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| Certification Vendor: | CIPS |
|---|---|
| Exam Name: | Commercial Negotiation |
| Exam Number: | L4M5 |
| Real Exam Qty: | 60 |
| Exam Format: | Multiple Choice, Objective Response |
| Available Languages: | English |
| Exam Price: | £80 |
| Certificate Validity Period: | No Expiration |
| Passing Score: | 70% |
| Related Certifications: | CIPS Level 4 Diploma in Procurement and Supply |
| Exam Duration: | 90 minutes |
| 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/ |
L4M5認定を迅速に取得するために、Pass4Test人々は多くのL4M5学習教材を購入しましたが、これらの教材は適切ではなく、助けにもならないこともわかっています。 適切なL4M5テストガイドも見つからない場合は、L4M5学習資料を使用することをお勧めします。 当社の製品は問題の解決に役立つため、L4M5の最新の質問を購入して実践することを決定しても、決して失望させません。 また、L4M5試験問題のCommercial Negotiation合格率は99％〜100％です。
CIPS L4M5（商業交渉）認定試験は、商業環境で効果的に交渉するために必要な知識とスキルをプロフェッショナルに提供する、グローバルに認知されている認定プログラムです。この認定は、調達、サプライチェーン管理、および関連分野でキャリアを進めたい個人を対象として設計されています。CIPS L4M5認定プログラムは、世界中の調達およびサプライチェーンのプロフェッショナルの利益を代表する専門家団体であるChartered Institute of Procurement and Supply（CIPS）によって提供されています。
質問 # 248
JCB is a large manufacturer of heavy machinery. The CPO is going to a negotiation with a Chinese supplier about procuring some major components. He is wondering about balance of power in the negotiation. Which of the following micro factors are most likely to shift the balance of power towards the buying organisation in this commercial negotiation? Select TWO that apply
正解：A、E
解説：
There are many factors that can influence the balance of power in a negotiation. These factors are classified into 3 levels:
- Macro level: STEEPLE framework: social, technological, economic, environment, political, legal and ethical
- Micro level: Porter's five forces:
Diagram Description automatically generated
- One-to-one buyer-supplier dynamics.
The question asks about the micro factors that increases buyer's bargaining power. Among 5 answers, only 2 are likely to increase buyer's power:
- JCB's switching costs are low: Buyer may easily switch its suppliers anytime
- These components are highly standardised: The products are not different any more, buyer may choose to buy from any supplier available.
Other answers cannot be correct because:
- Suppliers are more concentrated than buyer: Suppliers are forming oligopoly market, their bargaining power tend to be greater.
- Eruption of epidemic in supply market: this is a macro factor. Eruption of epidemic may cause factories closed and disruptions on supply chain.
- Buyers purchase in small volumes: Buyer will be seen as less potential to suppliers. Buying organisation may have difficulties to deal better price with suppliers.
LO 1, AC 1.3
質問 # 249
Which of the following is the purpose of using stakeholder support level scale?
正解：B
解説：
In order to estimate the gap and the progress towards desired level of support, a stakeholder support scale can be used by the procurement internally. The support level scale measures stakeholder commitment. Current support level for the procurement/negotiation objectives should be gained from engagement with key stakeholders. The following is an example of stakeholder support level scale:
Graphical user interface, application Description automatically generated
LO 1, AC 1.1
質問 # 250
Professional buyer is planning for the next negotiation of a simple one-off contract. This negotiation is typified by which of the following? Select TWO that apply.
正解：A、C
解説：
Professional buyers, when planning or engaging in negotiation with suppliers, should always be aware ofwhere the intended and actual relationship with this supplier is positioned on the 'spectrum' or 'continuum' of commercial relationships. The relationship spectrum describes the range of commercial relationships between a buyer and supplier based on richness of communication, longevity and mutual dependence.
Timeline Description automatically generated
In the question, the contract is simple one-off (or spot buy), which means the relationship will likely to be more transactional. In such relationship, price is the most important criteria and buyer may adopt arm's-length approach.
質問 # 251
Which of the following are examples of variable costs?
* Building and site rent
* Annual insurance premium
* Raw materials expenditure
* Delivery costs for materials
正解：D
解説：
Variable costs fluctuate with production volume - e.g., raw materials and delivery costs. Fixed costs such as rent and insurance remain constant regardless of output. In negotiations, suppliers may inflate fixed cost allocations to justify pricing; buyers should differentiate between fixed and variable costs to challenge pricing more effectively. Recognising true variable costs also allows negotiating for volume-related discounts.
Reference: CIPS L4M5 (2nd ed.), LO 2.2 - Cost structure: variable vs fixed costs in pricing analysis.
質問 # 252
Which of the following is considered a strength of a 'logical' style negotiator?
正解：A
質問 # 253
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