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CIPS L4M5 Exam Syllabus Topics:

SectionWeightObjectives
Understand key approaches in the negotiation of commercial agreements with external organisations35%- Power dynamics in negotiation
  • 1. Sources of power and influence
  • 2. Relationship types and their effect on negotiation
  • 3. Impact of power balance on outcomes
- Types of negotiation approaches
  • 1. Pragmatic and principled negotiation styles
  • 2. BATNA, target setting and reservation price
  • 3. Distributive / competitive (win-lose)
  • 4. Collaborative / integrative (win-win)
- Application of commercial negotiations in procurement and supply
  • 1. Position within the CIPS procurement cycle
  • 2. Team and stakeholder management in negotiation
  • 3. Definitions and purpose of commercial negotiation
  • 4. Sources and management of conflict
Understand how commercial negotiations should be undertaken30%- Tactics and influencing methods
  • 1. Persuasion and influencing techniques
  • 2. Managing concessions and deadlocks
  • 3. Cultural and ethical considerations
- Communication skills
  • 1. Non-verbal communication and emotional intelligence
  • 2. Active listening and questioning
- Stages of negotiation
  • 1. Opening, exploring, bargaining, closing and implementing
- Review and improvement
  • 1. Evaluating results and performance
  • 2. Documenting agreements and lessons learned
Know how to prepare for negotiations with external organisations35%- Negotiation criteria and objectives
  • 1. Prioritising issues and trade-offs
  • 2. Defining measurable outcomes
- Economic and market factors
  • 1. Supply and demand conditions
  • 2. Market structure and competition
  • 3. Inflation, exchange rates and risk factors
- Planning and resources
  • 1. Team roles and preparation plans
  • 2. Information gathering and market intelligence
- Cost and price analysis
  • 1. Types of costs and pricing structures
  • 2. Cost modelling and price analysis techniques

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최신 CIPS Level 4 Diploma in Procurement and Supply L4M5 무료샘플문제 (Q117-Q122):

질문 # 117
One difference between perfect competition and monopolistic competition is that...?

정답：C

설명：
Monopolistic competition exists in market where there are many competing producers but they will try to use product differentiation. Although their products may be very similar, their ability to differentiate means that they can act as monopolies in short run, irrespective of the actions of their competitors.
In perfect competition, there are no barriers to entry to the market or exit from the market. In monopolistic competition, there tend to be fewer barriers to entry or exit in these markets than in oligopolistic markets, but it doesn't mean that there are absolutely no barriers to entry in monopolistic competition.
In perfect competition, the demand curve is perfectly elastic, which means that it will be horizontal.
Otherwise, in monopolistic competition market, the demand curve will have normal downward slope.
LO 2, AC 2.2


질문 # 118
Distributive approach in negotiation is typified by which of the following?

정답：D

설명：
:
Distributive approach to negotiation used when the interested parties are attempting to divide something up or distribute something of value, also known as zero-sum approach or win-lose. Commercial situations often demand a distributive bargaining approach, if the 'pie' is inherently of a fixed size. In this case, any conflicts must be resolved by sharing it.
In win-lose approach, a negotiator wants to maximise the value obtained in a single deal, the relationship with the other party is not important. Therefore, a strong party may win more than 50% of the metaphorical 'pie'.
It should not be assumed that win-win can be applied to all commercial negotiations, or that win-lose approaches are inherently inferior.


질문 # 119
Which of the following are signs indicating that the trust between buyer and supplier has improved? Select TWO that apply.

정답：A,C

설명：
Signs of trust in business relationships
* Mutually agreed and managed objectives
* Sharing information
* Managing conflict through joint problem solving
* On time delivery of products and services
* High-performance teams that feel empowered to get the job done
* Supplier welcomes opportunity to innovate
* Both parties share ideas and insight
* Clear criteria for decision making
LO 1, AC 1.4


질문 # 120
Stalemate is more likely to happen if both parties trade more variables in a commercial negotiation. Is this assumption true?

정답：A

설명：
Negotiation variables such as price or contract length, etc are that can be traded with TOP in a negotiation.
The more variables you can identify, the better. The more variables you can identify and articulate, the lower the chances of the negotiation reaching deadlock as more possibilities are facilitated regarding more creative solutions.
Below are examples of negotiation tradeables in buying professional services:
LO 2, AC 2.3


질문 # 121
A skilled negotiator will use a range of questioning techniques. If they wish to explore options with the other party without making any formal commitment, which style would they use?

정답：A

설명：
Hypothetical ("What if...") questions test possibilities and invite creative options without binding either side.
They help probe interests and packages while keeping commitment provisional.
Reference: CIPS L4M5 (2nd ed.), LO 3.2 - Questioning styles (open, probing, hypothetical) in persuasive negotiation.


질문 # 122
......

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