CIPS L4M5 Commercial Negotiation Online Training
CIPS L4M5 Online Training
The questions for L4M5 were last updated at Apr 23,2025.
- Exam Code: L4M5
- Exam Name: Commercial Negotiation
- Certification Provider: CIPS
- Latest update: Apr 23,2025
Fast & Easy Limited, a global fast food retailer, is in a negotiation with its major meat supplier. The supplier is asking for a 2% price increase, which Fast & Easy is strongly resisting. The supplier justifies this increase by stating that currency fluctuations, an unstable economic climate, and rising transport costs have necessitated this increase.
Which influencing tactic is the supplier using?
- A . Rational persuasion
- B . Inspirational appeal
- C . Coalition
- D . Personal appeal
A procurement manager has been asked to procure 1,000 pens. He suggests to his manager that to obtain the best value for money, they should undertake a competitive bidding process.
Would this be the best course of action?
- A . Yes, as all procurement processes should go through competitive bidding to achieve the best value for money
- B . Yes, the process will be opened up to many suppliers and therefore will result in a cheaper price for the pens
- C . No, competitive bidding should only be used when the value justifies the time spent on the process
- D . No, competitive bidding should only be used in public sector organisations
When is an adversarial style of negotiation appropriate?
- A . When one party has high bargaining power
- B . When a buyer feels the relationship is important
- C . When both parties want a win/win outcome
- D . When a sustainable partnership is key
The National Schools Purchasing Forum (NSPF) is a procurement organisation that purchases goods and services on behalf of schools on a national scale. NSPF is close to concluding negotiations in a meeting with Hygienics For All (HFA) for the supply of consumables to school washrooms. Both parties have reached an agreeable position, and NSPF feels it is important that they conclude the negotiation at this point.
What type of questions should NSPF ask HFA to achieve this?
- A . Hypothetical questions
- B . Open questions
- C . Closed questions
- D . Probing questions
Which of the following are microeconomic factors? Select THREE that apply.
- A . Rates of taxation
- B . Availability of investors
- C . Unemployment levels
- D . Distribution channels
- E . Rates of inflation
- F . Levels of competition
Which of the following are microeconomic factors? Select THREE that apply.
- A . Rates of taxation
- B . Availability of investors
- C . Unemployment levels
- D . Distribution channels
- E . Rates of inflation
- F . Levels of competition
Which of the following are microeconomic factors? Select THREE that apply.
- A . Rates of taxation
- B . Availability of investors
- C . Unemployment levels
- D . Distribution channels
- E . Rates of inflation
- F . Levels of competition
Which of the following are microeconomic factors? Select THREE that apply.
- A . Rates of taxation
- B . Availability of investors
- C . Unemployment levels
- D . Distribution channels
- E . Rates of inflation
- F . Levels of competition
Which of the following are microeconomic factors? Select THREE that apply.
- A . Rates of taxation
- B . Availability of investors
- C . Unemployment levels
- D . Distribution channels
- E . Rates of inflation
- F . Levels of competition
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