試験L4M5出題内容 &一生懸命にL4M5試験勉強攻略 |更新するL4M5実際試験

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CIPS L4M5 Exam Syllabus Topics:

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

>> L4M5出題内容 <<

L4M5試験勉強攻略 & L4M5実際試験

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CIPS Commercial Negotiation 認定 L4M5 試験問題 (Q367-Q372):

質問 # 367
One difference between perfect competition and monopolistic competition is that...?

正解：D

解説：
Monopolistic competition exists in market where there are many competing producers but they will try to use product differentiation. Although their products may be very similar, their ability to differentiate means that they can act as monopolies in short run, irrespective of the actions of their competitors.
In perfect competition, there are no barriers to entry to the market or exit from the market. In monopolistic competition, there tend to be fewer barriers to entry or exit in these markets than in oligopolistic markets, but it doesn't mean that there are absolutely no barriers to entry in monopolistic competition.
In perfect competition, the demand curve is perfectly elastic, which means that it will be horizontal.
Otherwise, in monopolistic competition market, the demand curve will have normal downward slope.
LO 2, AC 2.2


質問 # 368
Which of the following are macroeconomic factors that may have influence to the commercial negotiation?
Select TWO that apply

正解：A、D

解説：
Explanation
There are many macro economic factors that could influence procurement in general andcommercial negotiation in particular. Below are six factors that are agreed to be fairly significant:
* Economy growth rate
* Inflation rates
* Interest rates
* Currency exchange rate
* Unemployment rate
* Protectionism
LO 2, AC 2.2


質問 # 369
There are no commitments in hypothetical questions. Is this statement true?

正解：B

解説：
There are four types of questions that can be used in a commercial negotiation:
Hypothetical questions, where you ask about a possible situation or abstract concept, are very useful at the testing and proposal phases. Hypothetical question does not state any commitment as it is only about 'if something happens, then ...'. This type of question can be useful at giving suggestion.
Text Description automatically generated

LO 3, AC 3.3


質問 # 370
The purpose of ongoing supplier relationship management following a negotiation and contract award is that it:

正解：D


質問 # 371
"Finding the middle ground between buyer and supplier is a satisfactory way to complete contract negotiations." Is this statement correct?

正解：D

解説：
While compromise seems fair, it often erodes credibility and weakens long-term negotiation outcomes.
Skilled negotiators avoid "splitting the difference" automatically, since it signals weak preparation and can encourage exploitation in future talks. Instead, agreements should be built on objective value, data, and tradeables. Compromise has a place, but reliance on it damages strategic positioning. CIPS stresses integrative or principled negotiation over simplistic middle-ground settlements.
Reference: CIPS L4M5 (2nd ed.), LO 1.1 - Dangers of compromise and importance of principled negotiation.


質問 # 372
......

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