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CIPS L4M5 Exam Syllabus Topics:

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

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CIPS Commercial Negotiation Sample Questions (Q359-Q364):

NEW QUESTION # 359
If the price of a good is above the equilibrium price, which of the following will happen?

Answer: B

Explanation:
In microeconomics, equilibrium price is determined when the quantity demanded is equal to thequantity supplied at equilibrium price in a market, there will be no shortages and no surpluses. If we combine our supply and demand curves on one graph, the point at which they converge determines the equilibrium price. If the price is set above this price and you read across the graph you will see the supply excess demand and there will be a surplus. In order to reduce this surplus, the price will need to fall. The scenario is illustrated in the graph below:
Chart, line chart Description automatically generated


NEW QUESTION # 360
How contribution is calculated in break-even analysis?

Answer: B

Explanation:
:
Contribution = Price - Variable cost
Break-even point (volume) = Fixed cost/Contribution


NEW QUESTION # 361
Win-lose approach is most likely to be associated with which of the following type of relationship?

Answer: A

Explanation:
:
Distributive approach to negotiation used when the interested parties are attempting to divide something up or distribute something of value, also known as zero-sum approach or win-lose. Win-lose approach is useful when the relationship with the other party (TOP) is short-term and once-off.
The question mentions 4 types of relationship:
Adversarial: Both seek to maximize position at the expense of the other. Almost no trust, communication and cooperation. These suppliers will probably provide non-core products or services with the buyer purchasing them on a one-off basis.
Outsourcing relationship: Use competent suppliers to manage non-core businesses previously done in-house.
Require high level of trust and collaboration
Partnership: Both work closely on long term development by sharing information, technology and ideas.High level of trust with the aim to benefit both parties (win-win) Strategic alliance: Both parties identify areas where they could collaborate to create mutual benefits Among these 4 types of relationship, only adversarial is once-off. Then it is the correct answer.


NEW QUESTION # 362
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?

Answer: B

Explanation:
With non-critical commodity products, the relationship will be transactional. Buyer should not spend too much time and effort into the negotiation.
LO 1, AC 1.4


NEW QUESTION # 363
There are no commitments in hypothetical questions. Is this statement true?

Answer: A

Explanation:
There are four types of questions that can be used in a commercial negotiation:
Hypothetical questions, where you ask about a possible situation or abstract concept, are very useful at the testing and proposal phases. Hypothetical question does not state any commitment as it is only about 'if something happens, then ...'. This type of question can be useful at giving suggestion.
Text Description automatically generated

LO 3, AC 3.3


NEW QUESTION # 364
......

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