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CIPS L4M5 Exam Overview:

Certification Vendor:	CIPS
Exam Name:	Commercial Negotiation
Exam Number:	L4M5
Exam Price:	£80
Exam Format:	Multiple Choice, Objective Response
Related Certifications:	CIPS Level 4 Diploma in Procurement and Supply
Certificate Validity Period:	No Expiration
Exam Duration:	90 minutes
Passing Score:	70%
Available Languages:	English
Real Exam Qty:	60
Sample Questions:	CIPS L4M5 Sample Questions
Exam Way:	Online or at a CIPS approved exam center
Pre Condition:	Candidates should ideally be working in or have experience of procurement and supply. No formal pre-requisites, but completion of Level 3 or equivalent experience is recommended.
Official Syllabus URL:	https://www.cips.org/qualifications/procurement-and-supply-qualifications/

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The CIPS L4M5 exam covers a wide range of topics related to commercial negotiation, including the principles and techniques of negotiation, the legal and ethical considerations of negotiation, and the role of communication in negotiation. It also covers the various stages of the negotiation process, such as preparation, opening, bargaining, and closing. L4M5 Exam is designed to test the candidate's ability to analyze a situation, identify objectives, and develop a negotiation strategy that is in line with the organization's goals and objectives.

CIPS Commercial Negotiation Sample Questions (Q92-Q97):

NEW QUESTION # 92
Toby is an international sourcing category buyer within a third sector (not-for-profit) organisation. He has chosen to use a more adversarial style of negotiation as he believes his organisation has greater bargaining power over the supplier.
In what other situation would an adversarial relationship be used by Toby?

A. In a monopoly market, as the supplier will allow the category buyer quantity discounts
B. When there is a mutual objective from the category buyer and supplier for efficiencies
C. When there is a short-term transaction focus from the category buyer's organisation
D. In all forms of negotiation as each party is always trying to gain advantage over the other

Answer: C

Explanation:
An adversarial (win-lose) negotiation approach is most appropriate where the relationship is short-term and transactional, and where long-term collaboration is not required. In such situations, the buyer may focus on maximising immediate value rather than building trust or joint efficiencies. A monopoly market places power with the supplier, making adversarial tactics ineffective. Where there are mutual objectives for efficiencies, an integrative (win-win) approach is more suitable. CIPS makes clear that adversarial negotiation is not appropriate in all negotiations, only where conditions such as short-term focus, low relationship dependency, and buyer power exist.
Reference: CIPS L4M5 Commercial Negotiation (CORE), 2nd edition - LO 1.1: Adversarial vs integrative negotiation approaches and when to apply them.

NEW QUESTION # 93
Finding the middle ground between buyer and supplier by moving towards each other's position is a satisfactory way to complete contract negotiations and maintain ongoing relations for future negotiations. Is this statement correct?

A. Yes, because the buyer will always move further than the supplier
B. Yes, because both parties will get as close to their end result as possible
C. No, because it will damage your credibility in contract negotiations
D. No, because the other party will take advantage if you move your position

Answer: B

Explanation:
Finding a middle ground, also known ascompromise or convergence, is a hallmark of collaborative or integrative negotiation. It allows both parties to secure partial wins, supports longer-term relationships, and promotes ongoing goodwill for future dealings.
"Negotiators must balance assertiveness with cooperation. Meeting halfway can lead to agreements that meet minimum needs of both parties while preserving the relationship." (L4M5 Commercial Negotiation, 2nd edition, Section 1.1 - Collaborative Approaches to Negotiation)

NEW QUESTION # 94
Which type of question should be used to receive affirmation on statement?

A. Closed
B. Leading
C. Open
D. Narrow

Answer: A

Explanation:
Different questioning styles can be used to elicit desired responses:
Text Description automatically generated

NEW QUESTION # 95
There are no commitments in hypothetical questions. Is this statement true?

A. Yes, because hypothetical questions only mention possible situations
B. No, because hypothetical questions are made explicitly to the other party
C. No, because the party who makes hypothetical questions cannot withdraw their proposals
D. Yes, because hypothetical questions generate a specific response

Answer: A

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 # 96
Two firms negotiating a contract have an adversarial relationship. What type of negotiation would you expect?

A. Collaborative negotiations
B. Win-lose negotiations
C. Win-win negotiations
D. Lose-lose negotiations

Answer: B

Explanation:
Adversarial relationships typically lead to distributive (win-lose) negotiations, where each party seeks maximum gain at the other's expense. Trust is low, information is withheld, and concessions are hard-fought.
While it can deliver short-term wins, it risks damaging long-term relationships and may reduce overall value.
Collaborative, integrative approaches are more sustainable, but adversarial conditions often prevent them.
CIPS highlights the importance of recognising relationship dynamics before selecting negotiation style, as forcing integrative approaches in adversarial contexts may be unrealistic.
Reference: CIPS L4M5 (2nd ed.), LO 1.1 - Adversarial vs collaborative negotiation approaches.

NEW QUESTION # 97
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