CIPS CIPS Level 4 Diploma in Procurement and Supply L4M5

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CIPS CIPS Level 4 Diploma in Procurement and Supply L4M5 Commercial Negotiation Exams

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CIPS L4M5 Exam Syllabus Topics:

Reference: https://www.cips.org/learn/qualifications/diploma-in-procurement-and-supply/commercial-negotiation-l4m5/

CIPS Commercial Negotiation Sample Questions:

Question #1
A procurement professional is preparing for a negotiation of purchasing non-critical commodity products. He knows that the product can be easily replaced by other substitutes in the market. The negotiation for these products is typified by which of the following?

A. There will be only limited negotiation
B. The approach must be collaborative
C. The buyer should focus on wider costs and risk elements
D. There will be regular structured negotiations

Question #2
Which of the following are ways of developing rapport when undertaking a negotiation?

A. 1 and 2 only (Engaging in assertive communication and Using probing questions)
B. 1 and 3 only (Engaging in assertive communication and Engaging in active listening)
C. 2 and 4 only (Using probing questions and Actively showing empathy)
D. 3 and 4 only (Engaging in active listening and Actively showing empathy)

Question #3
Where a negotiator uses numerical reasoning with facts as part of their negotiation approach, which of the following techniques will they be adopting?

A. Threat
B. Logic
C. Power
D. Emotion

Question #4
An integrative negotiation style involves ...

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

Question #5
When is the best time in procurement process in which procurement should get involved so that the cost- saving opportunities are the greatest?

A. Post-contract stage
B. Post-tender stage
C. Specification stage
D. Market consult stage

Solutions: