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

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CIPS Commercial Negotiation Sample Questions (Q44-Q49):

NEW QUESTION # 44
Which of the following are typical characteristics of activity-based costing (ABC) method? Select TWO that apply.

Answer: B,D

Explanation:
Activity-based costing is an alternative approach to traditional absorption costing. The characteristics of these two methods are illustrated in the graph below:
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NEW QUESTION # 45
A procurement professional is sourcing low value items. He conducts market analysis and realise that these items can be provided by many suppliers and switching cost between suppliersis relatively low. He also assume that the relationship between buyer and supplier will be transactional rather than long-term. According to Thomas-Kilmann conflict model instrument, which of the following is the most appropriate style that the procurement professional should adopt when negotiating with these suppliers?

Answer: D

Explanation:
According to Thomas-Kilmann conflict model instrument, there are 5 conflict management styles:
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In this scenario, the buyer's bargaining power is stronger than suppliers', and the relationship is transactional.
Therefore, to get the most preferable outcome, the procurement professional can take an assertive approach, while he doesn't need to co-operate closely with these suppliers. Competing will be the most appropriate approach to negotiation in this scenario so that the buying organisation can get a better deal.


NEW QUESTION # 46
'What specific tests do you carry out to ensure quality is achieved?' This is an example of which type of negotiation question?

Answer: C

Explanation:
Explanation
The question requires more detailed answer, it is an example of probing question.
Probing questions are typically follow-up questions, and aim to elicit more detailed information on the back of the answer elicited from theopen questions. Probing question are also useful to check that the supplier fully understand their offering, as well as your needs, can also be used to communicate to the suppliers that you know this category well.
LO 3, AC 3.3


NEW QUESTION # 47
Which of the following are signs indicating that the trust between buyer and supplier has improved? Select TWO that apply.

Answer: A,B

Explanation:
Explanation
Signs of trust in business relationships
* Mutually agreed and managed objectives
* Sharing information
* Managing conflict through joint problem solving
* On time delivery of products and services
* High-performance teams that feel empowered to get the job done
* Supplier welcomes opportunity to innovate
* Both parties share ideas and insight
* Clear criteria for decision making
LO 1, AC 1.4


NEW QUESTION # 48
Which of the following are most likely to be macro factorsthat may influence the balance of power in commercial negotiation? Select THREE that apply.

Answer: C,D,F

Explanation:
Explanation
All one-to-one commercial negotiations between a specific purchaser and a specific supplier take place within an industrial market and a larger business environment characterised by multiple forces which both parties typically have little control over. STEEPLE framework highlights the 6 main external influences on a business:
Table Description automatically generated

LO 1, AC 1.3


NEW QUESTION # 49
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