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CIPS L4M5: 商業談判考試旨在為候選人在採購行業中進行有效的談判實踐做好準備。該考試評估了候選人識別談判過程中的關鍵因素、解釋和應用談判理論以及採用談判策略的能力。候選人將需要展示他們對明智決策、發展和維護關係以及談判過程管理的理解。
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CIPS L4M5考試涵蓋了與商業談判相關的廣泛主題，包括談判計劃、策略、戰術和技巧。候選人還需要通過考試來測試他們對於在談判過程中出現的法律和道德考慮的理解，以及他們管理衝突和與供應商建立長期關係的能力。該考試適用於從事採購、供應鏈管理和合同管理等職位的專業人員，以及那些希望在這些領域中提升自己職業生涯的人。
問題 #90
Telephone is most likely to be used for which of the following negotiations?
答案：B
解題說明：
Many commercial negotiations could be considered routine or just not worth the investment for buyers, and using the phone can make more sense and can be more immediate.
LO 2, AC 2.4
問題 #91
Which of the following is a key element to developing high-trust supplier relationships?
答案：B
解題說明：
Trust develops when organisations consistently deliver on commitments-meeting deadlines, respecting terms, and fulfilling promises. While audits, contract management, and data gathering support oversight, they do not in themselves build trust. In collaborative negotiations, reliability becomes the foundation of long-term partnerships, reducing the need for constant monitoring. CIPS highlights that trust is fragile and must be reinforced through transparency, consistent behaviour, and alignment of actions with words. This credibility is more persuasive than any formal monitoring.
Reference: CIPS L4M5 (2nd ed.), LO 3.1 - Trust and relationship-building in negotiation contexts.
問題 #92
After studying Thomas-Kilmann conflict resolution model and considering different approaches carefully, the procurement team of XYZ Ltd. decides to adopt an avoiding approach to the upcoming negotiation with one of their suppliers.Which of the following will be the objective of XYZ procurement team in this negotiation?
答案：D
解題說明：
Explanation
Avoiding is unassertive and uncooperative. When avoiding, an individual does not immediately pursue his or her own concerns or those of the other person. He or she does not address the conflict. Avoiding might take the form of diplomatically sidestepping an issue, postponing an issue until a better time, or simply withdrawing from a threatening situation.
LO 1, AC 1.1
問題 #93
A supplier's mark-up on all products is 25%. Supplier's profit margin is...?
答案：C
解題說明：
Explanation
Table Description automatically generated with medium confidence
Text Description automatically generated with low confidence
LO 2, AC 2.1
問題 #94
The trust is built based on the other party's professional qualifications or proven or certified technical capability or experience is known as...?
答案：D
解題說明：
Trust is the expectation that the other party will behave in a predictable and mutually acceptable way. In inter-firm relationships, the presence and absence of trust can affect the level of cost in a relationship. The existence of trust is taught to lower the transaction cost in a relationship. Dr. Mari Sako identified taxonomy of
3 types of trust in commercial relationship, which is very useful from the perspective of procurement.
Contractual trust: Trust based on the contract with TOP. This is potentially the weakest source of trust if there is nothing else to base the trust on, but it is the quickest to establish.
Competence trust: Trust based on TOP's professional qualifications or proven or certified technical capability or experience.
Goodwilltrust: Trust based on knowing TOP has your interest at heart and will not behave opportunistically.
This is potentially the strongest type of trust, but it takes the longest time to build.
問題 #95
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L4M5試題: https://www.vcesoft.com/L4M5-pdf.html
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