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CIPS L4M5 Exam Syllabus Topics:

SectionObjectives
Topic 1: Negotiation planning and preparation- Preparation techniques
  • 1. Information gathering and analysis
    • 2. Setting objectives and targets
      • 3. BATNA and reservation points
        Topic 2: Negotiation strategies and tactics- Approaches to negotiation
        • 1. Tactical behaviours and influence techniques
          • 2. Concession strategies
            • 3. Collaborative and competitive strategies
              Topic 3: Power, ethics and communication in negotiation- Influencing factors
              • 1. Ethical considerations in negotiation
                • 2. Sources of negotiation power
                  • 3. Communication and interpersonal skills
                    Topic 4: Negotiation fundamentals- Principles of commercial negotiation
                    • 1. Types of negotiation (distributive vs integrative)
                      • 2. Definition and purpose of negotiation

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                        最新的 CIPS Level 4 Diploma in Procurement and Supply L4M5 免費考試真題 (Q382-Q387):

                        問題 #382
                        A purchasing manager is having a negotiation with a supplier to extend the duration of the contract. In order topersuade the supplier to cut the cost by 10%, she promises to shorten the payment period from
                        45 days to 30 days for each delivery. The supplier's representative does not agree the offer and clearly states that his proposed price is already lower than the market price. The purchasing manager has used which type of power?

                        答案：B

                        解題說明：
                        In the scenario, to exchange cost cutting, the purchasing manager promises to 'reward' supplier shorter payment period. This is an example of reward power, which results from one person's ability to compensate or reward another for compliance.
                        The reward does not need to be money, but could be introduction to other buyers in the group, positive references, agreement to trial new product, quicker payment or indeed any other variable that the buyer knows is attractive and valued by the supplier.


                        問題 #383
                        Which of the following is the purpose of using stakeholder support level scale?

                        答案：A

                        解題說明：
                        In order to estimate the gap and the progress towards desired level of support, a stakeholder support scale can be used by the procurement internally. The support level scale measures stakeholder commitment. Current support level for the procurement/negotiation objectives should be gained from engagement with key stakeholders. The following is an example of stakeholder support level scale:
                        Graphical user interface, application Description automatically generated

                        LO 1, AC 1.1


                        問題 #384
                        Jane is planning for a forthcoming negotiation with a key supplier. She has learned what are important to the supplier and what are important to her company from previous contracts between them. In order to avoid negotiation deadlocks, she has set up several concession plans. But Jane has little experience in dealing with suppliers and doesn't know when to trade these concessions. When is the best time in a negotiation to trade concessions?

                        答案：B

                        解題說明：
                        The question asks about the point in time when Jane should make concessions with the supplier. These concessions should be traded after preliminary stages such as opening, testing and proposing are over and proposals move from being tentative and general to being more definite and specific. This stage is called bargaining phase. The bargaining phase is the 'meat' of the negotiation meeting.
                        LO 3, AC 3.1


                        問題 #385
                        During which stage in the negotiation process would negotiators use tactics and exchange concessions?

                        答案：B

                        解題說明：
                        Thebargaining stageis where both parties begin tomake concessionsand test options. This phase involves the use of strategic tactics, including the presentation of tradeables and adjustments in position to reach mutual agreement.
                        "The bargaining stage is characterised by movement, trade-offs, and deal-shaping. Tactics such as anchoring, making concessions, and introducing tradeables are employed to bridge the gap between opening offers." (L4M5 Commercial Negotiation, 2nd edition, Section 3.2 - Stages of the Negotiation Process)


                        問題 #386
                        Which of the following are elements of price negotiations? Select the TWO that apply.

                        答案：D,E

                        解題說明：
                        Price negotiations extend beyond headline unit price and include elements that influence total commercial value. Pricing arrangements (such as fixed, variable, indexed, or cost-plus pricing) directly affect financial risk and cost certainty. Terms of payment influence cash flow, working capital, and overall cost of ownership, making them core price-related negotiation variables. Sales tax is typically regulated and not negotiable, while cash flow management and administration costs are internal organisational concerns rather than negotiated price elements. CIPS emphasises a holistic approach to price negotiations that considers structure and payment terms, not just price level.
                        Reference: CIPS L4M5 Commercial Negotiation (CORE), 2nd edition - LO 2.2: Elements and structure of price negotiations.


                        問題 #387
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