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CIPS L4M5 certification exam is designed for individuals who are involved in commercial negotiations, whether it be within their own organization or with external suppliers and partners. L4M5 exam covers a wide range of topics related to commercial negotiations, including negotiation strategies, tactics, and techniques, as well as legal and ethical considerations. It is a comprehensive exam that is designed to test the knowledge and skills of individuals in this field.

CIPS L4M5 (Commercial Negotiation) Certification Exam is designed to test and certify the negotiation skills of procurement professionals. Commercial Negotiation certification is highly respected in the industry and is recognized worldwide. It is an advanced level certification that requires a certain level of experience and knowledge in the field of procurement.

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CIPS Commercial Negotiation Sample Questions (Q94-Q99):

NEW QUESTION # 94
There are no commitments in hypothetical questions. Is this statement true?

A. No, because hypothetical questions are made explicitly to the other party
B. Yes, because hypothetical questions generate a specific response
C. Yes, because hypothetical questions only mention possible situations
D. No, because the party who makes hypothetical questions cannot withdraw their proposals

Answer: C

Explanation:
Explanation
There are four types of questions that can be used in a commercial negotiation:
Hypothetical questions, where you ask about a possible situation or abstract concept, are very useful at the testing and proposal phases. Hypothetical question does not state any commitment as it is only about 'if something happens, then ...'. This type of question can be useful at giving suggestion.
Text Description automatically generated

LO 3, AC 3.3

NEW QUESTION # 95
One of the most important steps in preparing for negotiations is to appraise the relative power of the parties.
The buying organisation must assess its bargaining power against that of the supplier it intends to negotiate with. This information is necessary in facilitating the preparation, the negotiation team and the negotiation strategy.
In what situation is the bargaining power of buyers likely to be high relative to suppliers?

A. The supplier's product is critical to the buyer's business
B. There are few suppliers relative to buyers
C. The buyer's requirement is urgent and cannot be postponed
D. There are fewer buyers relative to suppliers

Answer: D

Explanation:
Whenmany supplierscompete forfew buyers, buyers gain leverage. This competition can drive prices down and increase the buyer's ability to negotiate favorable terms. Conversely, if the buyer is dependent on a supplier (as in A), the buyer's power diminishes.
"Buyer power increases when there are many suppliers and few buyers. The buyer has multiple options and can negotiate from a position of strength." (L4M5 Commercial Negotiation, 2nd edition, Section 2.3 - Relative Bargaining Power and Market Dynamics)

NEW QUESTION # 96
During a negotiation, the supplier requests for payment term shortened to 45 days from 60 days. Seeing that this proposal lies within the concession plan, the procurement manager asks for 5% discount in return. Is that right thing to do?

A. Yes, since procurement manager has his own cost savings target to achieve and he should make use of supplier's financial status
B. No, it is unethical to exploit the weakness of the other party
C. Yes, the procurement manager should keep that 5% for himself because that amount is a fair compensation for his effort
D. No, procurement should insist the payment term remains 60 days

Answer: A

Explanation:
When preparing for a negotiation, negotiator should establish a list of tradeables and a concession plan. Good negotiators never give anything away that has not already been planned as part of the bargaining mix in the concession planning stage.
In the above scenario, the procurement manager has planned his own concession, so he can trade with supplier. The answer should be "Yes, since procurement manager has his own cost savings target to achieve and he should make use of supplier's financial status" Table Description automatically generated

LO 2, AC 2.3

NEW QUESTION # 97
According to Fiona Dent and Mike Brent, which of the following are characteristics of Push approach? Select TWO that apply.

A. Inspirational
B. Directive
C. Persuasion
D. Collaborative
E. Seeking commitment

Answer: B,C

Explanation:
:
According to the book 'Influencing: Skills and techniques for business success' by Fiona Dent and Mike Brent, there are two major influencing styles. Push tends to be directive. It tells, and is clear and resolute, but needs to be employed in situations where firmness is required because of difficulties that exist or weakness is evident. Pull is more participatory and collaborative. It seeks to incorporate everyone's perspective. It can appear wishy-washy if not skilfully employed. That approach should be followed which is most likely to secure commitment and not mere compliance.
The two divisions can be further divided into four style categories: directive; persuasive reasoning; collaborative - team oriented, people oriented to inspire them with a vision. The directive style relies on your expertise and reputation being respected by others, and where there really does seem to be one answer. It is
"I" driven whereas persuasive reasoning is more "we" and issue driven. Directive styles can make the user appear as "a bull in a china shop"; persuasive reasoning can be portrayed as tough guy.
Collaborative influencing takes the "we" element further and seeks to mobilise everyone's ideas in a journey of discovery. It may have the flavour of "I'm your best friend", which may not go down too well. Visioning style is concerned to stir people's emotions in support of achieving an objective. This last one has been used by demagogues to stir people's hearts and minds for evil purposes as well as good.
A useful table offers the benefits, problems, words and body language associated with each style along with advice on when to use and when to avoid each. Cases and exercises illustrate these styles.
Empathy comes in for extended treatment with the definition of "standing in the other's shoes". This does not necessarily happen just intuitively, and therefore before a specific influencing effort there should be an intense effort to think about the other person or persons and to sense what it might feel like to be them - their hopes, fears, concerns, what turns them on, what turns them off, where are they coming from.

NEW QUESTION # 98
An integrative negotiation style involves ...

A. Creating mutually beneficial outcomes for all parties and collaborative problem solving with a supplier
B. A competitive approach with a focus on winning at all costs
C. Maintaining a distant (arm's length) relationship with a supplier and the avoidance of information sharing
D. The buyer demanding concessions without offering anything in return

Answer: A

Explanation:
Integrative negotiation focuses on collaboration, transparency, and the pursuit of shared benefits. It emphasizes mutual problem-solving and long-term value creation rather than short-term wins.
Reference: L4M5 Commercial Negotiation 2nd edition (CORE), Section 1.1 - Integrative Negotiation Approach

NEW QUESTION # 99
......

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CIPS Commercial Negotiation Sample Questions (Q94-Q99):

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