L4M5模擬問題集 & L4M5専門知識内容

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CIPS L4M5 Exam Syllabus Topics:

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

>> L4M5模擬問題集 <<

実用的なL4M5模擬問題集試験-試験の準備方法-素晴らしいL4M5専門知識内容

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CIPS Commercial Negotiation 認定 L4M5 試験問題 (Q303-Q308):

質問 # 303
John Browne, a junior buyer for a corporation, is analysing the global supply market before undertaking negotiations and is wondering whether foreign exchange rates are important to factor into his research. Should John consider the foreign exchange rates?

正解：D

解説：
Foreign exchange ratesdirectly influence thecost of imported goods and services. Currency fluctuations can affect total expenditure, supplier margins, and ultimately the buyer's profitability. Even if payment is in local currency, suppliers may adjust their pricing to mitigate foreign exchange risks.
"Foreign exchange volatility can significantly impact pricing in international procurement. Buyers must assess currency risks as part of their cost evaluation and strategic preparation." (L4M5 Commercial Negotiation, 2nd edition, Section 2.2 - Macroeconomic Considerations in Pricing)


質問 # 304
Which of the following would cause a demand curve for a good to be price inelastic?

正解：B

解説：
Essential goods and services such as electricity, fuel, basic food stuffs, commuter transport and habitual products such as tobacco, alcohol and sugar-based drinks are often sited as facing a relatively inelastic demand curve. This means when the price goes up, the quantity demanded does not decrease very much and so they are often the target of government taxation.
LO2, AC 2.2


質問 # 305
A procurement professional is negotiating with a supplier on cleaning service. She realises that there are huge cost-saving opportunities if the supplier agrees to reduce its mark-up and unnecessary employee benefits.
Supplier's mark-up and employee benefits are examples of which of the following?

正解：D

解説：
Explanation
A key consideration when seeking to negotiate prices is to establish what proportion of the spend is addressable by procurement action such as negotiation. Addressability of spend is influenceable through negotiations or application of other saving effort or leverage with suppliers.
LO 2, AC 2.1


質問 # 306
Which of the following are typical characteristics of activity-based costing (ABC) method? Select TWO that apply.

正解：B、D

解説：
Activity-based costing is an alternative approach to traditional absorption costing. The characteristics of these two methods are illustrated in the graph below:
Graphical user interface, text, chat or text message, website Description automatically generated


質問 # 307
Which of the following types of question are likely to be the most effective to check facts in negotiations?

正解：C

解説：
Closed questions are designed to elicit specific, factual responses - typically "yes" or "no" or a brief piece of information. These are particularly useful when verifying details during negotiation. For example, asking
"Did you receive the revised schedule on Monday?" ensures clarity and reduces ambiguity.
Reference: L4M5 Commercial Negotiation 2nd edition (CORE), Section 3.3 - Communication and Questioning Techniques in Negotiation


質問 # 308
......

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