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CIPS L4M5 Exam Syllabus Topics:

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

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                        CIPS Commercial Negotiation Sample Questions (Q178-Q183):

                        NEW QUESTION # 178
                        Which of the following will positively affect reputational strength of an organisation? Select TWO that apply.

                        Answer: B,C

                        Explanation:
                        Explanation
                        In a globalisedcommercial world characterised by dynamic market and multiple companies competing for business, a positive corporate reputation can be an enormous asset. Reputational strength in one organisation might be based on some or all of the following characteristics:
                        - Quality of products or services
                        - Low cost/high value for money
                        - High ethical standards
                        - Reliability
                        - Cutting-edge technology
                        - Strong customer focus
                        - Engineering excellence
                        LO 1, AC 1.4


                        NEW QUESTION # 179
                        Which type of power is considered the opposite of coercive power?

                        Answer: D

                        Explanation:
                        Explanation
                        The coercive power comes from the belief that a person can punishothers for non-compliance. It can be considered as opposite to reward power, which results from one person's ability to compensate or reward another for compliance.
                        LO 1, AC 1.3


                        NEW QUESTION # 180
                        In airline industry, suppliers prefer to adopt dynamic pricing in order to constantly monitor and change their fares inresponse to market conditions. Dynamics pricing is based on which costing method?

                        Answer: C

                        Explanation:
                        Dynamic pricing is the practice of dynamically calculating the price of a product or service in order to incorporate real-time market conditions, input costs, and/or competitive perspectives. Dynamic pricing which is based on marginal costing, is used by airlines and many other organisations.
                        Marginal cost is the cost of producing an additional unit of output. Marginal Costing is a costing technique wherein the marginal cost, i.e. variable cost is charged to units of cost, while the fixed cost for the period is completely written off against the contribution.


                        NEW QUESTION # 181
                        Which of the following are most likely to be the potential cultural differences that can make transactions with an international supplier more problematic that with local suppliers? Select TWO that apply.

                        Answer: C,E

                        Explanation:
                        The question requires student to detect factors of cultural differences. Problems may occur on the international scene with such things as the importance of extending courtesy between cultures, the importance of timescales, the use of negotiating ploys, the sense of 'fair play', the use and interpretation of body language, the role of women in negotiations (or indeed, in business in general), the importance of status, the role of conflict, standards of dress and deportment and the readiness to ignore or uphold contract terms and conditions.
                        LO 3, AC 3.3


                        NEW QUESTION # 182
                        A procurement professional is preparing for a negotiation of purchasing non-critical commodity products. He knows that the product can be easily replaced by other substitutes in the market. The negotiation for these products is typified by which of the following?

                        Answer: D

                        Explanation:
                        With non-critical commodity products, the relationship will be transactional. Buyer should not spend too much time and effort into the negotiation.
                        Table Description automatically generated

                        LO 1, AC 1.4


                        NEW QUESTION # 183
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