levels of trust are characteristic of adversarial relationships. The outcome when two organisations with adversarial negotiate is most likely to be win-lose.
Reference:
Adversarial purchasing - Wikipedia
CIPS study guide page 32-35


NEW QUESTION # 308
Which of the following occur in the planning and preparation stage of negotiation? Select THREE.

Answer: B,D,F

Explanation:
Planning and preparation involve analysing bargaining power, understanding the counterpart's needs, and defining the constituents (parties involved). Questioning and concessions come later during bargaining.
Narrowing solutions occurs during closure. Proper planning ensures negotiators enter with clear objectives, strategies, and knowledge, reducing surprises. CIPS highlights preparation as the most critical determinant of negotiation success, aligning with the saying: "Failing to prepare is preparing to fail." Reference: CIPS L4M5 (2nd ed.), LO 2.2 - Planning and preparation activities in negotiation.


NEW QUESTION # 309
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: C,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 # 310
A buying organisation with a low spend but the reputation for paying on-time. In order to increase buyer's leverage in negotiation with suppliers, which of the following should be a priority of this buyer?

Answer: B

Explanation:
According to Paul Steele's 'The Seller's Perspective', customer can be classified into 4 categories as below:
To increase the leverage in negotiation, buyer may increase its attractiveness and/or increase spend value. In this scenario, the buyer is already attractive to supplier as it always pays on-time, but the spend is still low. So to have greater leverage, the buyer has to increase its spend volume by spend concentration. Spend concentration may take many forms as following:
- Vendor base reduction
- Volume pooling
- Volume redistribution
- Volume consolidation across categories
- Standardisation and harmonisation of specifications
- Forming purchasing consortia
Chart, treemap chart Description automatically generated

LO 1, AC 1.3


NEW QUESTION # 311
......

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