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CIPS L4M5 Exam Syllabus Topics:

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

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CIPS Commercial Negotiation Sample Questions (Q364-Q369):

NEW QUESTION # 364
Which of the following is considered a strength of a 'logical' style negotiator?

A. Methodical
B. Friendly and accessible
C. Interrelate issues easily and make quick decisions
D. Assertive

Answer: A

Explanation:
A useful and simple shorthand for preferrednegotiation styles is summarised by four simple descriptor: 'warm',
'tough', 'logical' and 'dealer', which can be applied to describe individuals' dominant preferred style in most circumstances.
Warm - a people person
Tough - a hard-nosed negotiator
Logic- a numbers person
Dealer - a trader who loves bargaining
Strengths, weaknesses of logical style are described below:
Table Description automatically generated

NEW QUESTION # 365
Which of the following roles would support negotiations with an external supplier when planning a negotiation for a low-value, routine purchase? Select TWO that apply.

A. The procurement manager
B. An internal business user
C. The Chief Executive Officer (CEO)
D. A legal advisor
E. The Human Resource (HR) manager

Answer: A,B

Explanation:
For low-value, routine purchases, the involvement of The procurement manager (C) and An internal business user (E) is appropriate. The procurement manager brings expertise in supplier engagement, while the internal business user provides insights on specific needs for the product or service. Involving high-level roles, like the CEO or a legal advisor, is unnecessary for routine purchases, as per CIPS guidance on resource alignment in procurement.

NEW QUESTION # 366
Which of the following are typical characteristics of activity-based costing (ABC) method? Select TWO that apply.

A. Limited understanding of true costs incurred
B. Variable and all related overhead expenses are specifically assigned to a business activity
C. ABC provides the information required to take action and realise improvements
D. ABC has tended to over cost products on long runs and under cost those on short runs
E. Costs are allocated based on volume

Answer: B,C

Explanation:
Activity-based costing is an alternative approach to traditional absorption costing. The characteristics of these two methods are illustrated in the graph below:
Graphical user interface, text, chat or text message, website Description automatically generated

NEW QUESTION # 367
Which of these personal power bases stems from the manager's position in the organisation and the authority that lies in that position?

A. Reward power
B. Legitimate power
C. Coercive power
D. Expert power

Answer: B

Explanation:
Legitimate power comes from the belief that a person has the formal right to make demands, and to expect others to be compliant and obedient. Legitimate power comes from rules, formal authority, organisation rank, staff grade or official position held. In commercial negotiation, legitimate power can be demonstrated by job title and rank.
LO 1, AC 1.3

NEW QUESTION # 368
SBL provides contract bathroom furniture and fittings for a wide variety of domestic and commercial clients.
To some suppliers, SBL spend claims a large portion of their revenue. But SBL is famous for imposing draconian obligations on these suppliers. Which of the following is most likely to be overarching objective of these suppliers to SBL?

A. Charge a higher price to compensate for all the pain SBL has put
B. Hold on and keep SBL happy but make sure that the business is profitable
C. Drop the business with SBL immediately
D. Win and keep business with SBL at any costs, even without profits

Answer: A

Explanation:
:
According to Paul Steele's 'The Seller's Perspective', customer can be classified into 4 categories as below:
Chart, treemap chart Description automatically generated

In this scenario, although SBL's spend claims large portion in suppliers' revenues, their draconian treatment will reduce SBL's attractiveness in supplier's perspective. SBL falls into Exploit quadrant. With exploitable customers, suppliers tend to 'milk' the customer and charge a high price to compensate for all the pain customer put on them.

NEW QUESTION # 369
......

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