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Successfully passing the CIPS L4M5 Exam demonstrates to employers and peers that the candidate has the expertise and practical skills required to negotiate complex commercial agreements confidently. It also provides a pathway to further professional development and career advancement within the procurement and supply chain domain.

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CIPS Commercial Negotiation Sample Questions (Q151-Q156):

NEW QUESTION # 151
A negotiation process ends once the negotiating meeting has finished. Is this statement true?

A. Yes, provided that the meeting results in a win-win for both parties
B. No, the negotiation of terms should always continue after the meeting and until signed by the supplier only
C. Yes, because both parties have all of the emotional intelligence they need to proceed
D. No, best practice would include a period of reflection after the meeting as part of the process

Answer: D

NEW QUESTION # 152
Which of the following are signs indicating that the trust between buyer and supplier has improved? Select TWO that apply.

A. Cost overruns
B. Less frequent communication on business requests
Duplication of effort
C. Transparent decision makingprocess
D. Decreasing percentage of missed delivery overtime

Answer: C,D

Explanation:
Explanation
Signs of trust in business relationships
* Mutually agreed and managed objectives
* Sharing information
* Managing conflict through joint problem solving
* On time delivery of products and services
* High-performance teams that feel empowered to get the job done
* Supplier welcomes opportunity to innovate
* Both parties share ideas and insight
* Clear criteria for decision making
LO 1, AC 1.4

NEW QUESTION # 153
Information generated through Purchase Price Cost Analysis can be useful to the purchaser, by helping to identify which of the following costs relating to the supplier? Select the THREE that apply.

A. Budgeted costs
B. External costs
C. Profit
D. Depreciation on equipment
E. Market costs
F. Material costs

Answer: D,F

Explanation:
Below are some examples of cost input that can be analysed in PPCA process:
- Material costs
- Process and labour costs
- Employment costs
- Overhead costs
- Distribution costs
- Depreciation on equipment
- Profit
If you want to learn more on PPCA, you can study from OGC document here: https://webarchive.
nationalarchives.gov.uk/20100609100650/www.ogc.gov.uk/documents/Cost_Price_analysis(1).pdf LO 2, AC 2.1

NEW QUESTION # 154
Personal power is only used in distributive approach. Is this statement true?

A. Yes, because one party will abuse coercive power to maximise the gain
B. Yes, because only distributive approach to negotiation requires strong personal power
C. No, because personal power can be very helpful in integrative approach
D. No, because only organisational power will optimise the negotiation outcomes

Answer: C

Explanation:
Power, or more precisely perceptions of power, are critically important in understanding the commercial negotiation process. From a commercial negotiation point of view (under any circumstances, either integrative or distributive approach), CIPS is interested in power from both a personal and organisational perspective.
When you are negotiating on behalf of your employer, you bring the power of your organisation (its brand, reputation and purchasing spend) as well your own personal power (6 sources of personal power, based on French and Raven's power base model) to the negotiation.
In both integrative and distributive approaches, personal power plays an important role. It helps both parties push through negotiating barriers and secure commitment and final agreement LO 1, AC 1.3

NEW QUESTION # 155
Where there are high levels of commitment to relationships between both the buyer and supplier, this is seen as collaborative and beneficial to negotiations. Is this statement correct?

A. No, this can be classified as adversarial
B. Yes, characteristics include arm's length transactions and minimal communication
C. Yes, characteristics include risk management and strategic planning
D. No, collaboration does not require commitments from either side

Answer: C

NEW QUESTION # 156
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CIPS Commercial Negotiation Sample Questions (Q151-Q156):

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