CIPS L4M5 Commercial Negotiation Online Training
CIPS L4M5 Online Training
The questions for L4M5 were last updated at May 12,2025.
- Exam Code: L4M5
- Exam Name: Commercial Negotiation
- Certification Provider: CIPS
- Latest update: May 12,2025
Which of the following is considered a strength of a ‘logical’ style negotiator?
- A . Assertive
- B . Methodical
- C . Friendly and accessible
- D . Interrelate issues easily and make quick decisions
Which of the following are most likely to turn buying organisation into an unattractive customer in supplier’s perspective? Select TWO that apply.
- A . Demands for kickback
- B . Reduced paperwork in procurement processes
- C . Adopting clear and concise CSR policies
- D . Unclear tender award criteria
- E . Using SRM technology
Which type of question should be used to receive affirmation on statement?
- A . Open
- B . Closed
- C . Leading
- D . Narrow
According to Fiona Dent and Mike Brent, which of the following are characteristics of Push approach? Select TWO that apply.
- A . Inspirational
- B . Persuasion
- C . Collaborative
- D . Seeking commitment
- E . Directive
Rose is a senior buyer from a skiing equipment retailer. Rose is concerned about the current ski boot shortage and the number of invoicing problems from a key supplier. She has decided to have a video conference with Victor, CEO of the supplier. Initially, she intends to threaten Victor with contract termination unless he can improve the situation. However, she is a little wary of doing this as the switching costs are high. Eventually, she decides to seek solutions by encouraging the other party to offer their views and ideas. Rose also prepares some ideas to discuss with Victor.
Which of the following is the persuasion method that Rose intends to use in the forthcoming conference?
- A . Directive (push)
- B . Persuasive reasoning (push)
- C . Collaborative (pull)
- D . Visionary (pull)
During a negotiation, a procurement manager suggests that the two companies should split the difference which would benefit both the supplier and buyer.
Which persuasion method is she using?
- A . Compromise
- B . Threat
- C . Good cop/bad cop
- D . Logic
Which of the following is the best description of direct cost?
- A . Direct costs are only variable raw materials that constitute a product
- B . Direct costs include raw materials, labour and overheads
- C . Direct costs include only raw materials and labour of making the final product
- D . Direct costs include raw materials, labour and other expenses attributable to the final product
A procurement professional is preparing for a negotiation with supplier. She is setting targets for price which her company is seeking to achieve.
Which of the following acronyms can help her identify limits before engaging in the negotiation?
- A . MIL
- B . RAQSCI
- C . TIMWOOD
- D . PPCA
Which of the following should be done when undertaking a reflection activity on negotiation? Select TWO that apply.
- A . Identify areas in your skill set where you need to improve
- B . Gloss over areas where you need to improve your skills or performance
- C . Be overly modest about your contribution to the outcomes of negotiation
- D . Use generalised or ambiguous language when describing your strengths and development areas
- E . Be honest and objective about your skills
Which of the following is the definition of safety margin?
- A . The difference between current or forecasted sales and sales at the break-even point
- B . The amount of revenue that remains after subtracting costs directly associated with production
- C . The production level at which total revenues for a product equal total expenses
- D . The incremental money generated for each product/unit sold after deducting the variable costs
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