P.S. KaoGuTi在Google Drive上分享了免費的2026 CIPS L4M5考試題庫：https://drive.google.com/open?id=11_oJJyV7kNzlXfFjDUpdDtFjkrT6WXQy
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| Section | Objectives |
|---|---|
| Topic 1: Negotiation fundamentals | - Principles of commercial negotiation
|
| Topic 2: Power, ethics and communication in negotiation | - Influencing factors
|
| Topic 3: Negotiation strategies and tactics | - Approaches to negotiation
|
| Topic 4: Negotiation planning and preparation | - Preparation techniques
|
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問題 #276
How contribution is calculated in break-even analysis?
答案：C
解題說明：
Contribution = Price - Variable cost
Break-evenpoint (volume) = Fixed cost/Contribution
問題 #277
Which of the following is an advantage of consultation as an influencing tactic?
答案：B
解題說明：
Consultation involves actively involving stakeholders or counterparties in decision-making. By seeking input, it fosters a sense of ownership, increasing commitment to negotiated outcomes. It is particularly effective when the negotiator has low positional power, as it shifts dynamics from authority to collaboration. Unlike coercion or compliance tactics, consultation builds engagement and long-term trust, which is critical in complex procurement where buy-in is essential for contract success. CIPS stresses its role in building influence where direct authority is limited.
Reference: CIPS L4M5 (2nd ed.), LO 3.2 - Persuasion through consultation, collaboration, and influence.
問題 #278
As a buyer for a large stationery company you have been notified of an upcoming price increase from your provider for paper. When you check the contract you realise that it expired 30 days ago so you are no longer in contract. You realise the supplier can now charge what they like.
You call the supplier and attempt to negotiate over the phone but are unsuccessful. What would be the best thing to do?
答案：B
解題說明：
Once the contract has expired, the buyer no longer has contractual protection on pricing, which significantly weakens their position. However, this situation also creates an opportunity to re-establish leverage by offering future value. By proposing a new or extended contract, the buyer introduces certainty, continuity of business, and potential volume commitment for the supplier, which can be traded in return for moderated pricing. Accepting the increase without challenge offers no commercial control, while threats or immediate cancellation risk damaging the relationship and supply continuity. CIPS guidance emphasises using future commitment as a bargaining lever, especially when informal negotiations fail and contractual leverage no longer exists.
Reference: CIPS L4M5 Commercial Negotiation (CORE), 2nd edition - LO 1.2: Applying negotiation techniques in real commercial situations.
問題 #279
The trust is built based on the other party's professional qualifications or proven or certified technical capability or experience is known as...?
答案：D
解題說明：
Trust is the expectation that the other party will behave in a predictable and mutually acceptable way. In inter-firm relationships, the presence and absence of trust can affect the level of cost in a relationship. The existence of trust is taught to lower the transaction cost in a relationship. Dr. Mari Sako identified taxonomy of
3 types of trust in commercial relationship, which is very useful from the perspective of procurement.
Contractual trust: Trust based on the contract with TOP. This is potentially the weakest source of trust if there is nothing else to base the trust on, but it is the quickest to establish.
Competence trust: Trust based on TOP's professional qualifications or proven or certified technical capability or experience.
Goodwilltrust: Trust based on knowing TOP has your interest at heart and will not behave opportunistically.
This is potentially the strongest type of trust, but it takes the longest time to build.
問題 #280
Logibox Ltd is releasing a new range of stackable storage boxes. It has adopted a pricing strategy that aims to sell at a price the consumer is prepared to pay.
Which of the following is it using?
答案：D
問題 #281
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L4M5考題寶典: https://www.kaoguti.com/L4M5_exam-pdf.html
從Google Drive中免費下載最新的KaoGuTi L4M5 PDF版考試題庫：https://drive.google.com/open?id=11_oJJyV7kNzlXfFjDUpdDtFjkrT6WXQy