Quiz 2026 L4M5: Authoritative Commercial Negotiation Detailed Answers

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CIPS L4M5 Exam Syllabus Topics:

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

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                        CIPS Commercial Negotiation Sample Questions (Q66-Q71):

                        NEW QUESTION # 66
                        XYZ Ltd is importing goods from overseas. They prefer to pay their supplier in their own currency. Which of the following is a true statement?

                        Answer: A

                        Explanation:
                        The effect of a change of relative exchange rates will be determined by which currency you pay your supplier in.
                        Table Description automatically generated

                        LO 2, AC 2.2


                        NEW QUESTION # 67
                        Representatives from South African Department of Health is negotiating the price of hospital drugs with US pharmaceutical companies. Which of the following are most likely to be macro factors that influence the outcomes of the negotiation? Select TWO that apply.

                        Answer: B,C

                        Explanation:
                        Explanation
                        All one-to-one commercial negotiations between a specific purchaser and a specific supplier take place within an industrial market and a larger business environment characterised by multiple forceswhich both parties typically have little control over. STEEPLE framework highlights the 6 main external influences on a business:
                        Table Description automatically generated

                        Particularly, pharmaceutical industry is a heavily regulated sector, therefore, legal and regulatory matters in theindustry is highly important. Otherwise, technological trends also permeate into pharmaceutical companies, technologies like digitalisation may transform the balance of power in such negotiation.
                        LO 1, AC 1.3


                        NEW QUESTION # 68
                        Which of thefollowing is an objective of proposing phase?

                        Answer: A

                        Explanation:
                        In the study guide, CIPS lists 5 stages of an negotiation:
                        The opening phase: confirm understanding and get the issues on the table. At this stage, both parties should check agenda, authority and create atmosphere conducive to agreement The testing phase is an information gathering stage where the hypothesis and assumptions you have made in the planning stage can be tested and confirmed or disconfirmed The proposing phase: Both sides may start making tentative proposals regarding their offering.
                        The bargaining phase: Both parties trade concessions; the preliminary stages are over and proposals move from being tentative and general to being more definite and specific.
                        The agreement and closing phase: both parties should seek agreement or if TOP does not have the final authority, some sort of acknowledgement of what key terms are should be sought.


                        NEW QUESTION # 69
                        A procurement professional is preparing for a negotiation with supplier. She is setting targets for price which her company is seeking to achieve. Which of the following acronyms can help her identify limits before engaging in the negotiation?

                        Answer: A

                        Explanation:
                        :
                        MIL criteria indicate 3 limits that negotiator should establish:
                        M - Must achieve: minimum target/maximum you can concede on this point; the mandatory requirement or fall back position I - Intend to achieve: realistic target you are aiming for on this point L - Like to achieve: stretch target to achieve on this point.
                        PPCA is purchase cost analysis
                        TIMWOOD indicates 7 types of waste in Lean principles
                        The RAQSCI model is a mnemonic summary of a business model used to define and structure business requirements


                        NEW QUESTION # 70
                        "BATNA is a concept that should be considered at the start of negotiations." Is this statement correct?

                        Answer: D

                        Explanation:
                        BATNA (Best Alternative to a Negotiated Agreement) is a core preparation concept and should always be considered before negotiations begin. It gives the buyer clarity on the minimum acceptable outcome and provides leverage by ensuring they do not accept a deal worse than their alternative. BATNA is not a legal requirement, nor should it be developed only when negotiations fail, as this weakens negotiating confidence and decision-making. CIPS emphasises BATNA as a fundamental planning tool that underpins effective and disciplined negotiation behaviour.
                        Reference: CIPS L4M5 Commercial Negotiation (CORE), 2nd edition - LO 2.2: BATNA and walk-away points in negotiation preparation.


                        NEW QUESTION # 71
                        ......

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