Free PDF 2026 CIPS L4M5: Commercial Negotiation Fantastic Latest Test Simulator

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CIPS L4M5 Exam Syllabus Topics:

SectionWeightObjectives
Understand how commercial negotiations should be undertaken30%- Communication skills
  • 1. Active listening and questioning
  • 2. Non-verbal communication and emotional intelligence
- Stages of negotiation
  • 1. Opening, exploring, bargaining, closing and implementing
- Review and improvement
  • 1. Documenting agreements and lessons learned
  • 2. Evaluating results and performance
- Tactics and influencing methods
  • 1. Persuasion and influencing techniques
  • 2. Managing concessions and deadlocks
  • 3. Cultural and ethical considerations
Understand key approaches in the negotiation of commercial agreements with external organisations35%- Power dynamics in negotiation
  • 1. Relationship types and their effect on negotiation
  • 2. Sources of power and influence
  • 3. Impact of power balance on outcomes
- Application of commercial negotiations in procurement and supply
  • 1. Sources and management of conflict
  • 2. Team and stakeholder management in negotiation
  • 3. Definitions and purpose of commercial negotiation
  • 4. Position within the CIPS procurement cycle
- Types of negotiation approaches
  • 1. Collaborative / integrative (win-win)
  • 2. Distributive / competitive (win-lose)
  • 3. BATNA, target setting and reservation price
  • 4. Pragmatic and principled negotiation styles
Know how to prepare for negotiations with external organisations35%- Economic and market factors
  • 1. Inflation, exchange rates and risk factors
  • 2. Market structure and competition
  • 3. Supply and demand conditions
- Negotiation criteria and objectives
  • 1. Prioritising issues and trade-offs
  • 2. Defining measurable outcomes
- Cost and price analysis
  • 1. Types of costs and pricing structures
  • 2. Cost modelling and price analysis techniques
- Planning and resources
  • 1. Information gathering and market intelligence
  • 2. Team roles and preparation plans

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CIPS Commercial Negotiation Sample Questions (Q96-Q101):

NEW QUESTION # 96
IHL has been supplying to XYZ Ltd for months. XYZ Ltd procurement manager Diana realises that the IHL's input prices are dropping and this is a good time to re-negotiate the price of the contract. She invites IHL representative to XYZ headquarter to make a bargain on the current price. At the opening stage of the negotiation, Diana requests a 10% reduction in price with an increase in volume purchased.
Is Diana's action appropriate in the opening phase?

Answer: A

Explanation:
:
The opening stage of the negotiation covers the very first few minutes when the parties meet and greet each other and are seated in the negotiation room in preparation for the main event.
Typical behaviours at the opening stage: 'dos' and 'don'ts'
Do's
Be punctual and well presented (welcome their arrival)
Break the ice with small talks
Start the conditioning process
Check authority
Check agenda
Consider using visual aid to set out key objectives or make key points
Don'ts
Use strong, pushy, cold or tough style at the opening
Put down marker at this stage
Criticise other organisations/TOP's previous contacts/third parties.
In this scenario, Diana has made her proposal right at the opening stage. This is an example of 'don'ts'. Good negotiators are very careful about 'red lines'. If she puts such barrier up too early, the supplier may not try to look for more creative solutions later in the negotiation.


NEW QUESTION # 97
Which of the following will shift the supply curve to the right?

Answer: D

Explanation:
The following graph shows the factors that shift the supply curve to the left and to the right.
Diagram Description automatically generated with medium confidence


NEW QUESTION # 98
Which of the following are most likely to be macro factors that may influence the balance of power in commercial negotiation? Select THREE that apply.

Answer: D,E,F

Explanation:
All one-to-one commercial negotiations between a specific purchaser and a specific supplier take place within an industrial market and a larger business environment characterised by multiple forces which both parties typically have little control over. STEEPLE framework highlights the 6 main external influences on a business:
Table Description automatically generated

LO 1, AC 1.3


NEW QUESTION # 99
A supplier can produce a product for $160. The supplier sells the product to their client for $240, making a profit before tax of $80 on the transaction. What is the mark-up profit percentage earned by the supplier on this transaction?

Answer: A

Explanation:
The mark-up percentage is calculated as the profit divided by the cost of production, then multiplied by 100 to convert it into a percentage.
Calculation:
(
80
/
160
)
×
100
=
50
%
(80/160)×100=50%
Thus, the supplier's mark-up percentage is 50%, as per standard pricing calculations used in procurement.


NEW QUESTION # 100
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?

Answer: C

Explanation:
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 atwhich the supplier reaches break-even points and then offers significant discount due to economies of scale.


NEW QUESTION # 101
......

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