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CIPS L4M5認定試験の難しさで近年にほとんどの受験生は資格認定試験に合格しなっかたと良く知られます。だから、我々社の有効な試験問題集は長年にわたりCIPS L4M5認定資格試験問題集作成に取り組んだIT専門家によって書いてます。実際の試験に表示される質問と正確な解答はあなたのCIPS L4M5認定資格試験合格を手伝ってあげます。
| Section | Weight | Objectives |
|---|---|---|
| Understand key approaches in the negotiation of commercial agreements with external organisations | 35% | - Application of commercial negotiations in procurement and supply
|
| Understand how commercial negotiations should be undertaken | 30% | - Communication skills
|
| Know how to prepare for negotiations with external organisations | 35% | - Planning and resources
|
あなたは自分の役職で長年働いてきましたが、昇進していませんか？それとも、新しい社内のコーナーと自分が顕著なようにするために熱望していますか？ L4M5試験の資料が役立ちます。当社CIPSの製品で数日間勉強して練習した後、L4M5試験に簡単に合格します。神は自ら助ける者を助く。私たちの教材を選ぶと、あなたのそばに神が見つかるでしょう。あなたがしなければならない唯一のことは、あなたの選択をして、私たちのL4M5試験問題を勉強することです。とても簡単ではないですか？だから、今すぐL4M5学習Commercial Negotiationガイドについてもっと知りましょう！
質問 # 179
A buying organisation with a low spend but the reputation for paying on-time. In order to increase buyer's leverage in negotiation with suppliers, which of the following should be a priority of this buyer?
正解：B
解説：
According to Paul Steele's 'The Seller's Perspective', customer can be classified into 4 categories as below:
To increase the leverage in negotiation, buyer may increase its attractiveness and/or increase spend value. In this scenario, the buyer is already attractive to supplier as it always pays on-time, but the spend is still low. So to have greater leverage, the buyer has to increase its spend volume by spend concentration. Spend concentration may take many forms as following:
- Vendor base reduction
- Volume pooling
- Volume redistribution
- Volume consolidation across categories
- Standardisation and harmonisation of specifications
- Forming purchasing consortia
Chart, treemap chart Description automatically generated
LO 1, AC 1.3
質問 # 180
What are the potential sources of conflict between the buyer and supplier? Select TWO that apply.
正解：C、E
解説：
Persistent late payment of the supplier's invoices (A) and Unequal sharing of gains, risks, and costs with the supplier (B) are potential sources of conflict as they create dissatisfaction and imbalance in the relationship.
According to CIPS materials:
Late payments (A) can strain the supplier's cash flow, affecting their operational stability and leading to mistrust in the buyer.
Unequal sharing of gains, risks, and costs (B) can result in one party feeling exploited or unfairly treated, which undermines the collaborative spirit essential for long-term partnerships.
In contrast, requesting early supplier involvement, planning visits, or setting delivery dates are typically part of constructive relationship management practices and do not inherently lead to conflict.
質問 # 181
AB Manufacturing seeks to buy a new materials resource planning (MRP) software system. At the 'defining the business need' stage of the procurement cycle, the procurement manager ensured that all the internal stakeholders involved had the power to contribute and sign off on requirements. For the MRP system, the procurement manager consulted the head of production planning of AB Manufacturing. The head of production contributed to demand levels, existing manufacturing planning, and existing staff levels. What type of power does the head of production demonstrate?
正解：B
質問 # 182
Different types of relationships impact negotiations. Which source of leverage would most support the buyer?
正解：C
解説：
Legitimate power comes from formal authority and organisational backing, making it a credible and sustainable leverage source in negotiations. Personality power or reliance on colleagues and friends lacks long- term weight and may not influence suppliers strategically. Buyers who use legitimate power, backed by governance and authority, negotiate from a position of credibility and professionalism, reinforcing stronger outcomes.
Reference: CIPS L4M5 (2nd ed.), LO 3.1 - Sources of power: legitimate, coercive, expert, referent.
質問 # 183
During a negotiation, a procurement manager suggests that the two companies should split the difference which would benefit both the supplier and buyer. Which persuasion method is she using?
正解：A
解説：
In the scenario, the manager propose to 'split the difference', which means each party will accept some of their demands and concede some. This is known as 'Compromise'.
Reference: CIPS study guide page 163-165
質問 # 184
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