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

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These CIPS L4M5 questions and Commercial Negotiation L4M5 practice test software that will aid in your preparation. All of these Commercial Negotiation L4M5 formats are developed by experts. And assist you in passing the Commercial Negotiation L4M5 Exam on the first try. L4M5 practice exam software containing CIPS L4M5 practice tests for your practice and preparation.

CIPS Commercial Negotiation Sample Questions (Q128-Q133):

NEW QUESTION # 128
Different types of relationships impact on commercial negotiations. At a negotiation, which one of the following sources would help to support leverage for the buyer?

Answer: D


NEW QUESTION # 129
A good negotiator invests time in understanding the needs of the individuals in a negotiation. Is this statement true?

Answer: D

Explanation:
:
Skilled negotiators seek to understand the needs of the other parties, as well as their own. In doing so, it allows them to determine a strategy that their own needs are met. Failing to understand the other party's needs is one of the most common reason for an unsuccessful negotiation. In the commercial negotiation, procurement team does not negotiate with organisation, they negotiate with individuals. It is therefore important to recognise that there are two levels of needs:
The organisation - What the organisation wants to achieve. This is generally well stated and understood The individual - what is in it for the individual? This is generally not stated, rarely discussed, but very motivational. It is vitally important therefore that time is invested in understanding the needs of the individual Skilled negotiators are aware of the needs that occur at both levels, and develop creative options and strategies that attempt to satisfy these needs.


NEW QUESTION # 130
Power is used only in adversarial negotiation situations to secure a 'win' outcome against the other side. Is this statement correct?

Answer: B

Explanation:
Reference: CIPS L4M5 Study Guide, Section 1.2 - Approaches to Negotiation


NEW QUESTION # 131
According to Professor Gavin Kennedy, in which of the following forms of dispute resolution, both parties will voluntarily exchange their ideas and beliefs?

Answer: B

Explanation:
:
Professor Gavin Kennedy highlights that we need to distinguish negotiation from other forms of decision- making by focusing on what is unique about it (the voluntary exchange) and not shared by other techniques such as persuasion, gambling (e.g., coin tossing), command decision, instruction, litigation and coercion.


NEW QUESTION # 132
What letter R in the acronym SMART stands for?

Answer: D

Explanation:
SMART is an acronym that you can use to guide your goal setting. SMART is an acronym that stands for Specific, Measurable, Achievable, Relevant, and Time-bound A student met this question in the L4M5 exam. SMART is mentioned primarily in L4M3 Commercial Contracting.
LO: Unknown, AC: Unknown


NEW QUESTION # 133
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