Free Preparation Discussions
MENU
CIPS L4M5 Exam Questions
- Topic 1: Analyse the application of commercial negotiations in the work of procurement and supply/ Negotiation in relation to the stages of the sourcing process
- Topic 2: Understand key approaches in the negotiation of commercial agreements with external organisations/ Sources of conflict that can arise in the work of procurement and supply
- Topic 3: Team management and the influence of stakeholders in negotiations/ Definitions of commercial negotiation
- Topic 4: Setting targets and creating a best alternative to a negotiated agreement (BATNA)/ Collaborative win-win integrative approaches to negotiations
- Topic 5: Differentiate between the types of approaches that can be pursued in commercial negotiations/ Distributive win-lose, distributive approaches to negotiation
- Topic 6: Organisational power: comparing the relative power of purchasers and suppliers/ Explain how the balance of power in commercial negotiations can affect outcomes
- Topic 7: How purchasers can improve leverage with suppliers/ The importance of power in commercial negotiations
- Topic 8: Building relationships based on reputation, and trust/ Repairing a relationship/ The relationship spectrum
- Topic 9: Identify the different types of relationships that impact on commercial negotiations/ Pragmatic and principled styles of negotiation
- Topic 10: Costing methods such as absorption, marginal or variable and activity based costing/ Know how to prepare for negotiations with external organisations
- Topic 11: Macroeconomics and its influence on commercial negotiations/ Contrast the economic factors that impact on commercial negotiations
- Topic 12: Setting objectives and defining the variables for a commercial negotiation/ Use of telephone, teleconferencing or web based meetings
- Topic 13: How behaviours should change during the different stages of a negotiation/ Compare the key communication skills that help achieve desired outcomes
- Topic 14: Analyse how to assess the process and outcomes of negotiations to inform future practice/ Protecting relationships after the negotiation
Free CIPS L4M5 Exam Actual Questions
Note: Premium Questions for L4M5 were last updated On Jun. 18, 2025 (see below)
Which of the following occur within the planning and preparation stage in a negotiation process? Select THREE that apply.
In the planning and preparation stage of negotiation, it is essential to build a strong foundation by understanding various factors that influence the negotiation outcome. According to CIPS resources, critical aspects of preparation include:
Understanding the other party (A): This helps in anticipating their needs, objectives, and potential negotiation styles, leading to more strategic discussions.
Defining the constituents (B): This involves identifying all stakeholders or parties impacted by the negotiation, ensuring their interests are considered when planning the negotiation strategy.
Analyzing the bargaining power (F): Understanding the relative power each party brings to the negotiation helps in setting realistic goals and predicting possible negotiation dynamics.
These elements are foundational in ensuring a well-rounded approach and enabling both parties to enter negotiations with clarity and strategy, enhancing the potential for a positive outcome.
The activity of listening in a negotiation includes which of the following processes?
Hearing
Interpreting
Rapport
Influencing
Listening involves both hearing (1) and interpreting (2) the information shared by the other party. Effective listening is an active process that goes beyond simply hearing words; it involves interpreting meaning, understanding the speaker's intent, and responding accordingly. CIPS emphasizes these steps as part of effective communication in negotiations.
Maria has adopted an adversarial style relationship with her stationery supplier. This relationship style can be characterised by which of the following? Select the TWO that apply.
An adversarial relationship is characterized by a competitive, often zero-sum approach where:
Minimal sharing of information (A): In adversarial settings, there is limited transparency as each party prioritizes its interests.
Use of power to seek the best possible deal (D): Power dynamics are leveraged to gain favorable terms, often at the expense of the other party.
This style typically lacks collaboration and mutual commitment, focusing instead on short-term gains rather than building a partnership, as described in CIPS resources on adversarial relationships.
Which of the following is a source of power in organisational relationships?
A procurement professional is preparing for a negotiation of purchasing non-critical commodity products. He knows that the product can be easily replaced by other substitutes in the market. The negotiation for these products is typified by which of the following?
With non-critical commodity products, the relationship will be transactional. Buyer should not spend too much time and effort into the negotiation.
LO 1, AC 1.4
- Select Question Types you want
- Set your Desired Pass Percentage
- Allocate Time (Hours : Minutes)
- Create Multiple Practice tests with Limited Questions
- Customer Support
Lashawna
5 days agoGerman
14 days agoLashanda
2 months agoDino
3 months agoLili
3 months agoPansy
4 months agoCharlena
4 months agoSalome
4 months agoDalene
5 months agoStaci
5 months agoCharlene
5 months agoChristene
5 months agoIdella
5 months agoPeggie
6 months agoBenton
6 months agoShawna
6 months agoLajuana
6 months agoLeana
6 months agoEugene
7 months agoMarylyn
7 months agoRikki
7 months agoHermila
7 months agoAleta
8 months agoJodi
8 months agoEllen
8 months agoDevorah
8 months agoStephaine
9 months agoHarris
9 months agoMyra
9 months agoInocencia
9 months agoAnnice
9 months agoVanesa
10 months agoLenna
10 months agoJordan
1 years ago