L4M5日本語認定、L4M5基礎訓練

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CIPS L4M5 Exam Syllabus Topics:

SectionObjectives
Power, ethics and communication in negotiation- Influencing factors
  • 1. Ethical considerations in negotiation
    • 2. Communication and interpersonal skills
      • 3. Sources of negotiation power
        Negotiation strategies and tactics- Approaches to negotiation
        • 1. Tactical behaviours and influence techniques
          • 2. Collaborative and competitive strategies
            • 3. Concession strategies
              Negotiation fundamentals- Principles of commercial negotiation
              • 1. Definition and purpose of negotiation
                • 2. Types of negotiation (distributive vs integrative)
                  Negotiation planning and preparation- Preparation techniques
                  • 1. Setting objectives and targets
                    • 2. Information gathering and analysis
                      • 3. BATNA and reservation points

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                        CIPS Commercial Negotiation 認定 L4M5 試験問題 (Q232-Q237):

                        質問 # 232
                        End users are the only stakeholders that are involved in the preparation of a negotiation. Is this statement true?

                        正解：D

                        解説：
                        Commercial negotiation objectives should be driven by the business needs of the organisation. Organisations are made up of different stakeholder groups, some of whom may have different, even conflicting objectives.
                        From a negotiation perspective, stakeholders can be defined as persons or groups that have interest (or stake) in the outcome of the negotiation you are leading or participating in.
                        CIPS distinguishes between 3 sets of stakeholders:
                        - Internal stakeholders
                        - Connected stakeholders
                        - External stakeholders
                        End-users are examples of internal stakeholders. They are the people who will benefit from the purchase of a product or service. However, their interest may conflict with other groups, i.e. the budget controllers whose objective is minimising the expense. In negotiation perspective, procurement should involve different groups of stakeholder.
                        LO 1, AC 1.1


                        質問 # 233
                        Active listening in negotiation includes which of the following activities?
                        1. Hearing
                        2. Interpreting
                        3. Rapport
                        4. Influence

                        正解：B

                        解説：
                        Listening is a hugely important skill in the world of work. It's a key part of effective communication [...].
                        Regarding active listening, there is a model called 'The SIER Hierarchy of Active Listening'. It details four key stages required for effective listening. As with all models associated with active listening, its purpose is to help the listener be a better, more effective listener who really hears what is being said, connects with the individual with whom they are communicating and builds effective relationships.
                        The model is a hierarchical model meaning that each stage builds on the stage before it. While the model is sometimes used for training in the sales arena, it is helpful in all walks of life. The stages of the model are:
                        Sensing (including hearing and watching body language), Interpreting, Evaluating and Responding.


                        質問 # 234
                        Which of the following should be done when undertaking a reflection activity on negotiation? Select TWO that apply.

                        正解：B、E

                        解説：
                        Giving positive group and individual feedback is easy, as is self-congratulation and, in many cases, it is hoped, this will be an accurate reflection on actual performance. When it comes to developmental or difficult feedback, it is only natural to want to move on and not reflect on the negative or developmental points, or why a negotiation did not achieve its objectives. But this is a mistake. The best learning opportunities come from reflection on what could be done better, and this can be achieved without blame, threat or condemnation.
                        Everyone and every team will make mistakes and/or have areas where they could have improved. Clearly, if every reflection session concludes that an individual or team keeps making the same mistake, then there is a case to change roles or consider alternative approaches.
                        About Dos and Don'ts of reflection, you can refer here: https://offices.depaul.edu/human-resources/employee- relations/Documents/Self%20Assesement.pdf


                        質問 # 235
                        An organisation is developing the specification for a capital purchase project. An important stakeholder has doubt on the draft specification. The buyer invites him to the product function meetings. In these meeting the attendees can raise their concerns, the specification development team takes in all the concerns and adjusts the specification accordingly. What kind of technique is the specification development team using?

                        正解：A

                        解説：
                        In the scenario, anyone who has concerns can join a meeting to raise their thoughts. The project team takes the stakeholders' ideas into account. This is known as coalition: A group of people or organisations come together and work collaboratively to achieve some goals. Specifically in this scenario, the goal is creating a high-quality and unified specification for an important project.
                        Reference:
                        CIPS study guide page 164-165
                        What Is a Coalition Anyway?


                        質問 # 236
                        Buyers should have the ability to analyse the costs of their purchases not only for determining their impact to their organisation's cost but also for the purpose of reducing them during commercial negotiations to contribute to the profitability of their organisation. One way of analysing costs is to classify them into direct and indirect costs. Which ONE of the following is an explanation of 'direct costs'?

                        正解：A


                        質問 # 237
                        ......

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