Free PDF 2026 Fantastic L4M5: Commercial Negotiation Reliable Real Exam

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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. Conflict handling styles
  • 2. Ethical and unethical practices
  • 3. Perception and bias
  • 4. Concessions and trade-offs
- Analyze the interpersonal skills required for effective negotiation
  • 1. Influencing and persuasion skills
  • 2. Assertiveness
  • 3. Questioning and listening skills
  • 4. Body language and non-verbal communication
Understand how to prepare for negotiations in procurement and supply- Analyze the factors that impact on the approach to commercial negotiations
  • 1. The impact of time limits and deadlines
  • 2. Policies, procedures and protocols
  • 3. Ownership and stakeholder perspectives
  • 4. The position of buyers and sellers
- Understand how to prepare for a negotiation
  • 1. The use of bargaining mixes and trade-offs
  • 2. Defining objectives and variables
  • 3. Zones of potential agreement (ZOPA)
  • 4. The best alternatives to a negotiated agreement (BATNA)
Understand the stages of commercial negotiations in procurement and supply- Understand the stages of a commercial negotiation
  • 1. Bargaining and problem solving
  • 2. Closure and agreement implementation
  • 3. Preparation and planning
  • 4. Clarification and justification
  • 5. Defining the ground rules
- Analyze the types of approaches that can be pursued in commercial negotiations
  • 1. Pragmatic and principled approaches
  • 2. The influence of power and trust in negotiations
  • 3. Distributive (win-lose) approaches
  • 4. Integrative (win-win) approaches

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CIPS Commercial Negotiation Sample Questions (Q271-Q276):

NEW QUESTION # 271
'What specific tests do you carry out to ensure quality is achieved?' This is an example of which type of negotiation question?

Answer: C

Explanation:
Explanation
The question requires more detailed answer, it is an example of probing question.
Probing questions are typically follow-up questions, and aim to elicit more detailed information on the back of the answer elicited from theopen questions. Probing question are also useful to check that the supplier fully understand their offering, as well as your needs, can also be used to communicate to the suppliers that you know this category well.
LO 3, AC 3.3


NEW QUESTION # 272
In which of the following persuasion methods, the influencer uses logics and objective reasons to persuade the others to buy into influencer's ideas?

Answer: D

Explanation:
There are two major persuasion methods: 'push' and 'pull'.
Persuasion can be defined as encouraging someone to do something that you want them to do for you.
Persuasion is reasoning with someone so that they will believe or do something they might not otherwise do.
Persuasion can be considered as 'pushing' on TOP so that they can accept the change in attitude or behaviour as a result of your actions.
Influence is the ability to affect the manner of thinking of another. Influence can be considered as pulling on TOP so that you achieve the same result, but TOP feels they have changed their attitude or behaviour as a result of their reflection and thinking, and not your direct actions.
There are multiple variables to consider when choosing between 'push' and 'pull'. Professor Fiona Dent of Ashridge Business School proposes situations when each style might be most appropriate, breaking down push into 'directive' and 'reasoning' and 'pull' into 'collaborative' and 'visionary':
Table Description automatically generated

Text Description automatically generated

Using logical and objective reasons is one of the typical characteristics of persuasion reasoning method.


NEW QUESTION # 273
According French and Raven's base model, which of the following are sources of personal power that can be used in commercial negotiation? Select THREE that apply.

Answer: A,B,D

Explanation:
A useful model of personal power that has survived the test of time and provide a simple way to analyse negotiation in French and Raven's Power BaseModel, which describes six bases of power:

Diagram Description automatically generated


NEW QUESTION # 274
In which of the following persuasion methods, the influencer uses logics and objective reasons to persuade the others to buy into influencer's ideas?

Answer: D

Explanation:
There are two major persuasion methods: 'push' and 'pull'.
Persuasion can be defined as encouraging someone to do something that you want them to do for you.
Persuasion is reasoning with someone so that they will believe or do something they might not otherwise do.
Persuasion can be considered as 'pushing' on TOP so that they can accept the change in attitude or behaviour as a result of your actions.
Influence is the ability to affect the manner of thinking of another. Influence can be considered as pulling on TOP so that you achieve the same result, but TOP feels they have changed their attitude or behaviour as a result of their reflection and thinking, and not your direct actions.
There are multiple variables to consider when choosing between 'push' and 'pull'. Professor Fiona Dent of Ashridge Business School proposes situations when each style might be most appropriate, breaking down push into 'directive' and 'reasoning' and 'pull' into 'collaborative' and 'visionary':
Table Description automatically generated

Text Description automatically generated

Using logical and objective reasons is one of the typical characteristics of persuasion reasoning method.


NEW QUESTION # 275
In what circumstances is the bargaining power of suppliers likely to be high, in relation to buyer power?
Select the THREE that apply:

Answer: B,D,E


NEW QUESTION # 276
......

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