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CIPS L4M5 Exam Syllabus Topics:

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

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CIPS Commercial Negotiation 認定 L4M5 試験問題 (Q238-Q243):

質問 # 238
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?

正解：D

解説：
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


質問 # 239
Where can we find the data on macroeconomics?
1. From trade journal
2. From supplier's marketing catalogue
3. From stock exchange market
4. From government's statistics

正解：C

解説：
Macroeconomic indicators are statistics or data readings that reflect the economic circumstances of a particular country, region or sector. They are used by analysts and governments to assess the current and future health of the economy and financial markets.
Macroeconomic indicators will vary in their meaning and the impact that they have on the economy, but broadly speaking there are two main types of indicator.
- Leading indicators, which forecast where an economy might be heading. They are often used by governments to implement policies because they represent the first phase of a new economic cycle. These include the yield curve, interest rates and share prices.
- Lagging indicators, which reflect an economy's historical performance and only change after a trend has been established. They are used to confirm a trend is underway. These include gross domestic product (GDP), inflation and employment figures.
There is also the category of coincident indicators, but these are generally grouped in with lagging indicators as they either happen at the same time or after an economic shift.
The best macroeconomic indicator to watch will heavily depend on your personal preferences, what positions you are taking and which country your portfolio is focused on. However, there are some very common indicators that most traders and investors will keep an eye on.
For simplicity's sake, we have split these out into leading and lagging indicators.
Top leading indicators:
1. The stock market
2. House prices
3. Bond yields
4. Production and manufacturing statistics
5. Retail sales
6. Interest rates
Top lagging indicators:
1. GDP growth rates
2. The Consumer Price Index (CPI) and inflation
3. Currency strength and stability
4. Labour market statistics
5. Commodity prices
A procurement professional may find stock market data from the security exchange, while most lagging indicators (such as GDP, CPI, unemployment rate, currency and inflation rate, etc) can be found from government statistics data.
Reference:
- CIPS study guide page 117-118
- What Are the Key Macroeconomic Indicators?| IG EN
LO 2, AC 2.2


質問 # 240
Which of the following are signs indicating that TOP is using coercive power in commercial negotiation?
Select TWO that apply.

正解：A、B

解説：
:
Coercive power comes from the belief that a person can punish other for non-compliance, and can be considered as the flip side of reward power. Coercive power rests in the individual's ability to change other people's behaviour through threat, intimidation, use of guilt, ability to embarrass or shame, or withdrawal of benefits,...


質問 # 241
Active listening in negotiation includes which of the following activities?
1. Hearing
2. Interpreting
3. Rapport
4. Influence

正解：C

解説：
Listening is a hugely important skill in the world of work. It's a key part of effective communication [...].
Regarding active listening, there is a model called 'The SIER Hierarchy of Active Listening'. It details four key stages required for effective listening. As with all models associated with active listening, its purpose is to help the listener be a better, more effective listener who really hears what is being said, connects with the individual with whom they are communicating and builds effective relationships.
The model is a hierarchical model meaning that each stage builds on the stage before it. While the model is sometimes used for training in the sales arena, it is helpful in all walks of life. The stages of the model are:
Sensing (including hearing and watching body language), Interpreting, Evaluating and Responding.


質問 # 242
Effective listening is important in integrative negotiations. Is this statement correct?

正解：C

解説：
Effective listening is crucial in integrative negotiations because it promotes understanding and collaboration.
By actively listening, parties can identify shared interests and address concerns, which supports the goal of reaching mutually beneficial solutions. This is a key component in CIPS guidelines on successful integrative negotiation practices.


質問 # 243
......

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