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To be eligible for the CIPS L4M5 certification program, individuals must have completed the CIPS L4M4 (Commercial Relationships) certification program or have equivalent experience in procurement and supply chain management. The CIPS L4M5 certification exam is a rigorous assessment of a candidate's knowledge and skills in commercial negotiation. L4M5 exam consists of multiple-choice questions and case studies that test a candidate's ability to apply their knowledge and skills in real-world scenarios.

CIPS L4M5 Commercial Negotiation exam is essential for procurement professionals who want to advance their careers in the field. A passing grade in L4M5 exam demonstrates that the candidate has a solid understanding of the negotiation process, can develop effective negotiation strategies, and apply appropriate tactics to achieve the desired outcome. This knowledge is valuable in a variety of procurement and supply chain roles, including contract management, vendor management, and strategic sourcing.

CIPS L4M5 Certification Exam covers a range of skills and knowledge areas related to commercial negotiation. These include understanding the principles of effective negotiation, developing negotiation strategies, managing the negotiation process, and analyzing and evaluating negotiation outcomes. L4M5 exam is designed to test candidates' knowledge of these areas and their ability to apply this knowledge in real-world situations.

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CIPS Commercial Negotiation Sample Questions (Q246-Q251):

NEW QUESTION # 246
Can a party gain huge advantages innegotiation from setting room layout?

A. No, because room layout contributes nothing to the negotiation outcomes
B. Yes, because the other party can capitulate to the host
C. Yes, because the host can freely manipulate the other party's mind through setting room layout
D. No, because the advantages gained from manipulating room layout are short-lived

Answer: D

Explanation:
Essentially, for trained negotiators under most circumstances, the physical locations of negotiations and the room layout should not make much difference to the outcomes of the meeting. It is reasonable to assume that most commercial negotiations are based at least initially on a principled- or pragmatic-type approach. It is arguable also that any advantage gained through intentionally creating an uncomfortable environment to put short-term pressure on TOP is likely to be short-lived as TOP will likely reflect on this later and seek means to get even.

NEW QUESTION # 247
Which of the following method should be used in negotiation if both parties want to communicate verbally and non-verbally without having to meet face-to-face?

A. Teleconferencing
B. In-person meeting
C. Web conferencing
D. Telephone

Answer: C

Explanation:
Using webcams in a web conference means you are able to communicate both verbally and non verbally.
Over the phone, you cannot see TOP, the only cue/signal you have regarding their mood, interest and attitude is person's voice, intonation and any delay.
A teleconference is a telephone meeting among two or more participants involving technology more sophisticated than a simple two-way phone connection.
In-person meeting requires you team and TOP to be in the same place at the same time.
LO 2, AC 2.4

NEW QUESTION # 248
Which of the following are examples of non-verbal negotiation? Select THREE that apply.

A. Explaining to the supplier about the scope of the project
B. / Speaking softly with long pauses
C. Using the body language
D. Communicating with the other party by using gestures
E. Getting messages across with facial expressions
F. Asking the supplier to repeat their proposal

Answer: C,D,E

Explanation:
Nonverbal communication is important because it gives us valuable information about a situation including how a person might be feeling, how someone receives information and how to approach a person or group of people.
There are several types of nonverbal communications you should be aware of, including:
1. Body language
Body language is the way someone situates their body naturally depending on the situation, the environment and how they are feeling.
Example: Someone might cross their arms if they are feeling angry or nervous.
2. Movement
The way you move your arms and legs such as walking quickly or slowly, standing, sitting or fidgeting, can all convey different messages to onlookers.
Example: Sitting still and paying attention in a meeting conveys respect and attention.
3. Posture
The way you sit or stand can also communicate your comfort level, professionalism and general disposition towards a person or conversation.
Example: Someone might slouch their shoulders if they feel tired, frustrated or disappointed.
4. Gestures
While gestures vary widely across communities, they are generally used both intentionally and unintentionally to convey information to others.
Example: Someone in the United States might display a "thumbs up" to communicate confirmation or that they feel positively about something.
5. Space
Creating or closing distance between yourself and the people around you can also convey messages about your comfort level, the importance of the conversation, your desire to support or connect with others and more.
Example: You might stand two to three feet away from a new contact to respect their boundaries.
6. Paralanguage:
Paralanguage includes the non-language elements of speech, such as your talking speed, pitch, intonation, volume and more.
Example: You might speak quickly if you are excited about something.
7. Facial expressions
One of the most common forms of nonverbal communication is facial expressions. Using the eyebrows, mouth, eyes and facial muscles to convey can be very effective when communicating both emotion and information.
Example: Someone might raise their eyebrows and open their eyes widely if they feel surprised.
8. Eye contact
Strategically using eye content (or lack of eye contact) is an extremely effective way to communicate your attention and interest.
Example: Looking away from someone and at the ground or your phone may convey disinterest or disrespect.
9. Touch
Some people also use touch as a form of communication. Most commonly, it is used to communicate support or comfort. This form of communication should be used sparingly and only when you know the receiving party is okay with it. It should never be used to convey anger, frustration or any other negative emotions.
Example: Placing your hand on a friend's shoulder may convey support or empathy.
Reference:
- CIPS study guide page 174-175
- Nonverbal Communication Skills: Definition and Examples
LO 3, AC 3.3

NEW QUESTION # 249
Which of the following are behaviours that builds trust between the buyer and the supplier in business relationship? Select TWO that apply.

A. Allowing supplier to involve in early product development
B. Over-inflated contingency funds
C. Conducting transparent procurement process
D. Commercial espionage
E. Tendency to blame other party

Answer: A,C

Explanation:
:
Trust-building behaviours are as following:
Joint-effort issue resolution
Open sharing of information
Open and honest discussion on root cause of failures
Joint planning focusing on value for money and risk sharing
Commercial transparency and co-proposition of cost reduction and service improvement programmes Joint recognition and celebration of successes

NEW QUESTION # 250
If the value of the British Pound in other currencies is strong, which of the following is most likely to occur?

A. The price of UK products in the UK will fall
B. The price of UK products abroad in foreign currency will fall
C. The price of UK products in the UK will rise
D. The price of UK products abroad in foreign currency will rise

Answer: D

Explanation:
Explanation
Currency exchange rates are determined bymacroeconomic factors and demand and supply. In general, countries with stable political and economic systems, a growing economy and a strong rule of law will have stronger and more stable currency than those without these characteristics. In this question, the British Pound is stronger than other currency, which means that buyers who import goods from the UK have to pay higher in their own currencies.
LO 2, AC 2.2

NEW QUESTION # 251
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