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CIPS L4M5 Exam Syllabus Topics:

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

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CIPS Commercial Negotiation L4M5 Prüfungsfragen mit Lösungen (Q335-Q340):

335. Frage
Where a negotiator uses numerical reasoning with facts as part of their negotiation approach, which of the following techniques will they be adopting?

Antwort: D

Begründung:
Using logic involves applying numerical data and factual evidence to support arguments in a negotiation.
Logical reasoning appeals to objective analysis rather than emotional or coercive tactics and is effective in convincing the other party through structured, fact-based arguments, aligning with CIPS's guidance on logical negotiation techniques.


336. Frage
A skilled negotiator will use a range of questioning techniques. If they wish to explore options with the other party without making any formal commitment, which style would they use?

Antwort: A

Begründung:
Hypothetical ("What if...") questions test possibilities and invite creative options without binding either side.
They help probe interests and packages while keeping commitment provisional.
Reference: CIPS L4M5 (2nd ed.), LO 3.2 - Questioning styles (open, probing, hypothetical) in persuasive negotiation.


337. Frage
In a commercial negotiation, a procurement professional believe that the larger the order quantity from buyer, the lower the supplier's average costs. Is this assumption true?

Antwort: A

Begründung:
:
In some markets, suppliers experience peaks and troughs in demand and so buyers can increase their leverage through developing an understanding of how busy their vendor are at particular time during the year or business cycle and targetting at quieter period. Similarly, if a buyer can develop an understanding of supplier capacity and to what extent have they covered their fixed cost, they may be able to target suppliers when their average costs are likely to be lowest. Vendor's average costs will be higher at low and high capacity utilisation.
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338. Frage
Which characteristics are likely to feature within an integrative negotiation?
* Maximising the other party's outcome to enhance relationships
* Maximising joint outcomes
* Short-term focus
* Pursuit of goals held jointly with other party

Antwort: D

Begründung:
Integrative negotiationfocuses onmutual gainand long-term collaboration. It seeks tomaximize joint outcomesand encourages parties to align interests andpursue shared goals. This contrasts with distributive tactics that prioritize individual wins and short-term gains.
"Integrative negotiations aim to create outcomes where both parties benefit. Shared problem-solving, information exchange, and joint goal pursuit are central features of this approach." (L4M5 Commercial Negotiation, 2nd edition, Section 1.1 - Principles of Integrative Negotiation)


339. Frage
In a detailed cost breakdown, a company has a salary cost of 9%, raw materials cost 51% and overheads cost
24%. Which of the following represents the mark-up of that company?

Antwort: C

Begründung:
Mark-up is the amount added to the cost of an item to get to its selling price and is expressed as a percentage.
Mark-up (%) = (Price - Cost) / Cost x 100
= (100 - 9 - 51 - 24) / (9 +51 +24) x 100 = 16 / 84 x 100 = 19.04%
LO 2, AC 2.1


340. Frage
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