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CIPS L4M5 Exam Syllabus Topics:

SectionWeightObjectives
Topic 1: Understand how commercial negotiations should be undertaken30%- Stages of negotiation
  • 1. Opening, exploring, bargaining, closing and implementing
- Review and improvement
  • 1. Evaluating results and performance
  • 2. Documenting agreements and lessons learned
- Tactics and influencing methods
  • 1. Managing concessions and deadlocks
  • 2. Persuasion and influencing techniques
  • 3. Cultural and ethical considerations
- Communication skills
  • 1. Non-verbal communication and emotional intelligence
  • 2. Active listening and questioning
Topic 2: Know how to prepare for negotiations with external organisations35%- Planning and resources
  • 1. Information gathering and market intelligence
  • 2. Team roles and preparation plans
- Cost and price analysis
  • 1. Cost modelling and price analysis techniques
  • 2. Types of costs and pricing structures
- Negotiation criteria and objectives
  • 1. Prioritising issues and trade-offs
  • 2. Defining measurable outcomes
- Economic and market factors
  • 1. Supply and demand conditions
  • 2. Inflation, exchange rates and risk factors
  • 3. Market structure and competition
Topic 3: Understand key approaches in the negotiation of commercial agreements with external organisations35%- Types of negotiation approaches
  • 1. Distributive / competitive (win-lose)
  • 2. Collaborative / integrative (win-win)
  • 3. BATNA, target setting and reservation price
  • 4. Pragmatic and principled negotiation styles
- Power dynamics in negotiation
  • 1. Relationship types and their effect on negotiation
  • 2. Impact of power balance on outcomes
  • 3. Sources of power and influence
- Application of commercial negotiations in procurement and supply
  • 1. Sources and management of conflict
  • 2. Position within the CIPS procurement cycle
  • 3. Team and stakeholder management in negotiation
  • 4. Definitions and purpose of commercial negotiation

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利用L4M5考題寶典 - 不用擔心Commercial Negotiation

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最新的 CIPS Level 4 Diploma in Procurement and Supply L4M5 免費考試真題 (Q38-Q43):

問題 #38
Maria is a professional services category buyer within the National Health Service. Due to severe financial budget cutbacks the National Health Service is facing, the procurement team has been tasked with achieving cost savings so that funding available can be spent on patient care. Maria plans to achieve savings with one of her collaborative suppliers. Which negotiation approach should she undertake?

答案：C


問題 #39
Where a market consists of a large producer with high power, it is known as ...

答案：D

解題說明：
A monopoly occurs when a single supplier dominates a market, giving them high bargaining power over buyers. By contrast, monopsony is where a single buyer dominates, oligopoly involves a few large suppliers, and monopolistic competition refers to many suppliers with differentiated products. Monopoly power in negotiations means buyers have reduced leverage and may need to rely on regulatory frameworks or collaborative strategies to balance outcomes.
Reference: CIPS L4M5 (2nd ed.), LO 1.2 - Market structures and their impact on negotiation leverage.


問題 #40
A procurement professional is preparing for anegotiation with supplier. She is setting targets for price which her company is seeking to achieve. Which of the following acronyms can help her identify limits before engaging in the negotiation?

答案：A


問題 #41
If the value of the British Pound in other currencies is strong, which of the following is most likely to occur?

答案：A

解題說明：
Explanation
Currency exchange rates are determined bymacroeconomic factors and demand and supply. In general, countries with stable political and economic systems, a growing economy and a strong rule of law will have stronger and more stable currency than those without these characteristics. In this question, the British Pound is stronger than other currency, which means that buyers who import goods from the UK have to pay higher in their own currencies.
LO 2, AC 2.2


問題 #42
Which of the following is a challenge when calculating absorption costing?

答案：A

解題說明：
Absorption costing allocates indirect overheads to units, which is inherently judgemental; selecting allocation bases that "fairly" load overhead to products is the well-known difficulty. (By contrast, option B describes activity-based costing concepts-cost pools and drivers.) Reference: CIPS L4M5 (2nd ed.), LO 2.2 - Costing methods (absorption vs ABC) for negotiation preparation.


問題 #43
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