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CIPS L4M5 Certification is recognized globally as a mark of excellence in commercial negotiation. It is an industry-standard qualification that demonstrates a high level of expertise and professionalism in this field. By obtaining this certification, professionals can enhance their career prospects, increase their earning potential, and gain a competitive advantage over their peers.

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CIPS L4M5 certification program is an excellent opportunity for professionals who want to enhance their negotiation skills and advance their careers in procurement and supply chain management. The program is highly regarded in the industry and provides individuals with the knowledge and skills needed to negotiate effectively in commercial environments. The CIPS L4M5 Certification Exam is a challenging but rewarding experience that can help professionals stand out in a competitive job market.

CIPS Commercial Negotiation Sample Questions (Q84-Q89):

NEW QUESTION # 84
Which of the following tactics would be appropriate in an integrative negotiation?

Answer: B

Explanation:
"Expanding the pie" is a strategy used in integrative negotiations where both parties collaborate to increase the total value available before dividing it. This leads to mutual gains and supports long-term, strategic relationships.
Reference: L4M5 Commercial Negotiation 2nd edition (CORE), Section 3.5 - Integrative and Distributive Bargaining Tactics


NEW QUESTION # 85
Which of the following are typical characteristics of activity-based costing (ABC) method? Select TWO that apply.

Answer: B,D

Explanation:
Activity-based costing is an alternative approach to traditional absorption costing. The characteristics of these two methods are illustrated in the graph below:
Graphical user interface, text, chat or text message, website Description automatically generated


NEW QUESTION # 86
The buyer's bargaining power tends to be relatively higher than supplier's bargaining power in which of the following circumstances?

Answer: A

Explanation:
Buyer power gives customers/consumers (buyers) the ability to squeeze industry margins by pressuring firms (the suppliers) to reduce prices or increase the quality of services or products offered.
There are four major factors to consider when determining the bargaining power of buyers:
1. Number of buyers relative to suppliers: If the number of buyers is small relative to that of suppliers, the buyer's power will be stronger.
2. Dependence of a buyer's purchase on a particular supplier: If a buyer is able to get similar products
/services from other suppliers, buyers depend less on a particular supplier. Therefore, the power of the buyer would be greater.
3. Switching costs: If there are not many alternative suppliers available, the cost of switching is high.
Therefore, buyer power would be low.
4. Backward Integration: If the buyer is able to integrate or merge suppliers, the buyer has greater bargaining power over the existing suppliers.
When is Bargaining Power of Buyers High/Strong?
There are fewer buyers relative to that of suppliers
The switching costs of the buyer are low
If the buyer is able to backward integrate
The buyer purchases product in bulk (high volume)
The buyer is able to get similar product/services from other suppliers
The buyer purchases the majority of the seller's products
Several substitutes are available on the market
Product is not differentiated
Reference:
CIPS study guide page 54-56
What is the Bargaining Power of Buyers?


NEW QUESTION # 87
A buying organisation with a low spend and the reputation for paying late might be viewed by a supplier as which of the following?

Answer: C

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 # 88
During a negotiation, Jose Gomez (salesperson for a strategic supplier) says his sales director will not approve discounts on initial purchases. However, he offers a 5% discount on the aftercare package, which gives the same monetary saving. Sally Pampas needs both the product and the aftercare package and aims for a 5% discount off the purchase price. To achieve a win-win (integrative) outcome, Sally should:

Answer: B

Explanation:
Integrative (win-win) negotiation looks for value-equivalent tradeables across the bargaining mix (price, service, warranty, aftercare, etc.). If the same total saving is achieved via aftercare-and the buyer needs it- accepting the tradeable meets objectives without forcing a distributive fight on unit price.
Reference: CIPS L4M5 (2nd ed.), LO 1.1 - Distributive vs integrative approaches; use of tradeables in the bargaining mix.


NEW QUESTION # 89
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