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CIPS L4M5 Exam Syllabus Topics:

SectionObjectives
Negotiation fundamentals- Principles of commercial negotiation
  • 1. Definition and purpose of negotiation
    • 2. Types of negotiation (distributive vs integrative)
      Negotiation planning and preparation- Preparation techniques
      • 1. Setting objectives and targets
        • 2. BATNA and reservation points
          • 3. Information gathering and analysis
            Negotiation strategies and tactics- Approaches to negotiation
            • 1. Collaborative and competitive strategies
              • 2. Concession strategies
                • 3. Tactical behaviours and influence techniques
                  Power, ethics and communication in negotiation- Influencing factors
                  • 1. Ethical considerations in negotiation
                    • 2. Communication and interpersonal skills
                      • 3. Sources of negotiation power

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                        CIPS Commercial Negotiation Sample Questions (Q24-Q29):

                        NEW QUESTION # 24
                        Which of the following are most likely to be sources of conflict that can emerge from the content of commercial negotiations? Select TWO that apply.

                        Answer: C,D

                        Explanation:
                        There are multiple sources of divergent positions that can arise in situations where money is exchange for goods and services. There are 2 different types of sources. Those that arise from the content or subject matter of the negotiation (what is being negotiated) and those that arise from the process of negotiation (how it is being negotiated).
                        Sources of divergent position - the content of negotiation:
                        Table Description automatically generated

                        Cultural differences are the source of conflict in the process of negotiation.
                        Requisition is an internal document raised by user or store to communicate to procurement the need to buy the product or service specified. This is merely a internal document.
                        Framework arrangement is a rather loose set-up, without any legal standing. It usually occurs when an organisation has decided for itself to limit the number of suppliers it is willing to work with and, through a purely internal process, sets up an approved list of such suppliers.
                        LO 1, AC 1.1


                        NEW QUESTION # 25
                        Which of the following are signs indicating that TOP is using coercive power in commercial negotiation?
                        Select TWO that apply.

                        Answer: B,E

                        Explanation:
                        :
                        Coercive power comes from the belief that a person can punish other for non-compliance, and can be considered as the flip side of reward power. Coercive power rests in the individual's ability to change other people's behaviour through threat, intimidation, use of guilt, ability to embarrass or shame, or withdrawal of benefits,...


                        NEW QUESTION # 26
                        A purchasing manager is having a negotiation with a supplier to extend the duration of the contract. In order topersuade the supplier to cut the cost by 10%, she promises to shorten the payment period from
                        45 days to 30 days for each delivery. The supplier's representative does not agree the offer and clearly states that his proposed price is already lower than the market price. The purchasing manager has used which type of power?

                        Answer: C

                        Explanation:
                        In the scenario, to exchange cost cutting, the purchasing manager promises to 'reward' supplier shorter payment period. This is an example of reward power, which results from one person's ability to compensate or reward another for compliance.
                        The reward does not need to be money, but could be introduction to other buyers in the group, positive references, agreement to trial new product, quicker payment or indeed any other variable that the buyer knows is attractive and valued by the supplier.


                        NEW QUESTION # 27
                        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.

                        Answer: B,C

                        Explanation:
                        Professional buyers, when planning or engaging in negotiation with suppliers, should always be aware of where 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.


                        NEW QUESTION # 28
                        Which of the following are most likely to be fixed costs of an airline? Select TWO that apply.

                        Answer: B,D

                        Explanation:
                        Fixed costs (FC) are costs that do not vary with volume. To an airline once aircraft are purchased, flight crews trained and departures scheduled, costs are disproportionately fixed.
                        Variable costs (VC) are those which vary with the amount produced. Fuel, catering services and marketing are examples of variable.
                        LO 2, AC 2.1


                        NEW QUESTION # 29
                        ......

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