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CIPS L4M5 Exam Syllabus Topics:

Section	Objectives
Topic 1: Negotiation strategies and tactics	- Approaches to negotiation 1. Collaborative and competitive strategies 2. Concession strategies 3. Tactical behaviours and influence techniques
Topic 2: Negotiation fundamentals	- Principles of commercial negotiation 1. Types of negotiation (distributive vs integrative) 2. Definition and purpose of negotiation
Topic 3: Negotiation planning and preparation	- Preparation techniques 1. Setting objectives and targets 2. BATNA and reservation points 3. Information gathering and analysis
Topic 4: Power, ethics and communication in negotiation	- Influencing factors 1. Ethical considerations in negotiation 2. Communication and interpersonal skills 3. Sources of negotiation power

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CIPS L4M5 Exam Quiz | L4M5 Study Guide

The CIPS L4M5 certification exam is a crucial part of career development in the tech sector. Cracking the Commercial Negotiation (L4M5) exam strengthens your chances of landing high-paying jobs and promotions. Yet, preparing for the L4M5 Exam can be challenging, and many working applicants struggle to find L4M5 practice test questions they require to be successful in their pursuit.

CIPS Commercial Negotiation Sample Questions (Q218-Q223):

NEW QUESTION # 218
Which of the following are intangible values created by trust in business relationships? Select TWO that apply.

A. Increasing response time to request
B. Frequent conflict escalation
C. Higher revenues
D. More focus on core business
E. Positive feedbacks from customers

Answer: D,E

Explanation:
Trust may create value as following:
LO 1, AC 1.4

NEW QUESTION # 219
Which of the following are most likely to be fundamentals of Fisher & Ury's principled negotiation?
1. Depersonalise the argument
2. Focus on positions
3. Generate creative options
4. Using subjective criteria

A. 2 and 3 only
B. 2 and 4 only
C. 1 and 4 only
D. 1 and 3 only

Answer: D

Explanation:
Principled negotiation is based on four fundamentals: people, interest, options and criteria:
Diagram Description automatically generated
1st Principle: separate the people from the problem: Negotiator should depersonalise the situation and accepting that the subject matter of the negotiation. This can be difficult for untrained negotiators, but this is a key skill to develop
2nd principle: focus on interests, not positions: It is important in principled negotiations not to focus on their parties' positions (what are expressed during negotiations), but on the interests (underlying needs) behind them
3rd principle: invent options for mutual gains: this principle aims to help the parties find a solution that both would benefit from. The more options - or tradeables - that can be brought to the table the better.
4th principle: insist on using objective criteria: is about making sure that the negotiation stays focused on outcomes based on objective criteria and that it is productive.
LO 1, AC 1.2

NEW QUESTION # 220
Can a party gain huge advantages innegotiation from setting room layout?

A. Yes, because the host can freely manipulate the other party's mind through setting room layout
B. No, because room layout contributes nothing to the negotiation outcomes
C. No, because the advantages gained from manipulating room layout are short-lived
D. Yes, because the other party can capitulate to the host

Answer: C

Explanation:
Essentially, for trained negotiators under most circumstances, the physical locations of negotiations and the room layout should not make much difference to the outcomes of the meeting. It is reasonable to assume that most commercial negotiations are based at least initially on a principled- or pragmatic-type approach. It is arguable also that any advantage gained through intentionally creating an uncomfortable environment to put short-term pressure on TOP is likely to be short-lived as TOP will likely reflect on this later and seek means to get even.

NEW QUESTION # 221
A procurement professional is negotiating with a supplier on cleaning service. She realises that there are huge cost-saving opportunities if the supplier agrees to reduce its mark-up and unnecessary employee benefits.
Supplier's mark-up and employee benefits are examples of which of the following?

A. Spend cube
B. Spend tree
C. Addressable spend
D. Spend waterfall

Answer: C

Explanation:
A key consideration when seeking to negotiate prices is to establish what proportion of the spend is addressable by procurement action such as negotiation. Addressability of spend is influenceable through negotiations or application of other saving effort or leverage with suppliers.
LO 2, AC 2.1

NEW QUESTION # 222
Buyers should have the ability to analyse the costs of their purchases not only for determining their impact to their organisation's cost but also for the purpose of reducing them during commercial negotiations to contribute to the profitability of their organisation. One way ofanalysing costs is to classify them into direct and indirect costs. Which ONE of the following is an explanation of 'direct costs'?

A. Costs that are connected with materials and labour, excluding expenses used directly in manufacturing products
B. Costs of materials, labour, and other expenses that are directly identified with manufactured units of a product
C. Costs of labour and expenses incurred directly whether or not the production fluctuates owing to demand or downtime
D. Costs that are only related to manufacturing firms where raw materials are directly converted into specific product units

Answer: B

Explanation:
Reference: CIPS L4M5 Study Guide, Section 2.2 - Cost and Price Analysis

NEW QUESTION # 223
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