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CIPS L4M5: Commercial Negotiation exam assesses the candidate's capability to negotiate in a commercial setting. It evaluates their ability to balance company needs with supplier expectations, create leverage through unique value propositions and negotiate in a win-win manner. Successful candidates must display their ability to align their negotiation strategies with organizational objectives, balance risk and gain, and exhibit strategic thinking that can lead to business growth.

The Chartered Institute of Procurement and Supply (CIPS) Level 4 Module 5 (L4M5) certification exam is a globally recognized qualification that demonstrates proficiency in commercial negotiation skills. Commercial Negotiation certification is ideal for procurement and supply chain professionals seeking to advance their careers and enhance their negotiation skills. The CIPS L4M5 Certification is a valuable asset for professionals who want to thrive in the competitive world of procurement and supply.

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The CIPS L4M5 exam covers a wide range of topics related to commercial negotiation, including the principles and techniques of negotiation, the legal and ethical considerations of negotiation, and the role of communication in negotiation. It also covers the various stages of the negotiation process, such as preparation, opening, bargaining, and closing. L4M5 Exam is designed to test the candidate's ability to analyze a situation, identify objectives, and develop a negotiation strategy that is in line with the organization's goals and objectives.

CIPS Commercial Negotiation Sample Questions (Q84-Q89):

NEW QUESTION # 84
Jasmine and the IHL sales team have a negotiation scheduled with one of AB's lead buyers, Samuel, at AB's premises. This is one of the biggest negotiations that Jasmine has been involved in and is eager not to make any mistakes. Jasmine has heard from a colleague that Samuel tends to adopt an integrative negotiation style.
IHL senior management decides to send a team of three members to the negotiation. Jasmine is among the team and she is assigned to check body language, reactions, feeds insight to her leader and to record important comments and information from the meeting for minutes. Which of the following are roles of Jasmine in the forthcoming negotiation? Select TWO that apply.

A. Secretary
(Correct)
B. Observer
C. Commercial expert
D. Chief negotiator
E. Technical expert

Answer: A,B

Explanation:
A negotiating team can be as few as two people, and one person can play one or more of these roles:
Table Description automatically generated

As from the scenario, Jasmine will act as an observer and a scribe (or secretary).

NEW QUESTION # 85
Which of the following are examples of variable costs?

A. 3 and 4 (Raw materials expenditure and Delivery costs for materials)
B. 1 and 4 (Building and site rent and Delivery costs for materials)
C. 1 and 3 (Building and site rent and Raw materials expenditure)
D. 2 and 3 (Annual insurance premium and Raw materials expenditure)

Answer: A

Explanation:
Reference: CIPS L4M5 Study Guide, Section 2.2 - Cost and Price Analysis

NEW QUESTION # 86
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. A spectrum of non-critical items
C. The relationship spectrum
D. The color spectrum

Answer: C

Explanation:
The relationship spectrum categorizes supplier relationships based on factors like strategic importance, allowing organizations to tailor their approach to each supplier relationship. CIPS emphasizes the relationship spectrum as a valuable tool for assessing and managing supplier interactions based on strategic relevance.

NEW QUESTION # 87
Any commercial negotiation process has only three potential stakeholders: procurement, the budget holders, and the users. Is this TRUE?

A. No, other stakeholders, such as directors, and IT might also be interested in the negotiation outcomes
B. Yes, the role of procurement is to ensure that the technical specifications are fit for purpose
C. No, only procurement, the user, and suppliers have an interest in the products negotiated
D. Yes, and the budget holder is the most important one because of the finances involved

Answer: A

Explanation:
Other stakeholders, including directors, IT, and finance departments, often have an interest in procurement negotiations, particularly when the contract impacts strategic objectives, IT infrastructure, or organizational operations. This broader stakeholder involvement aligns with CIPS's emphasis on inclusive stakeholder management in procurement to ensure well-rounded decision-making.

NEW QUESTION # 88
In addition to organisational power, personal power of each negotiator can influence the outcomes of a negotiation. A good negotiator can leverage different sources of power. Is this statement true?

A. No, because each person has only one superior source of personal power
B. No, because only organisational power can be leveraged during a negotiation
C. Yes, because the good negotiator recognises his own power in a negotiation
D. Yes, because allsources of power have similar effectiveness in every situation

Answer: C

Explanation:
Explanation
Both organisational and personal power have the ability to influence the outcomes of negotiation. Good negotiators recognises the different sources of relative personal power they possess in a negotiation. There is no one superior source of personal power; they will vary in their effectiveness based on the situation. The more personal sources available the better, even if some not used, these can be used as a fallback.
LO 1, AC 1.3

NEW QUESTION # 89
......

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CIPS Commercial Negotiation Sample Questions (Q84-Q89):

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