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CIPS L4M5（コマーシャルネゴシエーション）試験は、交渉スキルと交渉スキルを向上させようとする調達専門家にとって非常に人気のある資格です。この認定は、調達プロセスでサプライヤー、請負業者、およびその他の利害関係者と効果的に交渉するために必要な専門知識を個人に提供するように設計されています。この試験は、調達およびサプライチェーン管理の主要な専門機関であるチャーターされた調達供給研究所（CIPS）から授与される世界的に認められた資格です。
試験形式は、複数選択問題、短答問題、ケーススタディを含む3時間の紙ベースの評価で構成されています。試験に合格するには、候補者は最低50％の点数を取得する必要があります。試験はグローバルで提供され、候補者は任意のCIPS承認テストセンターまたはリモートで受験できます。
今日、激しい競争の時代に、才能が飽和している市場でどのように位置を占めることができますか？答えは証明書です。証明書の主なものは何ですか？あらゆる種類の試験L4M5認定、あらゆる種類の資格認定を通してあなたを証明します。見つけるのは難しくありません。より多くの人々がL4M5試験ガイドに時間と労力を割いて喜んでいます。L4M5認定は簡単なものではないため、多くの人が効率的な学習方法を探しています。L4M5試験の質問は、L4M5試験に合格するための適切なツールです。
CIPS L4M5試験では、交渉計画、利害関係者分析、コミュニケーションスキル、紛争解決など、幅広いトピックをカバーしています。この試験は、価格交渉、契約交渉、サプライヤーの関係交渉など、さまざまなシナリオで効果的に交渉する候補者の能力をテストするように設計されています。この試験は、候補者が理論的知識を実際の状況に適用し、組織に利益をもたらす情報に基づいた決定を下すことができるように構成されています。 CIPS L4M5試験に合格すると、候補者が成功裏に交渉する能力が示されています。これは、調達専門家の非常に価値のあるスキルです。
質問 # 87
Which of the following are most likely to be characteristics of a perfectly competitive market? Select TWO that apply
正解：C、D
解説：
A perfectly competitive market is one with the following features:
- There are many firms producing identical or very similar (homogeneous) goods or services
- There are no barriers to entry to the market or exit from the market - anyone can enter or leave easily
- Both producers and customers have perfect knowledge of the market place, prices, costs of production and influences on demand and supply Under these conditions, the price and quantity will always tend toward equilibrium as any producer that sets a price above equilibrium will not sell anything at all, and any producer that sets a price below a equilibrium will obtain 100% market share in theory. The demand curve is perfectly elastic, which means that it will be horizontal. In a perfectly competitive market, it is difficult to increase profits through pricing, and suppliers instead must focus on their cost structure. As these conditions imply, there are few if any examples of perfectly competitive market.
LO 2, AC 2.2
質問 # 88
When might a buyer decide to use a distributive approach to a negotiation with a supplier?
正解：C
解説：
A distributive approach is appropriate when multiple suppliers offer similar products, as this competitive environment allows the buyer to focus on maximizing their position rather than building long-term partnerships. CIPS suggests that a distributive or competitive approach is best used in non-critical purchases or when supplier dependency is low, as is the case here.
質問 # 89
Fast & Easy Limited, a global fast food retailer, is in a negotiation with its major meat supplier. The supplier is asking for a 2% price increase, which Fast & Easy is strongly resisting. The supplier justifies this increase by stating that currency fluctuations, an unstable economic climate, and rising transport costs have necessitated this increase. Which influencing tactic is the supplier using?
正解：B
解説：
The supplier is using Rational persuasion by providing logical reasons, such as economic conditions and increased costs, to justify the price increase. This approach uses factual information to influence the buyer's decision, aiming to present the price hike as a reasonable adjustment, which aligns with CIPS strategies on influencing tactics in negotiations.
質問 # 90
Which of the following are recognised techniques in contract negotiation? Select THREE that apply.
正解：A、D、E
解説：
The question asks about negotiation techniques which are not present in the book. In this question, there are only 3 recognised techniques:
- Framing and reframing: A frame is an assumption, or set of assumptions, that guides our attention and behavior. Reframing is the ability to identify and significantly change assumptions or perspectives. Framing has a significant impact on the effectiveness of negotiation outcomes and negotiator working relationships.
You can read more on framing and reframing here.
- Anchoring: Anchoring bias is well-known cognitive bias in negotiation and in other contexts. The anchoring bias describes the common tendency to give too much weight to the first number put forth in a discussion and then inadequately adjust from that starting point, or the "anchor." We even fixate on anchors when we know they are irrelevant to the discussion at hand. You can read more on anchoring here.
- Pacing and leading: Pacing and leading is a two-step lever of persuasion. First - You "match your pace" to the person you want to influence in as many ways as possible. You can do this by mimicking the way the person talks, stands, their appearance, etc. You can also mimic less tangible aspects like the way they act, or their emotional state. Second - Once you've set your pace with someone, lead them to whatever decision or behavior you want them to take! You can read more on pacing and leading here.
Reference: CIPS study guide page 163-165
LO 3, AC 3.2
質問 # 91
Community Meal Partners (CMP) is a not-for-profit company that delivers cooked meals to older residents in their homes. CMP uses a fleet of bespoke vans with onboard ovens. In planning the future procurement of the fleet, CMP has conducted a review of the microeconomics of the van supply market and found that the vans are supplied by a monopoly supplier due to patented technology. Which of the following strategies could CMP utilise to optimise its bargaining position with the van supplier?
正解：B
解説：
When facing a monopoly supplier, buyers must find creative ways to introduce leverage. Publicly exploring alternative solutions can create the perception of competition or a fallback plan, thus shifting bargaining power slightly toward the buyer.
Reference: L4M5 Commercial Negotiation 2nd edition (CORE), Section 2.3 - Market Conditions and Negotiation Strategy
質問 # 92
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