CIPS L4M5 Commercial Negotiation Online Training
CIPS L4M5 Online Training
The questions for L4M5 were last updated at Apr 25,2025.
- Exam Code: L4M5
- Exam Name: Commercial Negotiation
- Certification Provider: CIPS
- Latest update: Apr 25,2025
Effective listening is important in integrative negotiations. Is this statement correct?
- A . Yes, as it allows issues to be shared and understood between all parties
- B . Yes, as it means the supplier’s attempts at negotiation can be stopped quickly with reasoning
- C . No, as what the other party has to say is not important
- D . No, as effective listening is important only in a distributive negotiation
A procurement expert has been asked to ensure they consider emotional intelligence in their negotiation strategy. They have agreed to this and have started planning their approach.
Which of the following describes emotional intelligence?
- A . An individual’s ability to gain leverage by persuading the other party to agree to their terms
- B . An individual’s ability to fully understand another party’s cost drivers and profit margins
- C . An individual’s ability to understand their own feelings and those of other people
- D . An individual’s ability to place themselves in a position of authority during a negotiation
Which of the following would be considered appropriate influencing techniques in contract negotiation? Select TWO that apply.
- A . Ratification
- B . Rule ethics
- C . Framing and re-framing
- D . Validation
- E . Anchoring
When might a buyer decide to use a distributive approach to a negotiation with a supplier?
- A . When they are dependent on that supplier in the future
- B . When there are various suppliers in the market producing a similar product
- C . When procuring an item that is not strategic to the organisation
- D . When a working relationship is important in the future
Mike is a junior buyer who has been working for a manufacturing organisation for two years, specializing in purchasing research. Over this time, he has built good relationships within his team and with other departments.
Which of the following sources of power is Mike most likely to possess?
- A . Referent
- B . Reward
- C . Position
- D . Coercive
A procurement manager is considering negotiating variable pricing for a contract duration of 12 months. Would this be the right thing to do?
- A . No, because this will not enhance the buyer-supplier relationship
- B . No, because it will prove difficult to budget for the duration of the contract and provide financial uncertainty
- C . Yes, because this method of pricing will always provide value for money
- D . Yes, because it will build relationships with the supplier and provide a stronger platform for the next contract renewal
Where there are high levels of commitment to relationships between both the buyer and supplier, this is seen as collaborative and beneficial to negotiations. Is this statement correct?
- A . Yes, characteristics include risk management and strategic planning
- B . No, this can be classified as adversarial
- C . Yes, characteristics include arm’s length transactions and minimal communication
- D . No, collaboration does not require commitments from either side
Where there are high levels of commitment to relationships between both the buyer and supplier, this is seen as collaborative and beneficial to negotiations. Is this statement correct?
- A . Yes, characteristics include risk management and strategic planning
- B . No, this can be classified as adversarial
- C . Yes, characteristics include arm’s length transactions and minimal communication
- D . No, collaboration does not require commitments from either side
Where there are high levels of commitment to relationships between both the buyer and supplier, this is seen as collaborative and beneficial to negotiations. Is this statement correct?
- A . Yes, characteristics include risk management and strategic planning
- B . No, this can be classified as adversarial
- C . Yes, characteristics include arm’s length transactions and minimal communication
- D . No, collaboration does not require commitments from either side
Where there are high levels of commitment to relationships between both the buyer and supplier, this is seen as collaborative and beneficial to negotiations. Is this statement correct?
- A . Yes, characteristics include risk management and strategic planning
- B . No, this can be classified as adversarial
- C . Yes, characteristics include arm’s length transactions and minimal communication
- D . No, collaboration does not require commitments from either side
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