L4M5證照指南，L4M5考題寶典

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CIPS L4M5 Exam Syllabus Topics:

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

>> L4M5證照指南 <<

L4M5證照指南 - 您最聰明的選擇Commercial Negotiation考題寶典

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最新的 CIPS Level 4 Diploma in Procurement and Supply L4M5 免費考試真題 (Q317-Q322):

問題 #317
A negotiation meeting commences with the supplier asking the buyer 'How do you feel about the service you receive from us currently?' The supplier then asks 'What do you think about our latest products?' followed by
'How do we compare with other suppliers you use?' The supplier is using which type of questions?

答案：A


問題 #318
Which of the following are variable costs?

答案：A

解題說明：
Packaging is considered a variable cost because it fluctuates with the level of production or sales activity.
Variable costs change directly in relation to the volume of output or service. In contrast:
Rent (A), Loan repayments (B), and Insurance (C) are fixed costs, as they generally do not vary with production levels within a certain range. These are recurring costs that remain constant over time, aligning with CIPS's cost classification in procurement.


問題 #319
Which of the following is most likely a consequence of falling interest rate?

答案：C

解題說明：
If interest rate are too low and credit is too, cheap rates can fund a spending boom with consumers and businesses buying (investment) more than they can afford to pay back.


問題 #320
Which of the following are examples of variable costs?
Building and site rent
Annual insurance premium
Raw materials expenditure
Delivery costs for materials

答案：C

解題說明：
Variable costsare expenses that change in proportion to business activity or production volume.Raw materialsanddelivery costsdirectly increase as more products are produced. In contrast,rentandinsuranceare fixed costs that remain constant regardless of output levels.
"Variable costs are directly linked to production output. Raw materials and logistics (e.g., delivery) scale with order volume, impacting supplier pricing and buyer negotiations." (L4M5 Commercial Negotiation, 2nd edition, Section 2.1 - Direct and Variable Cost Classifications)


問題 #321
Which of the following occur in the planning and preparation stage of negotiation? Select THREE.

答案：D,E,F

解題說明：
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.


問題 #322
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