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CIPS L4M5 Exam Syllabus Topics:

SectionObjectives
Topic 1: Negotiation planning and preparation- Preparation techniques
  • 1. Information gathering and analysis
    • 2. Setting objectives and targets
      • 3. BATNA and reservation points
        Topic 2: Power, ethics and communication in negotiation- Influencing factors
        • 1. Communication and interpersonal skills
          • 2. Ethical considerations in negotiation
            • 3. Sources of negotiation power
              Topic 3: Negotiation strategies and tactics- Approaches to negotiation
              • 1. Concession strategies
                • 2. Collaborative and competitive strategies
                  • 3. Tactical behaviours and influence techniques
                    Topic 4: Negotiation fundamentals- Principles of commercial negotiation
                    • 1. Types of negotiation (distributive vs integrative)
                      • 2. Definition and purpose of negotiation

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                        最新的 CIPS Level 4 Diploma in Procurement and Supply L4M5 免費考試真題 (Q53-Q58):

                        問題 #53
                        During a negotiation, the supplier requests for payment term shortened to 45days from 60 days. Seeing that this proposal lies within the concession plan, the procurement manager asks for 5% discount in return. Is that right thing to do?

                        答案：D

                        解題說明：
                        Explanation
                        When preparing for a negotiation, negotiator should establish a list of tradeables and a concession plan. Good negotiators never give anything away that has not already been planned as part of the bargaining mix in the concession planning stage.
                        In the above scenario, the procurement manager has planned his own concession, so he can trade with supplier. The answer should be "Yes, since procurement manager has his own cost savings target to achieve and he should make use of supplier's financial status" Table Description automatically generated

                        LO 2, AC 2.3


                        問題 #54
                        Which of the following is important during the proposing stage of a negotiation?

                        答案：C


                        問題 #55
                        Which of the following is the best description of direct cost?

                        答案：C

                        解題說明：
                        Direct costs are those costs of a product/service directly attributable/traceable to its production, for example, the costs of labour and materials directly used to produce the goods/services which the organisation sells.


                        問題 #56
                        Which of the following are recognised techniques in contract negotiation? Select THREE that apply.

                        答案：B,D,E

                        解題說明：
                        Explanation
                        The question asks about negotiation techniques which are not present in the book. In this question, there are only 3 recognised techniques:
                        - Framing and reframing: A frame is an assumption, or set of assumptions, that guides our attention and behavior. Reframing is the ability to identify and significantly change assumptions or perspectives. Framing has a significant impact on the effectiveness of negotiation outcomes and negotiator working relationships.
                        You can read more on framing and reframing here.
                        - Anchoring: Anchoring bias is well-known cognitive bias in negotiation and in other contexts. The anchoring bias describes the common tendency to give too much weight to the first number put forth in a discussion and then inadequately adjust from that starting point, or the "anchor." We even fixate on anchors when we know they are irrelevant to the discussion at hand. You can read more on anchoring here.
                        - Pacing and leading: Pacing and leading is a two-step lever of persuasion. First - You "match your pace" to the person you want to influence in as many ways as possible. You can do this by mimicking the way the person talks, stands, their appearance, etc. You can also mimic less tangible aspects like the way they act, or their emotional state.Second - Once you've set your pace with someone, lead them to whatever decision or behavior you want them to take! You can read more on pacing and leading here.


                        問題 #57
                        Which of the following is considered a strength of a 'logical' style negotiator?

                        答案：B

                        解題說明：
                        A useful and simple shorthand for preferred negotiation 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


                        問題 #58
                        ......

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