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| Certification Vendor: | CIPS |
|---|---|
| Exam Name: | Commercial Negotiation |
| Exam Number: | L4M5 |
| Certificate Validity Period: | No Expiration |
| Exam Duration: | 90 minutes |
| Exam Price: | ยฃ80 |
| Passing Score: | 70% |
| Exam Format: | Objective Response, Multiple Choice |
| Available Languages: | English |
| Related Certifications: | CIPS Level 4 Diploma in Procurement and Supply |
| Real Exam Qty: | 60 |
| Sample Questions: | CIPS L4M5 Sample Questions |
| Exam Way: | Online or at a CIPS approved exam center |
| Pre Condition: | Candidates should ideally be working in or have experience of procurement and supply. No formal pre-requisites, but completion of Level 3 or equivalent experience is recommended. |
| Official Syllabus URL: | https://www.cips.org/qualifications/procurement-and-supply-qualifications/ |
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CIPS L4M5 certification exam consists of five units, each with its own specific learning outcomes. These units cover a range of topics, including the principles of negotiation, the negotiation process, the legal and ethical aspects of negotiation, and the importance of building long-term relationships with suppliers. The CIPS L4M5 Certification Exam is designed to provide professionals with a broad understanding of commercial negotiation and to equip them with the skills and knowledge needed to excel in their roles.
NEW QUESTION # 160
Which of the following would help build trust in a relationship?
* Mediation attendance
* Regular meetings
* Keep promises
* Coercion
Answer: B
Explanation:
Trust is built through consistent communication (e.g., regular meetings) and fulfilling commitments (keeping promises). Coercion erodes trust, while mediation is reactive and not a foundational element of trust-building.
Reference: L4M5 Commercial Negotiation 2nd edition (CORE), Section 1.2 - Developing Trust in Supplier Relationships
NEW QUESTION # 161
Maria, an NHS buyer, needs cost savings due to budget cuts. She plans to achieve savings with a collaborative supplier. Which negotiation approach should she use?
Answer: C
Explanation:
With a collaborative supplier, the appropriate approach is Win-Win (integrative). Both sides aim to create savings while maintaining partnership value. Win-Lose would damage collaboration, while Lose-Lose sacrifices value on both sides. Win-Perceived Win is based on optics rather than actual balance. By adopting a win-win approach, Maria ensures sustainable cost reductions while protecting critical NHS supplier relationships.
Reference: CIPS L4M5 (2nd ed.), LO 1.1 - Win-win strategies in collaborative supplier relationships.
NEW QUESTION # 162
A procurement expert has been asked to ensure they consider emotional intelligence in their negotiation strategy. They have agreed to this and have started planning their approach. Which of the following describes emotional intelligence?
Answer: B
Explanation:
Emotional intelligence involves the ability to recognize and manage one's emotions and empathize with others. This skill allows negotiators to respond appropriately to both their own feelings and the emotional cues of the other party, fostering a more constructive and adaptive negotiation environment. CIPS highlights emotional intelligence as a valuable asset in understanding and influencing negotiation dynamics.
NEW QUESTION # 163
Effective listening is important in integrative negotiations. Is this statement correct?
Answer: B
Explanation:
Effective listening is crucial in integrative negotiations because it promotes understanding and collaboration.
By actively listening, parties can identify shared interests and address concerns, which supports the goal of reaching mutually beneficial solutions. This is a key component in CIPS guidelines on successful integrative negotiation practices.
NEW QUESTION # 164
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: A
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 # 165
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