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Free PDF 2025 L4M5: Newest Commercial Negotiation Valid Test Registration
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The CIPS L4M5 exam covers a broad range of topics, including negotiation preparation and planning, the psychology of negotiation, power dynamics, cultural differences, and ethical considerations. By studying for and earning this certification, candidates will gain a detailed understanding of these topics, which will help them to negotiate more effectively and achieve better outcomes for their organizations. Those who pass the exam will be better equipped to navigate the complex and often unpredictable world of commercial negotiations, making them highly desirable candidates for a variety of procurement and supply chain management positions.
CIPS L4M5 (Commercial Negotiation) Certification Exam is designed for procurement and supply chain professionals who want to enhance their negotiation skills and knowledge. Negotiation is a critical skill for professionals in the procurement and supply chain industry, as it involves the process of reaching an agreement with suppliers and vendors that meets the needs of the business while maintaining positive relationships with suppliers. The CIPS L4M5 Certification Exam helps professionals to build on their existing negotiation skills and develop new ones, allowing them to become more effective negotiators in their roles.
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CIPS Commercial Negotiation Sample Questions (Q144-Q149):
NEW QUESTION # 144
Procurement team is required to improve leverage with their suppliers through spend consolidation. To check whether there is any opportunity to consolidate spend, which of the following should be priority of procurement team?
- A. Spend analysis
- B. Price analysis
- C. Value engineering
- D. Total cost analysis
Answer: A
Explanation:
Explanation
In order to identify opportunities where you can increase your leverage with supplier, you need to understand your spend. Undertaking spend analysis of your accounts payable (AP) data is an essential first step here.
NEW QUESTION # 145
Distributive approach in negotiation is typified by which of the following?
- A. Distributive approaches are inherently inferior to integrative approaches in commercial negotiation
- B. Both parties understand each other's goals
- C. Both parties share 50:50 of the 'pie'
- D. Each party attempts to maximise the value obtained at other's expense
Answer: D
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 # 146
Personal power is only used in distributive approach. Is this statement true?
- A. No, because only organisational power will optimise the negotiation outcomes
- B. Yes, because only distributive approach to negotiation requires strong personal power
- C. Yes, because one party will abuse coercive power to maximise the gain
- D. No, because personal power can be very helpful in integrative approach
Answer: D
Explanation:
Power, or more precisely perceptions of power, are critically important in understanding the commercial negotiation process. From a commercial negotiation point of view (under any circumstances, either integrative or distributive approach), CIPS is interested in power from both a personal and organisational perspective.
When you are negotiating on behalf of your employer, you bring the power of your organisation (its brand, reputation and purchasing spend) as well your own personal power (6 sources of personal power, based on French and Raven's power base model) to the negotiation.
In both integrative and distributive approaches, personal power plays an important role. It helps both parties push through negotiating barriers and secure commitment and final agreement LO 1, AC 1.3
NEW QUESTION # 147
Which of the following will shift the supply curve to the right?
- A. Changes in customer taste
- B. Decreased market price of substitute products
- C. New disruptive technology
- D. Increased customers' disposable income
Answer: C
Explanation:
The following graph shows the factors that shift the supply curve to the left and to the right.
NEW QUESTION # 148
An organisation is developing the specification for a capital purchase project. An important stakeholder has doubt on the draft specification. The buyer invites him to the product function meetings. In these meeting the attendees can raise their concerns, the specification development team takes in all the concerns and adjusts the specification accordingly. What kind of technique is the specification development team using?
- A. Directive
- B. Visionary
- C. Coalition
- D. Persuasive reasoning
Answer: C
Explanation:
In the scenario, anyone who has concerns can join a meeting to raise their thoughts. The project team takes the stakeholders' ideas into account. This is known as coalition: A group of people or organisations come together and work collaboratively to achieve some goals. Specifically in this scenario, the goal is creating a high-quality and unified specification for an important project.
Reference:
CIPS study guide page 164-165
What Is a Coalition Anyway?
NEW QUESTION # 149
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