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CIPS L4M5 Exam Syllabus Topics:

Section	Objectives
Understand the stages of commercial negotiations in procurement and supply	- Understand the stages of a commercial negotiation 1. Preparation and planning 2. Defining the ground rules 3. Clarification and justification 4. Closure and agreement implementation 5. Bargaining and problem solving - Analyze the types of approaches that can be pursued in commercial negotiations 1. Pragmatic and principled approaches 2. Distributive (win-lose) approaches 3. The influence of power and trust in negotiations 4. Integrative (win-win) approaches
Understand how to prepare for negotiations in procurement and supply	- Understand how to prepare for a negotiation 1. The best alternatives to a negotiated agreement (BATNA) 2. The use of bargaining mixes and trade-offs 3. Defining objectives and variables 4. Zones of potential agreement (ZOPA) - Analyze the factors that impact on the approach to commercial negotiations 1. The position of buyers and sellers 2. Policies, procedures and protocols 3. Ownership and stakeholder perspectives 4. The impact of time limits and deadlines
Understand the interpersonal skills required for effective negotiation	- Understand the behavioral aspects of negotiation 1. Perception and bias 2. Conflict handling styles 3. Ethical and unethical practices 4. Concessions and trade-offs - Analyze the interpersonal skills required for effective negotiation 1. Assertiveness 2. Body language and non-verbal communication 3. Questioning and listening skills 4. Influencing and persuasion skills

Section

Objectives

Understand the stages of commercial negotiations in procurement and supply

- Understand the stages of a commercial negotiation

1. Preparation and planning
2. Defining the ground rules
3. Clarification and justification
4. Closure and agreement implementation
5. Bargaining and problem solving

- Analyze the types of approaches that can be pursued in commercial negotiations

1. Pragmatic and principled approaches
2. Distributive (win-lose) approaches
3. The influence of power and trust in negotiations
4. Integrative (win-win) approaches

Understand how to prepare for negotiations in procurement and supply

- Understand how to prepare for a negotiation

1. The best alternatives to a negotiated agreement (BATNA)
2. The use of bargaining mixes and trade-offs
3. Defining objectives and variables
4. Zones of potential agreement (ZOPA)

- Analyze the factors that impact on the approach to commercial negotiations

1. The position of buyers and sellers
2. Policies, procedures and protocols
3. Ownership and stakeholder perspectives
4. The impact of time limits and deadlines

Understand the interpersonal skills required for effective negotiation

- Understand the behavioral aspects of negotiation

1. Perception and bias
2. Conflict handling styles
3. Ethical and unethical practices
4. Concessions and trade-offs

- Analyze the interpersonal skills required for effective negotiation

1. Assertiveness
2. Body language and non-verbal communication
3. Questioning and listening skills
4. Influencing and persuasion skills

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Latest L4M5 Practice Materials & Dumps L4M5 Discount

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CIPS Commercial Negotiation Sample Questions (Q111-Q116):

NEW QUESTION # 111
Which of the following is the most appropriate approach to investors or shareholders who have high level of influence but low interest in the running of business?

A. Keep these people inform through general communication media
B. Engage and keep them satisfied
C. Manage them closely
D. Engage and consult with them regularly

Answer: B

Explanation:
Investors or shareholders who have high level of influence but low interest belong to 'Keep satisfied' quadrant of Mendelow's Stakeholder Matrix.
You may read 2 versions from L4M1 and L4M5 here:
Table Description automatically generated
LO 1, AC 1.1

NEW QUESTION # 112
Which of the following tactics would be appropriate in an integrative negotiation?

A. Mother Hubbard
B. Lowball/Highball
C. Take it or leave it
D. Expanding the Pie

Answer: D

Explanation:
Reference: CIPS L4M5 Study Guide, Section 1.2 - Approaches to Negotiation

NEW QUESTION # 113
Which of the following tactics would be appropriate in an integrative negotiation?

A. Mother Hubbard
B. Lowball/Highball
C. Take it or leave it
D. Expanding the Pie

Answer: D

NEW QUESTION # 114
A procurement professional is negotiating with a supplier on cleaning service. She realises that there are huge cost-saving opportunities if the supplier agrees to reduce its mark-up and unnecessary employee benefits.
Supplier's mark-up and employee benefits are examples of which of the following?

A. Addressable spend
B. Spend waterfall
C. Spend tree
D. Spend cube

Answer: A

Explanation:
A key consideration when seeking to negotiate prices is to establish what proportion of the spend is addressable by procurement action such as negotiation. Addressability of spend is influenceable through negotiations or application of other saving effort or leverage with suppliers.
LO 2, AC 2.1

NEW QUESTION # 115
In which of the following persuasion methods, the influencer uses logics and objective reasons to persuade the others to buy into influencer's ideas?

A. Visionary (pull)
B. Persuasive reasoning (push)
C. Directive (push)
D. Collaborative (pull)

Answer: B

Explanation:
There are two major persuasion methods: 'push' and 'pull'.
Persuasion can be defined as encouraging someone to do something that you want them to do for you.
Persuasion is reasoning with someone so that they will believe or do something they might not otherwise do.
Persuasion can be considered as 'pushing' on TOP so that they can accept the change in attitude or behaviour as a result of your actions.
Influence is the ability to affect the manner of thinking of another. Influence can be considered as pulling on TOP so that you achieve the same result, but TOP feels they have changed their attitude or behaviour as a result of their reflection and thinking, and not your direct actions.
There are multiple variables to consider when choosing between 'push' and 'pull'. Professor Fiona Dent of Ashridge Business School proposes situations when each style might be most appropriate, breaking down push into 'directive' and 'reasoning' and 'pull' into 'collaborative' and 'visionary':
Table Description automatically generated

Text Description automatically generated

Using logical and objective reasons is one of the typical characteristics of persuasion reasoning method.

NEW QUESTION # 116
......

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