試験の準備方法-効率的なL4M5資格問題対応試験-実際的なL4M5受験資格

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CIPS L4M5 Exam Syllabus Topics:

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

>> L4M5資格問題対応 <<

L4M5試験、L4M5勉強資料バージョン、Commercial Negotiation試験日程

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CIPS Commercial Negotiation 認定 L4M5 試験問題 (Q363-Q368):

質問 # 363
When considering a new supply source for a product, a procurement professional reviews supplier quotations before negotiation. Which of the following is a direct cost in the supplier's quotation?

正解：D

解説：
Direct costs are those directly attributable to the production of a unit - such as raw materials, components, and direct labour. Here, the metal used is a clear direct cost, as it varies with production output. Rent, insurance, and sales wages are indirect (overhead) costs, which must be allocated across products.
Understanding this distinction is vital in negotiations, since direct costs are easier to challenge for efficiency gains, while indirect allocations may be arbitrary. Buyers with clear knowledge of cost breakdowns can negotiate more effectively, avoiding inflated pricing.
Reference: CIPS L4M5 (2nd ed.), LO 2.2 - Cost analysis: direct vs indirect costs in supplier quotations.


質問 # 364
Which of the following are macroeconomic factors that may have influence to the commercial negotiation?
Select TWO that apply

正解：C、E

解説：
There are many macro economic factors that could influence procurement in general and commercial negotiation in particular. Below are six factors that are agreed to be fairly significant:
* Economy growth rate
* Inflation rates
* Interest rates
* Currency exchange rate
* Unemployment rate
* Protectionism
LO 2, AC 2.2


質問 # 365
In airline industry, suppliers prefer to adopt dynamic pricing in order to constantly monitor and change their fares inresponse to market conditions. Dynamics pricing is based on which costing method?

正解：C

解説：
Dynamic pricing is the practice of dynamically calculating the price of a product or service in order to incorporate real-time market conditions, input costs, and/or competitive perspectives. Dynamic pricing which is based on marginal costing, is used by airlines and many other organisations.
Marginal cost is the cost of producing an additional unit of output. Marginal Costing is a costing technique wherein the marginal cost, i.e. variable cost is charged to units of cost, while the fixed cost for the period is completely written off against the contribution.


質問 # 366
Which of the following would be considered appropriate influencing techniques in contract negotiation?
Select TWO that apply.

正解：C、D

解説：
Framing and re-framing (C) and Anchoring (E) are powerful influencing techniques:
Framing and re-framing (C): This technique shapes how information is presented to make specific aspects more compelling or relevant.
Anchoring (E): Anchoring sets an initial reference point, which influences how subsequent information is perceived.
These techniques help negotiators control the flow and focus of discussions, aligning with CIPS recommendations for strategic influence in negotiations.


質問 # 367
It may be more difficult to buy on a credit from supplier who locates in a country with a hyperinflation? Is this assumption true?

正解：D

解説：
:
If the inflation rate is running high, then obtaining credit as a buyer is normally more difficult or expensive as money in the future will be worth less than money today.


質問 # 368
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