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CIPS L4M5 Exam Syllabus Topics:

SectionObjectives
Topic 1: Negotiation planning and preparation- Preparation techniques
  • 1. Setting objectives and targets
    • 2. BATNA and reservation points
      • 3. Information gathering and analysis
        Topic 2: Negotiation fundamentals- Principles of commercial negotiation
        • 1. Definition and purpose of negotiation
          • 2. Types of negotiation (distributive vs integrative)
            Topic 3: Power, ethics and communication in negotiation- Influencing factors
            • 1. Communication and interpersonal skills
              • 2. Ethical considerations in negotiation
                • 3. Sources of negotiation power
                  Topic 4: Negotiation strategies and tactics- Approaches to negotiation
                  • 1. Collaborative and competitive strategies
                    • 2. Tactical behaviours and influence techniques
                      • 3. Concession strategies

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                        CIPS Commercial Negotiation Sample Questions (Q106-Q111):

                        NEW QUESTION # 106
                        A public agency opens a tendering process for a road building project that lasts approximately 1 year. They post theirrequirements on public journal and receive some interests. After conducting due diligence process and selecting the lowest bidder, the project commences. However, the supplier complains that price of material increases because of a shortage of supply, thenthey demands an 5% uptick in contract value. The agency investigates the increment and sees that there is indeed a fluctuation in prices of supplier's input. They are likely to accept the proposal, but they are also concerned that supplier may demand more. To avoid making another concession with the supplier, which of the following should be a priority action of the agency?

                        Answer: C

                        Explanation:
                        Explanation
                        The agency (buyer) has made a concession about the price. Possibly the supplier will request another concession (the salami tactics). To avoid this to be happened, the agency should only allow a concession as an exception, make sure that the concession is documented and only permitted against some exceptional circumstances, and seek agreement to this from the supplier.
                        LO 3, AC 3.2


                        NEW QUESTION # 107
                        Understanding supplier's mark-up and margin can provide procurement professional a comprehensive insight into supplier's net profits. Is this statement true?

                        Answer: B

                        Explanation:
                        Explanation
                        Mark-up and margin allow supplier to make gross profit. Remember that every supplier operates under different cost structures and some are set up to be most profitableat a particular level of volume, so it is dangerous to assume all suppliers can survive on a lower margin if their volume increases. Intelligent buyers understand that mark-up and margin may define gross profits, but they tell you very little about a supplier's net profits.
                        LO 2, AC 2.1


                        NEW QUESTION # 108
                        Which of the following are most likely to harm trust between buyer and supplier in a commercial relationship?
                        Select TWO that apply.

                        Answer: B,D

                        Explanation:
                        Explanation
                        Trust-destroying behaviours:
                        - Rumours of partnership or relationship breaking down
                        - Emotion-based assessment of performance
                        - Avoiding accountability, passing the blame to others
                        - General mood - resentment, distrust,frustration, etc
                        LO 1, AC 1.4


                        NEW QUESTION # 109
                        Where there are high levels of commitment to relationships between both the buyer and supplier, this is seen as collaborative and beneficial to negotiations. Is this statement correct?

                        Answer: A

                        Explanation:
                        A collaborative relationship is characterized by mutual commitment, which enhances risk management and strategic planning between buyer and supplier. High levels of trust and commitment enable both parties to work closely to achieve shared objectives, creating a beneficial negotiation environment. This approach aligns with CIPS's principles of collaborative procurement relationships.


                        NEW QUESTION # 110
                        A procurement professional is preparing for anegotiation with supplier. She is setting targets for price which her company is seeking to achieve. Which of the following acronyms can help her identify limits before engaging in the negotiation?

                        Answer: A


                        NEW QUESTION # 111
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