CIPS L4M5 Commercial Negotiation Online Training
CIPS L4M5 Online Training
The questions for L4M5 were last updated at Apr 26,2025.
- Exam Code: L4M5
- Exam Name: Commercial Negotiation
- Certification Provider: CIPS
- Latest update: Apr 26,2025
A garden furniture supplier who is currently in negotiations for a high-value contract has offered the procurement manager a visit to their site. The supplier suggests that during this visit, they can undertake the contract negotiation.
What would be an appropriate response from the procurement manager?
- A . Accept the offer as this would be an ideal opportunity to see what the supplier can offer and will provide the supplier with familiarity while negotiating
- B . Accept the offer as this would save time; a supplier visit and negotiation could be done at the same time
- C . Decline the offer as it would take too much time to go and visit the supplier
- D . Decline the offer as negotiating while on a site visit will provide the supplier with an unfair advantage, as they will be in a familiar environment
An organization should develop different relationships which are appropriate to each supplier situation.
Which ONE of the following analysis methods could help to identify these?
- A . Resources and cost spectrum
- B . The relationship spectrum
- C . The color spectrum
- D . A spectrum of non-critical items
What is a benefit to the buyer of having a BATNA (best alternative to a negotiated agreement) in a negotiation?
- A . To aid detailed pre-meeting data gathering and analysis
- B . To reduce financial and logistical risk for both parties
- C . To be able to confidently walk away from an unfavorable deal
- D . To facilitate information sharing between both parties
What is a benefit to the buyer of having a BATNA (best alternative to a negotiated agreement) in a negotiation?
- A . To aid detailed pre-meeting data gathering and analysis
- B . To reduce financial and logistical risk for both parties
- C . To be able to confidently walk away from an unfavorable deal
- D . To facilitate information sharing between both parties
What is a benefit to the buyer of having a BATNA (best alternative to a negotiated agreement) in a negotiation?
- A . To aid detailed pre-meeting data gathering and analysis
- B . To reduce financial and logistical risk for both parties
- C . To be able to confidently walk away from an unfavorable deal
- D . To facilitate information sharing between both parties
What is a benefit to the buyer of having a BATNA (best alternative to a negotiated agreement) in a negotiation?
- A . To aid detailed pre-meeting data gathering and analysis
- B . To reduce financial and logistical risk for both parties
- C . To be able to confidently walk away from an unfavorable deal
- D . To facilitate information sharing between both parties
What is a benefit to the buyer of having a BATNA (best alternative to a negotiated agreement) in a negotiation?
- A . To aid detailed pre-meeting data gathering and analysis
- B . To reduce financial and logistical risk for both parties
- C . To be able to confidently walk away from an unfavorable deal
- D . To facilitate information sharing between both parties
Which of the following types of questions are likely to be the most effective to check facts in negotiations?
- A . Hypothetical
- B . Open
- C . Leading
- D . Closed
How can having a best alternative to a negotiated agreement (BATNA) support the buyer in a negotiation? Select THREE options that apply.
- A . It helps to be more assertive in a negotiation
- B . It reduces the likelihood of accepting a poor agreement
- C . It guarantees a win-win outcome
- D . It produces an unacceptable outcome
- E . It extends the length of the negotiation period
- F . It helps to identify the point at which the buyer should walk away
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