Free CIPS L4M5 Exam Questions

Become CIPS Certified with updated L4M5 exam questions and correct answers

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Total 264 Questions | Updated On: Aug 25, 2021

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Question 1

Katie is preparing a negotiation with a strategic supplier. Through deep market analysis, she realises that her

company and the supplier have equal bargaining power. Via regular communication, Katie knows that both

parties are arguing on amount of liquidated damages and neither party shall concede all of their requirements

but some are negotiable. Katie and her counterpart from supplying company still desire a long-term

relationship and hope that the meeting between them will be a solution for current situation. Which of the

following isthe most appropriate approach that Katie should adopt to achieve the above outcome?

A : oiding approach

B : mpeting approach

C : mpromising approach

D : commodating approach

Answer: C

Question 2

A good negotiator invests time in understanding the needs of the individuals in a negotiation. Is this statement true?

A : , because individuals' needs always unify with their own organisation's needs and wants

B : , becausenegotiator should attempt to satisfy the needs of the other organisation only

C : , because satisfying individual needs will lead to conflict of interest and unethical practices

D : , because individual needs largely influence the outcomes of the negotiation

Answer: D

Question 3

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 : 1 and 2 only

B : 3 and 4 only

C : 1 and 3 only

D : 2 and 4 only

Answer: C

Question 4

The National Schools Purchasing Forum (NSPF) is a procurement organisation that purchases goods and services on behalf of schools on a national scale. NSPF is close to concluding negotiations in a meeting with Hygienics For All (HFA) for the supply of consumables to school washrooms. Both parties have reached an agreeable position, and NSPF feels it is important that they conclude the negotiation at this point. What type of questions should NSPF ask HFA to achieve this?

A : Hypothetical questions

B : Open questions

C : Closed questions

D : Probing questions

Answer: C

Question 5

A buyer is preparing for an upcoming negotiation with a large supplier on a contract renewal price. The buyer has undertaken some analysis and is concerned that changes in the organisation’s macro-environment over the last year will result in a price increase. The buyer’s analysis has identified changes in which of the following?

A : Exchange rates

B : Supplier power

C : Changes in demand

D : Internal policies

Answer: A

Page: 1 / 53

Total 264 Questions | Updated On: Aug 25, 2021

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