QUIZ 2025 CIPS L4M5–RELIABLE RELIABLE EXAM TIPS

Quiz 2025 CIPS L4M5–Reliable Reliable Exam Tips

Quiz 2025 CIPS L4M5–Reliable Reliable Exam Tips

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Tags: L4M5 Reliable Exam Tips, Test L4M5 Questions Pdf, L4M5 Visual Cert Test, Simulations L4M5 Pdf, New L4M5 Dumps Ebook

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CIPS Commercial Negotiation Sample Questions (Q59-Q64):

NEW QUESTION # 59
Which of the following would describe a push approach to influencing?
Exerting power or authority
Extensive use of open questioning
The party being influenced is fully aware of the process occurring
The party being influenced may not be aware of the process happening

  • A. 2 and 4 only
  • B. 1 and 2 only
  • C. 1 and 3 only
  • D. 3 and 4 only

Answer: C

Explanation:
A push approach typically involves exerting authority or power (1) with the party being influenced generally aware of the influence process (3). This method involves overtly directing or persuading the other party, often through explicit information or directives, as per CIPS's understanding of push influence techniques.


NEW QUESTION # 60
A procurement manager is preparing for a negotiation with an important supplier. He plans to withhold some crucial information so that his company gains the upper hand in the negotiation. Is this correct when considering using integrative approach to the negotiation?

  • A. Yes, the supplier must know what buyer wants and how to provide that even when the buyer is silent on these matters
  • B. No, this approach requires honest and open discussion
  • C. Yes, the buying organisation must maximise its gain, even at the detriment of the other party
  • D. No, holding back information will prompt the supplier gain higher negotiation power

Answer: B

Explanation:
Integrative negotiation is a negotiation strategy in which the involved parties work together to find a solution that satisfies the needs and concerns of each. This process often involves group brainstorming and creative thinking for individuals to suggest different ideas that benefit both parties.
Compromising is often common in integrative negotiation, and both sides may need to give up certain needs to reach a solution. Honesty can also promote successful integrative negotiation because it can lead to a comprehensive understanding of the issue and what each party needs to be satisfied with the result.
Reference:
CIPS study guide page 29-31
Integrative Negotiation: Definition, Tips and Examples | Indeed.com


NEW QUESTION # 61
Which of the following are signs indicating that the trust between buyer and supplier has improved? Select TWO that apply.

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

Answer: B,C

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 # 62
JCB is a large manufacturer of heavy machinery. The CPO is going to a negotiation with a Chinese supplier about procuring some major components. He is wondering about balance of power in the negotiation. Which of the following micro factors are most likely to shift the balance of power towards the buying organisation in this commercial negotiation? Select TWO that apply

  • A. Buyers purchase in small volumes
  • B. Suppliers are more concentrated than buyer
  • C. JCB's switching costs are low
  • D. These components are highly standardised
  • E. Eruption of epidemic in supply market

Answer: C,D

Explanation:
There are many factors that can influence the balance of power in a negotiation. These factors are classified into 3 levels:
- Macro level: STEEPLE framework: social, technological, economic, environment, political, legal and ethical
- Micro level: Porter's five forces:
Diagram Description automatically generated
- One-to-one buyer-supplier dynamics.
The question asks about the micro factors that increases buyer's bargaining power. Among 5 answers, only 2 are likely to increase buyer's power:
- JCB's switching costs are low: Buyer may easily switch its suppliers anytime
- These components are highly standardised: The products are not different any more, buyer may choose to buy from any supplier available.
Other answers cannot be correct because:
- Suppliers are more concentrated than buyer: Suppliers are forming oligopoly market, their bargaining power tend to be greater.
- Eruption of epidemic in supply market: this is a macro factor. Eruption of epidemic may cause factories closed and disruptions on supply chain.
- Buyers purchase in small volumes: Buyer will be seen as less potential to suppliers. Buying organisation may have difficulties to deal better price with suppliers.
LO 1, AC 1.3


NEW QUESTION # 63
Listening is a key activity in any negotiation. Which of the following are characteristics of effective listeners?

  • A. 2 and 4 only (Persuading and Offering immediate solutions)
  • B. 3 and 4 only (Paraphrasing and Offering immediate solutions)
  • C. 1 and 3 only (Showing empathy and Paraphrasing)
  • D. 1 and 2 only (Showing empathy and Persuading)

Answer: C

Explanation:
Reference: CIPS L4M5 Study Guide, Section 3.2 - The Negotiation Process


NEW QUESTION # 64
......

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