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CIPS L4M5 Exam Syllabus Topics:

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

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CIPS Commercial Negotiation Sample Questions (Q14-Q19):

NEW QUESTION # 14
Any commercial negotiation process has only three potential stakeholders: procurement, the budget holders, and the users. Is this TRUE?

Answer: D

Explanation:
Other stakeholders, including directors, IT, and finance departments, often have an interest in procurement negotiations, particularly when the contract impacts strategic objectives, IT infrastructure, or organizational operations. This broader stakeholder involvement aligns with CIPS's emphasis on inclusive stakeholder management in procurement to ensure well-rounded decision-making.


NEW QUESTION # 15
Can a party gain huge advantages in negotiation from setting room layout?

Answer: A

Explanation:
:
Essentially, for trained negotiators under most circumstances, the physical locations of negotiations and the room layout should not make much difference to the outcomes of the meeting. It is reasonable to assume that most commercial negotiations are based at least initially on a principled- or pragmatic-type approach. It is arguable also that any advantage gained through intentionally creating an uncomfortable environment to put short-term pressure on TOP is likely to be short-lived as TOP will likely reflect on this later and seek means to get even.


NEW QUESTION # 16
A procurement manager is preparing for a negotiation with an important supplier. He plans to withhold some crucial information so that his company gains the upper hand in the negotiation. Is this correct when considering using integrative approach to the negotiation?

Answer: D

Explanation:
Integrative negotiation is a negotiation strategy in which the involved parties work together to find a solution that satisfies the needs and concerns of each. This process often involves group brainstorming and creative thinking for individuals to suggest different ideas that benefit both parties.
Compromising is often common in integrative negotiation, and both sides may need to give up certain needs to reach a solution. Honesty can also promote successful integrative negotiation because it can lead to a comprehensive understanding of the issue and what each party needs to be satisfied with the result.
Reference:
CIPS study guide page 29-31
Integrative Negotiation: Definition, Tips and Examples | Indeed.com


NEW QUESTION # 17
If the price of a good is above the equilibrium price, which of the following will happen?

Answer: D

Explanation:
In microeconomics, equilibrium price is determined when the quantity demanded is equal to the quantity supplied at equilibrium price in a market, there will be no shortages and no surpluses. If we combine our supply and demand curves on one graph, the point at which they converge determines the equilibrium price. If the price is set above this price and you read across the graph you will see the supply excess demand and there will be a surplus. In order to reduce this surplus, the price will need to fall. The scenario is illustrated in the graph below:
Chart, line chart Description automatically generated


NEW QUESTION # 18
A good negotiator invests time in understanding the needs of the individuals in a negotiation. Is this statement true?

Answer: A

Explanation:
Skilled negotiators seek to understand the needs of the other parties, as well as their own. In doing so, it allows them to determine a strategy that their own needs are met. Failing to understand the other party's needs is one of the most common reason for an unsuccessful negotiation. In the commercial negotiation, procurement team does not negotiate with organisation, they negotiate with individuals. It is therefore important to recognise that there are two levels of needs:
The organisation - What the organisation wants to achieve. This is generally well stated and understood The individual - what is in it for the individual? This is generally not stated, rarely discussed, but very motivational. It is vitally important therefore that time is invested in understanding the needs of the individual Skilled negotiators are aware of the needs that occur at both levels, and develop creative options and strategies that attempt to satisfy these needs.


NEW QUESTION # 19
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