L4M5資格認定試験 & L4M5資格模擬

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CIPS L4M5 Exam Syllabus Topics:

SectionObjectives
Topic 1: 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. Defining objectives and variables
  • 3. The best alternatives to a negotiated agreement (BATNA)
  • 4. Zones of potential agreement (ZOPA)
- Analyze the factors that impact on the approach to commercial negotiations
  • 1. Policies, procedures and protocols
  • 2. The position of buyers and sellers
  • 3. The impact of time limits and deadlines
  • 4. Ownership and stakeholder perspectives
Topic 2: Understand the interpersonal skills required for effective negotiation- Analyze the interpersonal skills required for effective negotiation
  • 1. Assertiveness
  • 2. Body language and non-verbal communication
  • 3. Influencing and persuasion skills
  • 4. Questioning and listening skills
- Understand the behavioral aspects of negotiation
  • 1. Concessions and trade-offs
  • 2. Conflict handling styles
  • 3. Perception and bias
  • 4. Ethical and unethical practices
Topic 3: Understand the stages of commercial negotiations in procurement and supply- Understand the stages of a commercial negotiation
  • 1. Clarification and justification
  • 2. Defining the ground rules
  • 3. Closure and agreement implementation
  • 4. Preparation and planning
  • 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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CIPS Commercial Negotiation 認定 L4M5 試験問題 (Q196-Q201):

質問 # 196
A skilled negotiator will use a range of questioning techniques in a negotiation. If they wished to explore options with the other party without making any formal commitment, which type of question style would they use?

正解：C

解説：
Reference: CIPS L4M5 Study Guide, Section 3.2 - The Negotiation Process


質問 # 197
When engaging in commercial negotiations, it is important to bear in mind that the suppliers need to make a reasonable profit to maintain continuity of supply. It is therefore necessary for the buyer to have a clear understanding of the break-even analysis concept which relates to cost, volume, and profit.
What is 'contribution' in relation to break-even analysis?

正解：B

解説：
Inbreak-even analysis,contributionrefers to the amount from sales revenue that exceedsvariable costs, which then contributes to coveringfixed costsand ultimately generating profit. Understanding this concept enables buyers to better analyze supplier pricing and negotiate more effectively. For example, if a product is priced significantly above its variable cost, there may be room fordiscounts or added value, as the supplier is still contributing toward fixed costs.
Reference: L4M5 Commercial Negotiation 2nd edition (CORE), Section 2.1 - Cost Analysis and Pricing Decisions


質問 # 198
Sunita's supplier states: "Meeting your needs is meeting my needs because we are in this together." What type of negotiation is being undertaken?

正解：B

解説：
This statement reflects shared goals and mutual benefit, hallmarks of integrative negotiation. Unlike adversarial or distributive (win-lose) strategies, integrative approaches seek joint value and collaboration. The language of partnership ("we are in this together") signals alignment and cooperative intent. Lose-lose outcomes, by contrast, occur when both sides compromise excessively or fail to reach creative solutions.
Integrative strategies foster long-term partnerships where value is maximised for both.
Reference: CIPS L4M5 (2nd ed.), LO 1.1 - Integrative negotiation characteristics.


質問 # 199
A buyer is approaching a negotiation where the company is in a low-power negotiating position in relation to the supplier. How can the buyer improve leverage and power with the supplier?

正解：B

解説：
Reference: CIPS L4M5 Study Guide, Section 1.3 - Sources of Power in Negotiation


質問 # 200
Which of the following is the definition of safety margin?

正解：B

解説：
:
As a financial metric, the margin of safety (safety margin) is equal to the difference between current or forecasted sales and sales at the break-even point. The margin of safety is sometimes reported as a ratio, in which the aforementioned formula is divided by current or forecasted sales to yield a percentage value. The figure is used in both break-even analysis and forecasting to inform a firm's management of the existing cushion in actual sales or budgeted sales before the firm would incur a loss.
This is a question that a student met in her actual exam. The margin of safety is not even mentioned in the CIPS study guide.


質問 # 201
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