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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. Distributive (win-lose) approaches
  • 2. Integrative (win-win) approaches
  • 3. The influence of power and trust in negotiations
  • 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. Defining the ground rules
  • 5. Closure and agreement implementation
Understand the interpersonal skills required for effective negotiation- Analyze the interpersonal skills required for effective negotiation
  • 1. Body language and non-verbal communication
  • 2. Assertiveness
  • 3. Questioning and listening skills
  • 4. Influencing and persuasion skills
- Understand the behavioral aspects of negotiation
  • 1. Concessions and trade-offs
  • 2. Conflict handling styles
  • 3. Perception and bias
  • 4. Ethical and unethical practices
Understand how to prepare for negotiations in procurement and supply- Understand how to prepare for a negotiation
  • 1. Defining objectives and variables
  • 2. The use of bargaining mixes and trade-offs
  • 3. The best alternatives to a negotiated agreement (BATNA)
  • 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

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CIPS Commercial Negotiation Sample Questions (Q20-Q25):

NEW QUESTION # 20
Which of the following are most likely to be direct costs of a steel manufacturer? Select THREE that apply.

Answer: C,D,E

Explanation:
:
Direct costs are those costs of a product/service directly attributable/traceable to its production. Examples of direct costs including the following:
Materials and services bought-in: In steel manufacturer, raw materials are iron ores, scrap metal, coals, etc Labour or wages: money paid to staff for the work involved in producing the product.
Other expenses: other charges incurred that can be specifically attributed to a particular product, batch or service


NEW QUESTION # 21
Which type of question should be used to receive affirmation on statement?

Answer: A

Explanation:
Different questioning styles can be used to elicit desired responses:
Text Description automatically generated


NEW QUESTION # 22
When prices of input materials increase, supply curve shifts to the left while demand remains stable. The shift of supply will tend to cause which of the following?

Answer: D

Explanation:
The case in the question is illustrated as below:
Diagram Description automatically generated

The equilibrium price initially at P0 with quantity Q0, when supply curve shifts to the left, it will converge with demand curve at new equilibrium pointwith price P1 and quantity Q1. As you can see from the graph, P1 is greater than P0 and Q1 is smaller than Q0.


NEW QUESTION # 23
In order to mitigate all risks involved in the negotiation process, the buyer only needs to undertake pre- negotiation research on the supply market and establish a BATNA. Is this a correct suggestion?

Answer: B

Explanation:
While understanding the supply market and preparing aBATNA (Best Alternative to a Negotiated Agreement) are essential, theydo not cover all risks. Comprehensive preparation includes defining thenegotiation team, setting clearobjectives, planningtradeables, and anticipatingcommunication tactics. Skipping these steps can lead to poor coordination, misunderstandings, and missed opportunities. Effective negotiation is amultifaceted process, not a single strategy.
Reference: L4M5 Commercial Negotiation 2nd edition (CORE), Section 3.1 - Planning and Risk Mitigation in Negotiation


NEW QUESTION # 24
Which type of negotiation strategy should be adopted when the relationship is important and both parties want to help each other achieve their goals?

Answer: B

Explanation:
The collaborative strategy (win-win, integrative) focuses on joint problem-solving, transparency, and trust. It is best when long-term relationships are critical, and both parties see value in mutual success. By contrast, competitive (win-lose) is adversarial, accommodative sacrifices one party's interests, and avoidance seeks disengagement. Collaborative strategies are common in partnerships, innovation projects, and sustainable procurement. They require sharing information, identifying tradeables, and aligning objectives beyond price to long-term outcomes.
Reference: CIPS L4M5 (2nd ed.), LO 1.1 - Negotiation strategies: collaborative vs competitive, accommodative, avoidance.


NEW QUESTION # 25
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