Three CIPS L4M5 Exam Questions Formats - Make Your Exam Preparation Easy

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CIPS L4M5 Certification Exam is ideal for individuals who are responsible for negotiating contracts and agreements in their organizations. L4M5 exam is also suitable for those who are looking to advance their careers in procurement and supply chain management. Commercial Negotiation certification is designed to provide professionals with a comprehensive understanding of commercial negotiations, which can be applied in a variety of industries and sectors.

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CIPS L4M5 (Commercial Negotiation) Exam is designed to assess the knowledge and skills of procurement professionals in the area of commercial negotiation. L4M5 exam focuses on the key principles and techniques of negotiation, which are essential for procurement professionals to achieve the best possible outcomes for their organizations. L4M5 exam covers a wide range of topics, including negotiation strategies, tactics, and techniques, as well as the legal and ethical considerations that must be taken into account during the negotiation process.

CIPS L4M5 Exam is an essential certification for procurement professionals seeking to enhance their negotiation skills. It covers a range of topics, including negotiation planning, power and influence, communication skills, and conflict resolution, making it a practical and relevant qualification. L4M5 exam is recognized globally as a standard of excellence in commercial negotiation, and it is a valuable certification for procurement professionals seeking to improve their career prospects and demonstrate their expertise to potential employers.

CIPS Commercial Negotiation Sample Questions (Q178-Q183):

NEW QUESTION # 178
Freefields Housing Authority (FHA) is a housing provider that has outsourced a range of management services using fixed-price long-term contracts. FHA's regular supplier credit reviews have identified that some key outsourced service suppliers are at risk of insolvency due to high inflation rates observed in the macroeconomic climate. Which of the following actions would enable FHA to reduce this risk for the lifetime of the affected contracts?

A. Offer advance payment terms to the affected suppliers
B. Allow affected suppliers to review and resubmit their fixed costs
C. End the contracts and procure the services
D. Introduce indexation of contracts linked to the Consumer Prices Index

Answer: D

NEW QUESTION # 179
A buying organisation with a low spend and the reputation for paying late might be viewed by a supplier as which of the following?

A. Nuisance
B. Exploit
C. Core
D. Develop

Answer: A

Explanation:
To answer this question, you should know The seller's perspective as in 'How to Negotiate Professionally':
Chart, treemap chart Description automatically generated

In the scenario, the buyer's spend is low, while they seem unattractive to seller (as they tend to pay late). So the buyer is classified as Nuisance in seller's perspective.

NEW QUESTION # 180
Which of the following are examples of push techniques in commercial negotiations? Select TWO that apply.

A. Listening to, involving andsupporting others
B. Using language and imagery to 'paint a picture others can see'
C. Working together to define the problem, the goals and the best solution
D. Threat of punishment, costs and damage
E. Argument based on information, logic and reason

Answer: D,E

Explanation:
There are two major persuasion methods: 'push' and 'pull'.
Persuasion can be defined as encouraging someone to do something that you want them to do for you.
Persuasion is reasoning with someone so that they will believe or do something they might not otherwise do.
Persuasion can be considered as 'pushing' on TOP so that they can accept the change in attitude or behaviour as a result of your actions.
Influence is the ability to affect the manner of thinking of another. Influence can be considered as pulling on TOP so that you achieve the same result, but TOP feels they have changed their attitude or behaviour as a result of their reflection and thinking, and not your direct actions.
There are 5 options in this question:
'Threat of punishment, costs and damage': The influencertries to 'push' the other party to act as he/she wants by using force. This method is effective but short-lived. The influencer also risks to developing reputation for being heavy handed and dictatorial.
'Argument based on information, logic and reason':The influencer uses logic and reasons to persuade the other party. This is also known as 'Persuasive Reasoning' (Push)
'Using language and imagery to 'paint a picture others can see'': The influencer seeks to influence another by understanding the other'semotions, and stimulating that party's imagination to visualise the desired future goal of the influencer. This is also known as 'visionary (pull)'
'Working together to define the problem, the goals and the best solution': In this technique, the person seeking to influence another involves the other party in the decision making process. This is known as 'collaborative (pull)'
'Listening to, involving and supporting others': In this technique, the person seeking to influence another tries to discover the other party's emotion and aims at mutual understanding. This is also a collaborative approach.

NEW QUESTION # 181
A buying organisation with a low spend and the reputation for paying late might be viewed by a supplier as which of the following?

A. Nuisance
B. Exploit
C. Core
D. Develop

Answer: A

Explanation:
To answer this question, you should know The seller's perspective as in 'How to Negotiate Professionally':
In the scenario, the buyer's spend is low, while they seem unattractive to seller (as they tend to pay late). So the buyer is classified as Nuisance in seller's perspective.

NEW QUESTION # 182
Cost and price analysis is very important for buyers when they are preparing for a negotiation with supplier.
Which of the following is a benefit of knowing supplier's fixed costs?

A. The buyer would be able to get a comprehensive picture of supplier's efficiency
B. The buyer would be able to know the point at which the supplier would reject the offer
C. With the sole understanding of supplier's fixed cost, the buyer would be able to know the volume at which supplier maximises their profit in short-run
D. The buyer would be able to know the right volume to reach break-even point

Answer: D

Explanation:
Explanation
Knowing supplier's fixed and variable costs is beneficial for the buyer in a negotiation. With these insights, the buyer would know the volume atwhich the supplier reaches break-even points and then offers significant discount due to economies of scale.

NEW QUESTION # 183
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