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

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CIPS Commercial Negotiation Sample Questions (Q254-Q259):

NEW QUESTION # 254
A buyer is approaching a negotiation where the company is in a low-power negotiating position in relation to the supplier. How can the buyer improve leverage and power with the supplier?

Answer: C

Explanation:
Reference: CIPS L4M5 Study Guide, Section 1.3 - Sources of Power in Negotiation


NEW QUESTION # 255
According to Professor Gavin Kennedy, in which of the following forms of dispute resolution, both parties will voluntarily exchange their ideas and beliefs?

Answer: D

Explanation:
:
Professor Gavin Kennedy highlights that we need to distinguish negotiation from other forms of decision- making by focusing on what is unique about it (the voluntary exchange) and not shared by other techniques such as persuasion, gambling (e.g., coin tossing), command decision, instruction, litigation and coercion.


NEW QUESTION # 256
A procurement professional is preparing for anegotiation with supplier. She is setting targets for price which her company is seeking to achieve. Which of the following acronyms can help her identify limits before engaging in the negotiation?

Answer: A


NEW QUESTION # 257
Which of the following are most likely to be macro factors that may influence the balance of power in commercial negotiation? Select THREE that apply.

Answer: B,D,E

Explanation:
All one-to-one commercial negotiations between a specific purchaser and a specific supplier take place within an industrial market and a larger business environment characterised by multiple forces which both parties typically have little control over. STEEPLE framework highlights the 6 main external influences on a business:
Table Description automatically generated

LO 1, AC 1.3


NEW QUESTION # 258
A competitive win-lose distributive approach to a negotiation is seeking to:

Answer: B

Explanation:
Reference: CIPS L4M5 Study Guide, Section 1.2 - Approaches to Negotiation


NEW QUESTION # 259
......

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