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| Certification Vendor: | CIPS (Chartered Institute of Procurement & Supply) |
|---|---|
| Exam Name: | Commercial Negotiation |
| Exam Number: | L4M5 |
| Real Exam Qty: | 60 |
| Exam Format: | Objective Response, Multiple Choice, Scenario-based |
| Certificate Validity Period: | Valid for life upon completion of full diploma |
| Exam Price: | ยฃ63 (UK member), ยฃ84 (non-member), varies by region |
| Related Certifications: | L4M1 Scope and Influence of Procurement and Supply L4M3 Commercial Contracting L4M4 Ethical and Responsible Sourcing L4M8 Procurement and Supply Operations L4M9 Purchasing Practice L4M6 Supplier Relationships L4M2 Defining Business Need L4M7 Whole-Life Asset Management |
| Passing Score: | 50% |
| Exam Duration: | 90 minutes |
| Available Languages: | English |
| Recommended Training: | CIPS Approved Training Providers CIPS Official Study Guide L4M5 |
| Exam Registration: | Official CIPS Registration |
| Sample Questions: | CIPS L4M5 Sample Questions |
| Exam Way: | Online remote proctored or in-person at authorised test centres |
| Pre Condition: | No formal prerequisites; recommended for those with basic procurement knowledge or work experience |
| Official Syllabus URL: | https://www.cips.org/qualifications/diploma-in-procurement-supply/commercial-negotiation |
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CIPS L4M5: Commercial Negotiation is an essential exam for procurement professionals who want to master the art of negotiation. L4M5 exam is part of the Chartered Institute of Procurement and Supply (CIPS) Level 4 Diploma in Procurement and Supply. L4M5 exam is designed to test candidates' ability to negotiate effectively in a commercial environment. Successful completion of L4M5 Exam will demonstrate that candidates have the skills and knowledge required to negotiate complex commercial contracts.
NEW QUESTION # 324
A procurement manager considers using an integrative negotiation approach with shortlisted suppliers. Which factor favours such an approach?
Answer: C
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 # 325
Which of the following are common forms of collaborating approach in Thomas-Kilmann conflict resolution model? Select THREE that apply.
Answer: A,B,C
Explanation:
Collaborating is both assertive and cooperative. When collaborating, an individual attempts to work with the other person to find a solution that fully satisfies the concerns of both. It involves digging into an issue to identify theunderlying concerns of the two individuals and to find an alternative that meets both sets of concerns. Collaborating between two persons might take the form of exploring a disagreement to learn from each other's insights, resolving some condition that would otherwise have them competing for resources, or confronting and trying to find a creative solution to an interpersonal problem.
NEW QUESTION # 326
Which of the following are recognised techniques in contract negotiation? Select THREE that apply.
Answer: A,C,D
Explanation:
The question asks about negotiation techniques which are not present in the book. In this question, there are only 3 recognised techniques:
- Framing and reframing: A frame is an assumption, or set of assumptions, that guides our attention and behavior. Reframing is the ability to identify and significantly change assumptions or perspectives. Framing has a significant impact on the effectiveness of negotiation outcomes and negotiator working relationships.
You can read more on framing and reframing here.
- Anchoring: Anchoring bias is well-known cognitive bias in negotiation and in other contexts. The anchoring bias describes the common tendency to give too much weight to the first number put forth in a discussion and then inadequately adjust from that starting point, or the "anchor." We even fixate on anchors when we know they are irrelevant to the discussion at hand. You can read more on anchoring here.
- Pacing and leading: Pacing and leading is a two-step lever of persuasion. First - You "match your pace" to the person you want to influence in as many ways as possible. You can do this by mimicking the way the person talks, stands, their appearance, etc. You can also mimic less tangible aspects like the way they act, or their emotional state. Second - Once you've set your pace with someone, lead them to whatever decision or behavior you want them to take! You can read more on pacing and leading here.
NEW QUESTION # 327
Which factors give rise to conflict within the procurement negotiation context? Select THREE that apply.
Answer: A,D,E
Explanation:
Conflict can arise in procurement negotiations due to a power imbalance, which occurs when one party has more influence than the other, leading to potential exploitation or dissatisfaction. Differences in goals between parties-such as cost minimization for buyers and profit maximization for suppliers-also contribute to tension. Surprisingly, similar motives can lead to conflict as well, particularly when both parties are competing for limited benefits or market share.
Reference: L4M5 Commercial Negotiation 2nd edition (CORE), Section 1.3 - Understanding Conflict in Commercial Negotiations
NEW QUESTION # 328
A supplier has offered international football tickets to the procurement manager while they are in the middle of a contract negotiation. What should the procurement manager do?
Answer: B
Explanation:
Accepting gifts during a negotiation can createconflict of interestconcerns and may violate ethical standards.
Best practice requires rejecting such offers to maintain transparency and objectivity in decision-making.
Reference: L4M5 Commercial Negotiation 2nd edition (CORE), Section 1.4 - Ethics and Professional Standards in Negotiation
NEW QUESTION # 329
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2026 Latest DumpsQuestion L4M5 PDF Dumps and L4M5 Exam Engine Free Share: https://drive.google.com/open?id=1AwU9qNkQ-5P4kJPU03JH3_FrAKZM7Agh