最真實的L4M5認證考試資料

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CIPS L4M5 Exam Syllabus Topics:

SectionObjectives
Understand how to prepare for negotiations in procurement and supply- Understand how to prepare for a negotiation
  • 1. The use of bargaining mixes and trade-offs
  • 2. The best alternatives to a negotiated agreement (BATNA)
  • 3. Defining objectives and variables
  • 4. Zones of potential agreement (ZOPA)
- Analyze the factors that impact on the approach to commercial negotiations
  • 1. Ownership and stakeholder perspectives
  • 2. The impact of time limits and deadlines
  • 3. Policies, procedures and protocols
  • 4. The position of buyers and sellers
Understand the interpersonal skills required for effective negotiation- Analyze the interpersonal skills required for effective negotiation
  • 1. Assertiveness
  • 2. Questioning and listening skills
  • 3. Body language and non-verbal communication
  • 4. Influencing and persuasion skills
- Understand the behavioral aspects of negotiation
  • 1. Concessions and trade-offs
  • 2. Ethical and unethical practices
  • 3. Perception and bias
  • 4. Conflict handling styles
Understand the stages of commercial negotiations in procurement and supply- Understand the stages of a commercial negotiation
  • 1. Clarification and justification
  • 2. Preparation and planning
  • 3. Defining the ground rules
  • 4. Closure and agreement implementation
  • 5. Bargaining and problem solving
- Analyze the types of approaches that can be pursued in commercial negotiations
  • 1. The influence of power and trust in negotiations
  • 2. Pragmatic and principled approaches
  • 3. Distributive (win-lose) approaches
  • 4. Integrative (win-win) approaches

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最新的 CIPS Level 4 Diploma in Procurement and Supply L4M5 免費考試真題 (Q358-Q363):

問題 #358
An organisation should develop different relationships appropriate to each supply situation. Which ONE of the following analysis methods could help identify these?

答案：A

解題說明：
CIPS describes a relationship spectrum from arm's-length/transactional through collaborative/partnership, matched to spend criticality, risk, and strategic importance; analysis helps select the appropriate relationship style before and during negotiation.
Reference: CIPS L4M5 (2nd ed.), LO 3.1 - Relationship types and the relationship spectrum; alignment to sourcing/negotiation approach.


問題 #359
To buying organisation, savings can be achieved from different saving levers or tactics. Which of the following are means that deliver savings through optimising specifications?

答案：A,D

解題說明：
:
If driving greater value and efficiency from your supply base is your end, you should remember that there are many ways to do this without seeking to negotiate lower prices. Below are 7 types of saving levers:
Table Description automatically generated


問題 #360
Economic growth can be measured by...?

答案：D

解題說明：
:
Gross Domestic Product (GDP) is the monetary value of the goods and services manufactured or supplied in a financial period. In general terms, when the GDP rate falls or slows down, there will be a fall in demand for goods and services demanded in the economy, with a fall in firms' revenue and profit margins. When GDP is rising, there will be an increase in demand.
Consumer Price Index (CPI) is weighted measurement that evaluates the average cost of a basket of goods bought by a consumer.
Producer Price Index (PPI) is average changes in prices that a producer receives in return for its goods or services.
Small Business Lending Index (SBLI) is an indicator of small business lending trends.


問題 #361
Which of thefollowing should be the final step of a negotiation process if both parties cannot reach an agreement?

答案：D

解題說明：
Explanation
Reflecting on performance should become a natural final step in the negotiation process.
'Celebrating publicly about the deal': Public gloating, even in success or failure, if it gets back to the supplier via the press or social media, will likely damage the relationship
'Tempting TOP to reopen the negotiation': whether TOP agrees to reopen the negotiation, procurement should reflect on their achievement and what can be improved.
'Asking TOP for another concession': TOP can agree or rejectthis concession. Eventually, reflecting should be the final step. Procurement can learn a lot from reflection on performance.
LO 3, AC 3.4


問題 #362
What are the potential sources of conflict between the buyer and supplier? Select TWO that apply.

答案：A,C

解題說明：
Persistent late payment of the supplier's invoices (A) and Unequal sharing of gains, risks, and costs with the supplier (B) are potential sources of conflict as they create dissatisfaction and imbalance in the relationship.
According to CIPS materials:
Late payments (A) can strain the supplier's cash flow, affecting their operational stability and leading to mistrust in the buyer.
Unequal sharing of gains, risks, and costs (B) can result in one party feeling exploited or unfairly treated, which undermines the collaborative spirit essential for long-term partnerships.
In contrast, requesting early supplier involvement, planning visits, or setting delivery dates are typically part of constructive relationship management practices and do not inherently lead to conflict.


問題 #363
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