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
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
Champion Toys (CT) is negotiating a large order of luxury toys with its supplier, Top Teds. CT has identified that lead times, order quantities, and delivery locations are tradeables that could be used in this negotiation.
At which negotiation stage should CT introduce these tradeables?
- A . Bargaining
- B . Closure
- C . Proposing
- D . Opening
The bargaining power of buyers is likely to be high in relation to suppliers in which of the following
situations?
- A . The buyer spend is a low proportion of the supplier’s revenue
- B . The buyer does not have the option to make as an alternative to buy
- C . The buyer demand is urgent and cannot be postponed
- D . The buyer is large in size relative to the supplier
Procurement gets involved in negotiating purchase requisitions only when there is a value analysis to ensure that only value-adding aspects are included. Is this statement true?
- A . No, purchasing can negotiate other details of the purchase requisition even where value analysis is absent
- B . No, value analysis is a very technical process that requires the expertise of engineering and financial analysts
- C . Yes, the role of purchasing is to add value to the purchase, and therefore every purchase requisition must go through a team value analysis
- D . Yes, value analysis is the single most important responsibility of procurement in the processing of repeat requisitions
Which of the following is a source of information on microeconomic factors?
- A . Published economic indices such as the Retail Price Index (RPI)
- B . Data published by the financial markets and commodity markets and exchanges
- C . Analysis published in the mainstream and financial media
- D . The marketing and corporate communications of suppliers
Which of the following is a source of information on microeconomic factors?
- A . Published economic indices such as the Retail Price Index (RPI)
- B . Data published by the financial markets and commodity markets and exchanges
- C . Analysis published in the mainstream and financial media
- D . The marketing and corporate communications of suppliers
Which of the following is a source of information on microeconomic factors?
- A . Published economic indices such as the Retail Price Index (RPI)
- B . Data published by the financial markets and commodity markets and exchanges
- C . Analysis published in the mainstream and financial media
- D . The marketing and corporate communications of suppliers
Which of the following is a source of information on microeconomic factors?
- A . Published economic indices such as the Retail Price Index (RPI)
- B . Data published by the financial markets and commodity markets and exchanges
- C . Analysis published in the mainstream and financial media
- D . The marketing and corporate communications of suppliers
Which of the following is a source of information on microeconomic factors?
- A . Published economic indices such as the Retail Price Index (RPI)
- B . Data published by the financial markets and commodity markets and exchanges
- C . Analysis published in the mainstream and financial media
- D . The marketing and corporate communications of suppliers
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