P.S. Fast2testがGoogle Driveで共有している無料かつ新しいL4M5ダンプ：https://drive.google.com/open?id=1Yl_zr_-1xlvklPz-n4XHdJDiO6Gu05mO
Fast2testは受験者に向かってL4M5試験について問題を解決する受験資源を提供するサービスのサイトで、さまざまな受験生によって別のトレーニングコースを提供いたします。受験者はFast2testを通って順調に試験に合格する人がとても多くなのでFast2testがCIPS業界の中で高い名声を得ました。
| Section | Objectives |
|---|---|
| Power, ethics and communication in negotiation | - Influencing factors
|
| Negotiation planning and preparation | - Preparation techniques
|
| Negotiation fundamentals | - Principles of commercial negotiation
|
| Negotiation strategies and tactics | - Approaches to negotiation
|
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質問 # 173
Which of the following is the first step in the development of negotiation strategies?
正解：D
解説：
Developing specific negotiation strategies in areas where risk or spend is high involves analysing a wide range of objectives and variables within the context of the organisation'sbusiness requirements. The first stage in any negotiation preparation is to define your overall objectives which may be related to a single variable such as price in the case of a standardised requirement, or many variables in the case of capital equipment. Your negotiating strategies and tactics will all be focused on achieving overall objectives.
質問 # 174
The procurement manager of a private healthcare provider is running an IT project. Who would be the stakeholders?
* General public
* Pharmaceutical suppliers
* Senior Management
* Software support developers
正解：D
解説：
In the context of aninternal IT project, the relevant stakeholders would be thosedirectly involved in decision- making and implementation.Senior managementoversees funding and strategic fit, whilesoftware developersensure technical support. The general public and pharmaceutical suppliers are external and not primary stakeholders in this scenario.
"Stakeholder identification must focus on individuals or groups directly involved or affected by the procurement. This includes internal sponsors, end-users, and technical staff responsible for delivery." (L4M5 Commercial Negotiation, 2nd edition, Section 1.5 - Internal and External Stakeholders)
質問 # 175
Absorption costing is when the total cost per each unit of output:
正解：D
解説：
Reference: CIPS L4M5 Study Guide, Section 2.2 - Cost and Price Analysis
質問 # 176
Which of the following are effective approaches when procurement professionals negotiate with monopoly suppliers?
1. Delaying payment with monopoly suppliers as long as possible to increase bargaining power
2. Setting up stronger BATNA
3. Engaging in the negotiation with a distributive approach
4. Eliminating requirements in the specification that prioritises monopoly suppliers
正解：D
解説：
In most commercial negotiations with monopolistic organisations, one can expect that in general they will have far greater bargaining power - you will need them more than they need you. There BATNA isstronger in the short run, but over time their power can be challenged effectively.
Ways of dealing with monopoly suppliers include the following:
Making yourself an attractive buyer
Seeking out alternatives / substitutes in a private or public manner
Designing out the requirement that forces you to go to the monopoly suppliers, or seek to make the product, or threaten to make it yourself if feasible Lobbying government or campaigning, as part of an industry or trade body, for a reduction in barriers to entry that support the monopoly
質問 # 177
Citywide Developments Ltd (CDL) is a construction programme management company that delivers the design and build of high-value property development schemes. CDL uses third-party consultant design services, using named consultants in the contract. CDL has recently observed increases in the consultancy day rate for these consultants. Which of the following tradeable concessions could CDL offer when negotiating with the suppliers of design services, in order to achieve lower rates of pay, but without lowering the quality of service?
正解：D
解説：
Reference: CIPS L4M5 Study Guide, Section 3.2 - The Negotiation Process
質問 # 178
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