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CIPS L4M5 Exam Syllabus Topics:

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

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                        CIPS Commercial Negotiation Sample Questions (Q351-Q356):

                        NEW QUESTION # 351
                        Which of the following are variable costs?

                        Answer: B

                        Explanation:
                        Packaging is considered a variable cost because it fluctuates with the level of production or sales activity.
                        Variable costs change directly in relation to the volume of output or service. In contrast:
                        Rent (A), Loan repayments (B), and Insurance (C) are fixed costs, as they generally do not vary with production levels within a certain range. These are recurring costs that remain constant over time, aligning with CIPS's cost classification in procurement.


                        NEW QUESTION # 352
                        Which of the following are typical characteristics of activity-based costing (ABC) method? Select TWO that apply.

                        Answer: B,E

                        Explanation:
                        Activity-based costing is an alternative approach to traditional absorption costing. The characteristics of these two methods are illustrated in the graph below:
                        Graphical user interface, text, chat or text message, website Description automatically generated


                        NEW QUESTION # 353
                        Distributive approach in negotiation is typified by which of the following?

                        Answer: A

                        Explanation:
                        Distributive approach to negotiation used when the interested parties are attempting to divide something up or distribute something of value, also known as zero-sum approach or win-lose. Commercial situations often demand a distributive bargaining approach, if the 'pie' is inherently of a fixed size. In this case, any conflicts must be resolved by sharing it.
                        In win-lose approach, a negotiator wants to maximise the value obtained in a single deal, the relationship with the other party is not important. Therefore, a strong party may win more than 50% of the metaphorical 'pie'.
                        It should not be assumed that win-win can be applied to all commercial negotiations, or that win-lose approaches are inherently inferior.


                        NEW QUESTION # 354
                        Which of the following is active listening?

                        Answer: D

                        Explanation:
                        Summarising what has been said is a key component of active listening, as it demonstrates understanding and engagement in the conversation. Active listening involves confirming and clarifying information, which helps build rapport and ensures accurate communication, as outlined in CIPS's guidelines for effective negotiation communication.


                        NEW QUESTION # 355
                        Active listening in negotiation includes which of the following activities?
                        1. Hearing
                        2. Interpreting
                        3. Rapport
                        4. Influence

                        Answer: C

                        Explanation:
                        Listening is a hugely important skill in the world of work. It's a key part of effective communication [...].
                        Regarding active listening, there is a model called 'The SIER Hierarchy of Active Listening'. It details four key stages required for effective listening. As with all models associated with active listening, its purpose is to help the listener be a better, more effective listener who really hears what is being said, connects with the individual with whom they are communicating and builds effective relationships.
                        The model is a hierarchical model meaning that each stage builds on the stage before it. While the model is sometimes used for training in the sales arena, it is helpful in all walks of life. The stages of the model are:
                        Sensing (including hearing and watching body language), Interpreting, Evaluating and Responding.
                        Reference:
                        - CIPS study guide page 171-173
                        - The SIER Hierarchy of Active Listening: Become a Better Listener
                        LO 3, AC 3.3


                        NEW QUESTION # 356
                        ......

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