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CIPS L4M5 Exam Syllabus Topics:

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

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CIPS Commercial Negotiation Sample Questions (Q117-Q122):

NEW QUESTION # 117
When is the best time in procurement process in which procurement should get involved so that the cost- saving opportunities are the greatest?

Answer: B

Explanation:
The earlier procurement get involved in the procurement processes, the better. If procurement are involved in design at the specification stage they can feed in prices and costs to designer so they know the likely budget implication of choices made. Sending in a procurement team to negotiate at or close to the end of the procurement process effectively ties their hands and limits their negotiation leverage. This is illustrated in the graph below:
Chart Description automatically generated
LO 2, AC 2.1


NEW QUESTION # 118
Ranjit is sourcing security clothing and PPE from overseas suppliers. He wants to remove foreign-exchange fluctuation risk and has asked suppliers to quote in GBP. Will this remove the fluctuation risk for the hospital?

Answer: D

Explanation:
Setting the contract currency to the buyer's currency transfers FX exposure to the supplier. The buyer gains price certainty in GBP, although the supplier may price in a risk premium-a common application decision when negotiating internationally.
Reference: CIPS L4M5 (2nd ed.), LO 1.2 - Application issues in commercial negotiation (international sourcing, payment/contract currency, risk allocation).


NEW QUESTION # 119
Colin Smith is preparing to negotiate for a chemical used in fertiliser. His organisation's objective is ethical and sustainable procurement. Using the Must-Intend-Like (MIL) framework, how should Colin categorise this objective?

Answer: C

Explanation:
In MIL planning, "Musts" are non-negotiable requirements (policy, law, mandatory standards). Ethical
/sustainable procurement is typically a policy/legislative compliance requirement, so it belongs in Must;
"Intend/Like" cover important and desirable aims respectively.
Reference: CIPS L4M5 (2nd ed.), LO 2.2 - Negotiation planning tools (MIL), objectives hierarchy, compliance vs value adds.


NEW QUESTION # 120
In airline industry, suppliers prefer to adopt dynamic pricing in order to constantly monitor and change their fares in response 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 # 121
Procurement gets involved in negotiating purchase requisitions only when there is a value analysis to ensure that only value-adding aspects are included. Is this statement true?

Answer: D

Explanation:
Procurement can negotiate various aspects of a purchase requisition even without a formal value analysis.
While value analysis can enhance cost-effectiveness, procurement professionals often negotiate on pricing, terms, and conditions to add value independently of value analysis, as per CIPS's guidelines on procurement flexibility in negotiations.


NEW QUESTION # 122
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