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CIPS L4M5 Exam Syllabus Topics:

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

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CIPS Commercial Negotiation Sample Questions (Q270-Q275):

NEW QUESTION # 270
Which type of question should be used to receive affirmation on statement?

Answer: A

Explanation:
Different questioning styles can be used to elicit desired responses:
Text Description automatically generated


NEW QUESTION # 271
Which of the following is the area where two or more negotiating parties may find common ground?

Answer: C

Explanation:
Explanation
The zone of possible agreement (ZOPA) orbargaining range is considered an area where two or more negotiating parties may find common ground. It is this area where parties will often compromise and strike a deal. In order for negotiating parties to find a settlement or reach an agreement, they must work towards a common goal and seek an area that incorporates at least some of each party's ideas.
The zone of proximal development refers to the difference between what a learner can do without help and what he or she can achieve with guidance and encouragement from a skilled partner.
There is no Walk away area. Walk away point is a position from which you cannot concede any more ground and must walk away/decline a deal.
Best alternative to a negotiated agreement is a fallback or backstop position if the negotiation fails to result in an agreement/no deal is agreed.
LO 1, AC 1.2


NEW QUESTION # 272
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?
* Consolidate the expenditure from across the organisation to increase the size and value of the requirement
* Understand the supplier's costs and margins prior to the negotiation to demonstrate that you know what it costs to produce the product
* Take a distributive approach to the negotiation and refuse to make concessions
* Limit communication and information sharing with the supplier so as not to give anything away

Answer: A

Explanation:
When buyer power is low, leverage must be created rather than assumed. Consolidating organisational spend increases volume and commercial importance to the supplier, directly strengthening buyer power.
Understanding supplier costs and margins reduces information asymmetry and demonstrates commercial competence, which improves credibility and influence during negotiations. Refusing concessions and limiting communication are typical of adversarial tactics and often weaken relationships when power is already limited. CIPS clearly advises buyers to use aggregation of demand and market intelligence as ethical and effective methods to rebalance power without damaging long-term supplier relationships.
Reference: CIPS L4M5 Commercial Negotiation (CORE), 2nd edition - LO 3.1: Sources of power and methods to improve buyer leverage.


NEW QUESTION # 273
The purpose of ongoing supplier relationship management following a negotiation and contract award is that it:

Answer: A


NEW QUESTION # 274
Which of the following would describe a push approach to influencing?
Exerting power or authority
Extensive use of open questioning
The party being influenced is fully aware of the process occurring
The party being influenced may not be aware of the process happening

Answer: D

Explanation:
A push approach typically involves exerting authority or power (1) with the party being influenced generally aware of the influence process (3). This method involves overtly directing or persuading the other party, often through explicit information or directives, as per CIPS's understanding of push influence techniques.


NEW QUESTION # 275
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