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CIPS L4M5 Exam Syllabus Topics:

SectionObjectives
Negotiation planning and preparation- Preparation techniques
  • 1. Information gathering and analysis
    • 2. BATNA and reservation points
      • 3. Setting objectives and targets
        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. Concession strategies
              • 2. Collaborative and competitive strategies
                • 3. Tactical behaviours and influence techniques
                  Power, ethics and communication in negotiation- Influencing factors
                  • 1. Ethical considerations in negotiation
                    • 2. Communication and interpersonal skills
                      • 3. Sources of negotiation power

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                        CIPS Commercial Negotiation Sample Questions (Q174-Q179):

                        NEW QUESTION # 174
                        Which of the following are ways of developing rapport when undertaking a negotiation?

                        Answer: C


                        NEW QUESTION # 175
                        A competitive win-lose distributive approach to a negotiation is seeking to:

                        Answer: A


                        NEW QUESTION # 176
                        Which of the following is considered a strength of a 'logical' style negotiator?

                        Answer: A


                        NEW QUESTION # 177
                        Which of the following is most likely a consequence of falling interest rate?

                        Answer: C

                        Explanation:
                        :
                        If interest rate are too low and credit is too, cheap rates can fund a spending boom with consumers and businesses buying (investment) more than they can afford to pay back.


                        NEW QUESTION # 178
                        A procurement professional is sourcing low value items. He conducts market analysis and realise that these items can be provided by many suppliers and switching cost between suppliers is relatively low. He also assume that the relationship between buyer and supplier will be transactional rather than long-term.
                        According to Thomas-Kilmann conflict model instrument, which of the following is the most appropriate style that the procurement professional should adopt when negotiating with these suppliers?

                        Answer: B

                        Explanation:
                        According to Thomas-Kilmann conflict model instrument, there are 5 conflict management styles:
                        In this scenario, the buyer's bargaining power is stronger than suppliers', and the relationship is transactional.
                        Therefore, to get the most preferable outcome, the procurement professional can take an assertive approach, while he doesn't need to co-operate closely with these suppliers. Competing will be the most appropriate approach to negotiation in this scenario so that the buying organisation can get a better deal.


                        NEW QUESTION # 179
                        ......

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