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CIPS L4M5 Certification Exam is an excellent opportunity for individuals to enhance their knowledge and skills in commercial negotiation. Whether you are looking to advance your career or simply improve your negotiating abilities, this certification exam can provide you with the tools and knowledge you need to succeed.

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CIPS L4M5: Commercial Negotiation exam has a significant importance in the procurement field, especially in today's hyper-competitive business environment. Solid negotiation skills are essential for both professional success and the success of businesses as a whole. It provides a comprehensive understanding of the core principles of effective negotiation and equips candidates with the tools and techniques necessary for winning negotiations with suppliers.

The Chartered Institute of Procurement and Supply (CIPS) is a globally recognized professional body that provides training and certification programs for procurement and supply chain management professionals. One such certification program is the CIPS L4M5 (Commercial Negotiation) Certification Exam, which is designed to assess the negotiation skills of procurement professionals.

CIPS Commercial Negotiation Sample Questions (Q106-Q111):

NEW QUESTION # 106
Which of the following are examples of push techniques in commercial negotiations? Select TWO that apply.

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

Answer: B,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 influencer tries 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's emotions, 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 # 107
What letter R in the acronym SMART stands for?

A. Recommended
B. Risk-free
C. Relevant
D. Random

Answer: C

Explanation:
SMART is an acronym that you can use to guide your goal setting. SMART is an acronym that stands for Specific, Measurable, Achievable, Relevant, and Time-bound A student met this question in the L4M5 exam. SMART is mentioned primarily in L4M3 Commercial Contracting.
LO: Unknown, AC: Unknown

NEW QUESTION # 108
The National Schools Purchasing Forum (NSPF) is a procurement organisation that purchases goods and services on behalf of schools on a national scale. NSPF is close to concluding negotiations in a meeting with Hygienics For All (HFA) for the supply of consumables to school washrooms. Both parties have reached an agreeable position, and NSPF feels it is important that they conclude the negotiation at this point. What type of questions should NSPF ask HFA to achieve this?

A. Closed questions
B. Probing questions
C. Hypothetical questions
D. Open questions

Answer: A

Explanation:
Closed questions are effective for concluding negotiations, as they often elicit straightforward yes-or-no responses, helping to finalize terms and confirm agreement on specific points. This approach facilitates a clear and concise close to discussions, ensuring that both parties confirm their commitment to the agreed terms, as recommended by CIPS negotiation strategies.

NEW QUESTION # 109
Which of the following are most likely to be macro factors that may influence the balance of power in commercial negotiation? Select THREE that apply.

A. Sustainability of natural resources
B. Economic growth rates
C. Number of substitute products or services
D. Disruptive technologies
E. Intensity of competition in a industry
F. Purchasing spend volume

Answer: A,B,D

Explanation:
All one-to-one commercial negotiations between a specific purchaser and a specific supplier take place within an industrial market and a larger business environment characterised by multiple forces which both parties typically have little control over. STEEPLE framework highlights the 6 main external influences on a business:
Table Description automatically generated

LO 1, AC 1.3

NEW QUESTION # 110
Which of the following should be done when undertaking a reflection activity on negotiation? Select TWO that apply.

A. Be overly modest about your contribution to the outcomes of negotiation
B. Gloss over areas where you need to improve your skills or performance
C. Identify areas in your skill set where you need to improve
D. Be honest and objective about your skills
E. Use generalised or ambiguous language when describing your strengths and development areas

Answer: C,D

Explanation:
Giving positive group and individual feedback is easy, as is self-congratulation and, in many cases, it is hoped, this will be an accurate reflection on actual performance. When it comes to developmental or difficult feedback, it is only natural to want to move on and not reflect on the negative or developmental points, or why a negotiation did not achieve its objectives. But this is a mistake. The best learning opportunities come from reflection on what could be done better, and this can be achieved without blame, threat or condemnation.
Everyone and every team will make mistakes and/or have areas where they could have improved. Clearly, if every reflection session concludes that an individual or team keeps making the same mistake, then there is a case to change roles or consider alternative approaches.
About Dos and Don'ts of reflection, you can refer here: https://offices.depaul.edu/human-resources/employee- relations/Documents/Self%20Assesement.pdf

NEW QUESTION # 111
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