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| Certification Vendor: | CIPS |
|---|---|
| Exam Name: | Commercial Negotiation |
| Exam Number: | L4M5 |
| Available Languages: | English |
| Passing Score: | 70% (typical CIPS objective test pass mark) |
| Real Exam Qty: | 60 (typical objective test format) |
| Related Certifications: | CIPS Level 4 Diploma in Procurement and Supply |
| Certificate Validity Period: | CIPS qualifications do not typically expire once awarded |
| Exam Format: | Multiple-choice questions, Computer-based objective test |
| Exam Duration: | 120 minutes |
| Recommended Training: | CIPS Official Study Resources CIPS Learning Support |
| Exam Registration: | CIPS Qualifications Information Find a CIPS Exam Centre / Booking |
| Sample Questions: | CIPS L4M5 Sample Questions |
| Exam Way: | Computer-based exam (online proctored or test centre depending on provider) |
| Pre Condition: | No formal prerequisites, but CIPS Level 3 or equivalent knowledge is recommended as part of progression to Level 4 Diploma. |
| Official Syllabus URL: | https://www.cips.org/qualifications-and-training/level-4-diploma-in-procurement-and-supply/ |
L4M5試験の準備をするとき、がむしゃらにITに関連する知識を学ぶのは望ましくない勉強法です。実際は試験に合格するコツがあるのですよ。もし試験に準備するときに良いツールを使えば、多くの時間を節約することができるだけでなく、楽に試験に合格する保障を手にすることもできます。どんなツールかと聞きたいでしょう。それはもちろんGoShikenのL4M5問題集ですよ。
CIPS L4M5認定試験は、交渉、戦略、戦術、契約法、紛争解決、倫理的問題など、商業交渉に関連する幅広いトピックをカバーしています。この試験では、交渉におけるテクノロジーの使用、関係構築の重要性、効果的なコミュニケーションスキルの必要性など、この分野の最新のトレンドとベストプラクティスもカバーしています。
質問 # 59
Representatives from South African Department of Health is negotiating the price of hospital drugs with US pharmaceutical companies. Which of the following are most likely to be macro factors that influence the outcomes of the negotiation? Select TWO that apply.
正解：A、C
解説：
All one-to-one commercial negotiations between a specific purchaser and a specific supplier take place within an industrial market and a larger business environment characterised by multiple forces which both parties typically have little control over. STEEPLE framework highlights the 6 main external influences on a business:
Particularly, pharmaceutical industry is a heavily regulated sector, therefore, legal and regulatory matters in the industry is highly important. Otherwise, technological trends also permeate into pharmaceutical companies, technologies like digitalisation may transform the balance of power in such negotiation.
LO 1, AC 1.3
質問 # 60
Which of the following is the true statement?
正解：B
解説：
:
Internal stakeholder support will be important not just at the initial negotiation of the contract, but potentially throughout the life of the contract right through to exit.
As a general rule, connected stakeholders (with the exception of suppliers) have a low level of influence on procurement negotiations.
Suppliers are connected stakeholders who have contractual relationships with the organisation.
Commercial negotiation objective should be driven by the business needs of the organisation, and not just the instinct of procurement.
質問 # 61
John and a supplier agree on a long-term relationship based on trust, respect, and shared risk/reward. What type of relationship is this?
正解：D
解説：
A partnership is characterised by trust, mutual respect, and joint sharing of risks and rewards. Both sides collaborate on innovation and improvement. In contrast, transactional or arm's-length relationships are short- term and price-driven, while outsourcing simply transfers responsibility without guaranteeing collaboration.
CIPS emphasises partnerships as enablers of integrative negotiations, where joint value and long-term benefits can be achieved.
Reference: CIPS L4M5 (2nd ed.), LO 1.1 - Relationship spectrum: partnership vs transactional.
質問 # 62
Should a buyer use closed questions in a negotiation?
正解：D
解説：
Asking questions the right way is both an art and a science. Ask the question the wrong way, and the other negotiator might act like a turtle, becoming defensive and withdrawing into their shell. Ask the question the right way, and the other negotiator might "spill the beans.".
Closed Questions: How and when to use them?
Closed questions are those that require a short and focused answer, and are especially helpful in the beginning stages of the negotiation to encourage interaction. They can be used to clarify a point, or to reconfirm certain facts. For example, you can use a closed question to confirm the amount of units the company can produce in a week, or to clarify that what they are really saying is that they don't feel comfortable outsourcing their accounts to India. Most closed questions only require a simple "yes" or "no" response, so there really isn't much room for misinterpretation - great for finding out where both you and they stand.
Reference:
CIPS study guide page 169
What Questions Can We Ask In Negotiations?
質問 # 63
Which one of these key approaches could be pursued for a successful negotiation of a commercial agreement?
正解：B
解説：
Acollaborative win-win approachfocuses on mutual benefit and long-term value creation. This strategy is especially effective in strategic partnerships where trust, information sharing, and problem-solving are emphasized over competition.
"The collaborative win-win approach aims to create outcomes where both parties gain. This strengthens the relationship and leads to sustainable agreements built on trust and transparency." (L4M5 Commercial Negotiation, 2nd edition, Section 1.1 - Win-Win Negotiation Strategy)
質問 # 64
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L4M5必殺問題集: https://www.goshiken.com/CIPS/L4M5-mondaishu.html
ちなみに、GoShiken L4M5の一部をクラウドストレージからダウンロードできます：https://drive.google.com/open?id=1qnC--rncNZZjklepVikX5TBO8AQ2S9Aw