CIPS L4M5 Commercial Negotiation Online Training
CIPS L4M5 Online Training
The questions for L4M5 were last updated at Mar 09,2025.
- Exam Code: L4M5
- Exam Name: Commercial Negotiation
- Certification Provider: CIPS
- Latest update: Mar 09,2025
Which of the following occur within the planning and preparation stage in a negotiation process? Select THREE that apply.
- A . Understanding the other party
- B . Defining the constituents
- C . Making as few concessions as possible
- D . Using questions to elicit information
- E . Narrowing the range of solutions
- F . Analyse the bargaining power
A purchasing organisation is discussing its approach to an upcoming negotiation with a key supplier over a contract for critical new services. They have decided they want to find a Win/Win (integrative) solution.
Which TWO of the following would be appropriate in this scenario?
- A . Collaboration
- B . Problem solving
- C . Coercion
- D . Persuasion
- E . Transfer of risk
Maria is a professional services category buyer within the National Health Service. Due to the severe financial budget cutbacks the National Health Service is facing, the procurement team has been tasked with achieving cost savings so that funding available can be spent on patient care. Maria plans to achieve savings with one of her collaborative suppliers.
Which negotiation approach should she undertake?
- A . Win-Lose
- B . Lose-Lose
- C . Win-Perceived Win
- D . Win-Win
Hammad Alsuwaidi is a procurement professional leading a negotiation for a vehicle rental contract. Hammad has a clear goal to negotiate a two-year contract in exchange for a minimum of a 20% discount. During the negotiation, Hammad presents to the supplier the facts, figures, and justification for a 20% discount.
Which of the persuasion methods below has Hammad chosen?
- A . Push
- B . Visionary
- C . Pull
- D . Collaborative
Which of the following are variable costs?
- A . Rent
- B . Loan repayments
- C . Insurance
- D . Packaging
For a commercial negotiation to be effective, the organisation has to identify resources required for negotiation.
Which one of the following could help?
- A . Involve a larger team than the other party
- B . Involve an appropriate cross-functional team
- C . Involve a team of only senior managers
- D . Involve a location-based team only
What are the potential sources of conflict between the buyer and supplier? Select TWO that apply.
- A . Persistent late payment of the supplier’s invoices
- B . Unequal sharing of gains, risks, and costs with the supplier
- C . Requesting early supplier involvement
- D . Planning scheduled visits to the supplier site
- E . Scheduling agreed supplier delivery dates
When developing a negotiation approach, according to recognised theory (for example, Mendelow), how should stakeholders with high interest but low power be managed?
- A . Minimal effort
- B . Key player
- C . Keep informed
- D . Keep satisfied
When developing a negotiation approach, according to recognised theory (for example, Mendelow), how should stakeholders with high interest but low power be managed?
- A . Minimal effort
- B . Key player
- C . Keep informed
- D . Keep satisfied
When developing a negotiation approach, according to recognised theory (for example, Mendelow), how should stakeholders with high interest but low power be managed?
- A . Minimal effort
- B . Key player
- C . Keep informed
- D . Keep satisfied
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