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CIPS L4M5 Exam Syllabus Topics:

SectionWeightObjectives
Understand key approaches in the negotiation of commercial agreements with external organisations35%- Types of negotiation approaches
  • 1. Pragmatic and principled negotiation styles
  • 2. Distributive / competitive (win-lose)
  • 3. Collaborative / integrative (win-win)
  • 4. BATNA, target setting and reservation price
- Application of commercial negotiations in procurement and supply
  • 1. Definitions and purpose of commercial negotiation
  • 2. Team and stakeholder management in negotiation
  • 3. Sources and management of conflict
  • 4. Position within the CIPS procurement cycle
- Power dynamics in negotiation
  • 1. Sources of power and influence
  • 2. Relationship types and their effect on negotiation
  • 3. Impact of power balance on outcomes
Know how to prepare for negotiations with external organisations35%- Economic and market factors
  • 1. Inflation, exchange rates and risk factors
  • 2. Market structure and competition
  • 3. Supply and demand conditions
- Negotiation criteria and objectives
  • 1. Prioritising issues and trade-offs
  • 2. Defining measurable outcomes
- Cost and price analysis
  • 1. Types of costs and pricing structures
  • 2. Cost modelling and price analysis techniques
- Planning and resources
  • 1. Information gathering and market intelligence
  • 2. Team roles and preparation plans
Understand how commercial negotiations should be undertaken30%- Review and improvement
  • 1. Documenting agreements and lessons learned
  • 2. Evaluating results and performance
- Tactics and influencing methods
  • 1. Cultural and ethical considerations
  • 2. Persuasion and influencing techniques
  • 3. Managing concessions and deadlocks
- Communication skills
  • 1. Non-verbal communication and emotional intelligence
  • 2. Active listening and questioning
- Stages of negotiation
  • 1. Opening, exploring, bargaining, closing and implementing

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CIPS Commercial Negotiation Sample Questions (Q162-Q167):

NEW QUESTION # 162
Which of the following are most likely to be macro factorsthat may influence the balance of power in commercial negotiation? Select THREE that apply.

Answer: B,C,D

Explanation:
Explanation
All one-to-one commercial negotiations between a specific purchaser and a specific supplier take place within an industrial market and a larger business environment characterised by multiple forces which both parties typically have little control over. STEEPLE framework highlights the 6 main external influences on a business:
Table Description automatically generated

LO 1, AC 1.3


NEW QUESTION # 163
JCB is a large manufacturer of heavy machinery. The CPO is going to a negotiation with a Chinese supplier about procuring some major components. He is wondering about balance of power in the negotiation. Which of the following micro factors are most likely to shift the balance of power towards the buying organisation in this commercial negotiation? Select TWO that apply

Answer: C,D

Explanation:
Explanation
There are many factors that can influence the balance of power in a negotiation. These factors are classified into 3 levels:
- Macro level: STEEPLE framework: social, technological, economic, environment, political, legal and ethical
- Micro level: Porter's five forces:

Diagram Description automatically generated
- One-to-one buyer-supplier dynamics.
The question asks about the micro factors that increases buyer's bargaining power. Among 5 answers, only 2 are likely to increase buyer'spower:
- JCB's switching costs are low: Buyer may easily switch its suppliers anytime
- These components are highly standardised: The products are not different any more, buyer may choose to buy from any supplier available.
Other answers cannot be correctbecause:
- Suppliers are more concentrated than buyer: Suppliers are forming oligopoly market, their bargaining power tend to be greater.
- Eruption of epidemic in supply market: this is a macro factor. Eruption of epidemic may cause factories closed and disruptions on supply chain.
- Buyers purchase in small volumes: Buyer will be seen as less potential to suppliers. Buying organisation may have difficulties to deal better price with suppliers.
LO 1, AC 1.3


NEW QUESTION # 164
Stalemate is morelikely to happen if both parties trade more variables in a commercial negotiation. Is this assumption true?

Answer: A

Explanation:
Explanation
Negotiation variables such as price or contract length, etc arethat can be traded with TOP in a negotiation. The more variables you can identify, the better. The more variables you can identify and articulate, the lower the chances of the negotiation reaching deadlock as more possibilities are facilitated regarding more creative solutions.
Below are examples of negotiation tradeables in buying professional services:
Table Description automatically generated

Table Description automatically generated

LO 2, AC 2.3


NEW QUESTION # 165
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?

Answer: D,E

Explanation:
:
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


NEW QUESTION # 166
Which of the following are elements of price negotiations? Select the TWO that apply.

Answer: D,E

Explanation:
Price negotiations extend beyond headline unit price and include elements that influence total commercial value. Pricing arrangements (such as fixed, variable, indexed, or cost-plus pricing) directly affect financial risk and cost certainty. Terms of payment influence cash flow, working capital, and overall cost of ownership, making them core price-related negotiation variables. Sales tax is typically regulated and not negotiable, while cash flow management and administration costs are internal organisational concerns rather than negotiated price elements. CIPS emphasises a holistic approach to price negotiations that considers structure and payment terms, not just price level.
Reference: CIPS L4M5 Commercial Negotiation (CORE), 2nd edition - LO 2.2: Elements and structure of price negotiations.


NEW QUESTION # 167
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