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CIPS L4M5 Exam Syllabus Topics:

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

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CIPS Commercial Negotiation Sample Questions (Q198-Q203):

NEW QUESTION # 198
Sally is negotiating with an oversea supplier on the price and payment period. Her company and the supplying organisation are equal in bargaining power.The supplier says that they are investing in new facilities and machinery so the payment period should not be longer than 30 days. Sally knows that her company often pays the suppliers after 45 days from the delivery, but at the moment the company has positive cash flow and it is able to pay immediately. Which of the following should be Sally's concession plan?

A. Demand for a discount without any other concessions
B. Agree with supplier's payment period without anyfurther demand
C. Shorten payment period but ask for a discount
D. Contend on the normal payment period

Answer: C

Explanation:
Explanation
In the scenario, the length of payment period is particularly important to the supplier as they are investing new facilities. Otherwise, the buyer's company has apositive cash flow position and budget is available for a shorter payment terms. So this tradeable (payment period) is important to supplier but it is not a significant problem with the buyer. This tradeable will fall within 'Easy concession to trade' quadrant in the following matrix:
Table Description automatically generated

If the tradeable fall within this quadrant, Sally should shorten the payment period in supplier's favour and try to win as many concessions as possible in return. Asking for a discount may be a reasonable trade-off.
LO 2,AC 2.3

NEW QUESTION # 199
A supplier has offered international football tickets to the procurement manager while they are in the middle of a contract negotiation. What should the procurement manager do?

A. Accept the offer as this will not affect the relationship with the supplier
B. Reject the offer as the procurement manager will have to repay the gesture
C. Accept the offer of the tickets as this will enhance the relationship between both parties
D. Reject the offer as this may be seen as a conflict of interest during the negotiation

Answer: D

Explanation:
Accepting gifts during a negotiation can createconflict of interestconcerns and may violate ethical standards.
Best practice requires rejecting such offers to maintain transparency and objectivity in decision-making.
Reference: L4M5 Commercial Negotiation 2nd edition (CORE), Section 1.4 - Ethics and Professional Standards in Negotiation

NEW QUESTION # 200
A procurement expert has been asked to ensure they consider emotional intelligence in their negotiation strategy. They have agreed to this and have started planning their approach. Which of the following describes emotional intelligence?

A. An individual's ability to understand their own feelings and those of other people
B. An individual's ability to fully understand another party's cost drivers and profit margins
C. An individual's ability to gain leverage by persuading the other party to agree to their terms
D. An individual's ability to place themselves in a position of authority during a negotiation

Answer: A

Explanation:
Emotional intelligence involves the ability to recognize and manage one's emotions and empathize with others. This skill allows negotiators to respond appropriately to both their own feelings and the emotional cues of the other party, fostering a more constructive and adaptive negotiation environment. CIPS highlights emotional intelligence as a valuable asset in understanding and influencing negotiation dynamics.

NEW QUESTION # 201
Which of the following types of questions are likely to be the most effective to check facts in negotiations?

A. Leading
B. Closed
C. Open
D. Hypothetical

Answer: B

Explanation:
Closed questions are useful for verifying facts, as they prompt specific, concise responses. These questions allow the negotiator to confirm details without ambiguity, which is crucial for clarity in negotiation settings, as highlighted in CIPS's guidelines on questioning techniques.

NEW QUESTION # 202
Cost and price analysis is very important for buyers when they are preparing for a negotiation with supplier.
Which of the following is a benefit of knowing supplier's fixed costs?

A. The buyer would be able to know the point at which the supplier would reject the offer
B. The buyer would be able to know the right volume to reach break-even point
C. The buyer would be able to get a comprehensive picture of supplier's efficiency
D. With the sole understanding of supplier's fixed cost, the buyer would be able to know the volume at which supplier maximises their profit in short-run

Answer: B

Explanation:
Knowing supplier's fixed and variable costs is beneficial for the buyer in a negotiation. With these insights, the buyer would know the volume at which the supplier reaches break-even points and then offers significant discount due to economies of scale.

NEW QUESTION # 203
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