CIPS L4M5최신업데이트버전덤프문제, L4M5최고품질예상문제모음

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CIPS L4M5 Exam Syllabus Topics:

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

>> CIPS L4M5최신 업데이트버전 덤프문제 <<

적중율 좋은 L4M5최신 업데이트버전 덤프문제 인증덤프

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최신 CIPS Level 4 Diploma in Procurement and Supply L4M5 무료샘플문제 (Q157-Q162):

질문 # 157
In addition to organisational power, personal power of each negotiator can influence the outcomes of a negotiation. A good negotiator can leverage different sources of power. Is this statement true?

정답：A

설명：
Both organisational and personal power have the ability to influence the outcomes of negotiation. Good negotiators recognises the different sources of relative personal power they possess in a negotiation. There is no one superior source of personal power; they will vary in their effectiveness based on the situation. The more personal sources available the better, even if some not used, these can be used as a fallback.
LO 1, AC 1.3


질문 # 158
When planning a negotiation for sourcing internationally, which of the following divergent positions, and therefore potential conflict areas, should be prepared for? Select TWO that apply:

정답：A,B,D

설명：
Reference: CIPS L4M5 Study Guide, Section 3.1 - Planning and Preparation for Negotiation


질문 # 159
Ma Bell was the sole provider of landline telephoneservice to most of the US in 1980s. This is an example of...?

정답：A

설명：
Explanation
A monopoly exists when only one company can supply an essential product or service in a givenregion because of significant barriers to entry for any competitor. The barriers can be legal, regulatory, economic, or geographic. Ma Bell case is an example of monopoly. The company was broken up in 1982.
A monopsony is a market structure in which a single buyer substantially controls the market as the major purchaser of goods and services offered by many would-be sellers.
Pure or perfect competition is a theoretical market structure in which the following criteria are met:
- All firms sell an identical product (the product is a "commodity" or "homogeneous").
- All firms are price takers (they cannot influence the market price of their product).
- Market share has no influence on prices.
- Buyers have complete or "perfect" information-in the past, presentand future-about the product being sold and the prices charged by each firm.
- Resources for such a labor are perfectly mobile.
- Firms can enter or exit the market without cost.
Monopolistic competition characterizes an industry in which many firms offerproducts or services that are similar, but not perfect substitutes. Barriers to entry and exit in a monopolistic competitive industry are low, and the decisions of any one firm do not directly affect those of its competitors. Monopolistic competition is closely related to the business strategy of brand differentiation


질문 # 160
Which of the following is a source of information on microeconomic factors?

정답：B

설명：
The marketing and corporate communications of suppliers are direct sources of microeconomic information, particularly about individual companies and industry conditions. Other options (RPI, financial market data, etc.) are more aligned with macroeconomic data, focusing on broader economic trends, as outlined in CIPS definitions of micro vs. macroeconomic data sources.


질문 # 161
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?

정답：B

설명：
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


질문 # 162
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L4M5최고품질 예상문제모음: https://www.itexamdump.com/L4M5.html

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