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CIPS L4M5 Exam Syllabus Topics:

SectionObjectives
Understand the interpersonal skills required for effective negotiation- Understand the behavioral aspects of negotiation
  • 1. Perception and bias
  • 2. Concessions and trade-offs
  • 3. Ethical and unethical practices
  • 4. Conflict handling styles
- 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 stages of commercial negotiations in procurement and supply- Analyze the types of approaches that can be pursued in commercial negotiations
  • 1. Pragmatic and principled approaches
  • 2. Integrative (win-win) approaches
  • 3. Distributive (win-lose) approaches
  • 4. The influence of power and trust in negotiations
- Understand the stages of a commercial negotiation
  • 1. Clarification and justification
  • 2. Bargaining and problem solving
  • 3. Preparation and planning
  • 4. Defining the ground rules
  • 5. Closure and agreement implementation
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. Ownership and stakeholder perspectives
  • 2. The impact of time limits and deadlines
  • 3. The position of buyers and sellers
  • 4. Policies, procedures and protocols

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CIPS Commercial Negotiation Sample Questions (Q280-Q285):

NEW QUESTION # 280
A procurement manager considers using an integrative negotiation approach with shortlisted suppliers. Which factor favours such an approach?

Answer: A

Explanation:
Integrative negotiation requires shared motivation to collaborate and focus on joint benefits. When parties are motivated to work together, they can share data, explore tradeables, and align on long-term value creation.
Conversely, lack of trust, unwillingness to share, or absence of joint goals make integrative approaches unworkable, forcing adversarial or distributive methods instead. CIPS highlights that motivation and willingness to cooperate are preconditions for collaboration.
Reference: CIPS L4M5 (2nd ed.), LO 1.1 - Factors that enable integrative negotiation approaches.


NEW QUESTION # 281
A buyer is preparing for an upcoming negotiation with a large supplier on a contract renewal price. The buyer has undertaken some analysis and is concerned that changes in the organisation's macro-environment over the last year will result in a price increase. The buyer's analysis has identified changes in which of the following?

Answer: D

Explanation:
Reference: CIPS L4M5 Study Guide, Section 2.3 - Market Factors and Analysis


NEW QUESTION # 282
Which of the following is categorised as fixed cost?

Answer: B

Explanation:
An organisation's expense can be categorised into three groups:
Fixed Costs - costs that do not change with output.
Variable Costs - costs that vary in direct proportion to output.
Semi-variable costs - costs that are a combination of the above, with both a fixed and variable element.
Among the four options:
"Land rental paid in advance": This is fixed cost. The rental won't increase when the production increases.
"Additional pallet hires due to higher demand in year-end season": This can be identified as semi-variable cost (or step cost).
"Governments taxes": The taxes are often levied by a percentage of income or revenue. Therefore, it is variable
"Raw materials for next year production": This is obviously variable cost.
Reference:
CIPS study guide page 79-84
Study tips: Fixed variable and semi-variable costs - AAT Comment


NEW QUESTION # 283
There are no commitments in hypothetical questions. Is this statement true?

Answer: D

Explanation:
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


NEW QUESTION # 284
A procurement professional is preparing for a negotiation of purchasing non-critical commodity products. He knows that the product can be easily replaced by other substitutes in the market. The negotiation for these products is typified by which of the following?

Answer: B

Explanation:
With non-critical commodity products, the relationship will be transactional. Buyer should not spend too much time and effort into the negotiation.
LO 1, AC 1.4


NEW QUESTION # 285
......

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