VALID L4M5 TEST DURATION, L4M5 ACTUAL DUMP

Valid L4M5 Test Duration, L4M5 Actual Dump

Valid L4M5 Test Duration, L4M5 Actual Dump

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Tags: Valid L4M5 Test Duration, L4M5 Actual Dump, L4M5 Latest Exam Camp, Study L4M5 Center, L4M5 Practice Questions

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CIPS Commercial Negotiation Sample Questions (Q10-Q15):

NEW QUESTION # 10
Which of the following are most likely to be sources of conflict that can emerge from the content of commercial negotiations? Select TWO that apply.

  • A. Framework arrangement
  • B. Requisition
  • C. Cultural differences
  • D. Payment terms
  • E. Contract governing law

Answer: D,E

Explanation:
There are multiple sources of divergent positions that can arise in situations where money is exchange for goods and services. There are 2 different types of sources. Those that arise from the content or subject matter of the negotiation (what is being negotiated) and those that arise from the process of negotiation (how it is being negotiated).
Sources of divergent position - the content of negotiation:
Table Description automatically generated

Cultural differences are the source of conflict in the process of negotiation.
Requisition is an internal document raised by user or store to communicate to procurement the need to buy the product or service specified. This is merely a internal document.
Framework arrangement is a rather loose set-up, without any legal standing. It usually occurs when an organisation has decided for itself to limit the number of suppliers it is willing to work with and, through a purely internal process, sets up an approved list of such suppliers.
LO 1, AC 1.1


NEW QUESTION # 11
What is the most likely outcome when two organisations with adversarial relationship negotiate with each other?

  • A. Deadlocked
  • B. Win lose
  • C. Lose lose
  • D. Win win

Answer: B

Explanation:
An adversarial relationship in purchasing and supply arises when identical or equivalent good or services are available from competing suppliers and buyers/sellers are trying to gain an advantage over each other. Low levels of trust are characteristic of adversarial relationships. The outcome when two organisations with adversarial negotiate is most likely to be win-lose.


NEW QUESTION # 12
A skilled negotiator will use a range of questioning techniques in a negotiation. If they wished to explore options with the other party without making any formal commitment, which type of question style would they use?

  • A. Hypothetical
  • B. Reflective
  • C. Leading
  • D. Multiple

Answer: A

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


NEW QUESTION # 13
During a negotiation, the supplier requests for payment term shortened to 45 days from 60 days. Seeing that this proposal lies within the concession plan, the procurement manager asks for 5% discount in return. Is that right thing to do?

  • A. No, it is unethical to exploit the weakness of the other party
  • B. No, procurement should insist the payment term remains 60 days
  • C. Yes, since procurement manager has his own cost savings target to achieve and he should make use of supplier's financial status
  • D. Yes, the procurement manager should keep that 5% for himself because that amount is a fair compensation for his effort

Answer: C

Explanation:
When preparing for a negotiation, negotiator should establish a list of tradeables and a concession plan. Good negotiators never give anything away that has not already been planned as part of the bargaining mix in the concession planning stage.
In the above scenario, the procurement manager has planned his own concession, so he can trade with supplier. The answer should be "Yes, since procurement manager has his own cost savings target to achieve and he should make use of supplier's financial status" Table Description automatically generated

LO 2, AC 2.3


NEW QUESTION # 14
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. Visionary (pull)
  • B. Collaborative (pull)
  • C. Persuasive reasoning (push)
  • D. Directive (push)

Answer: B

Explanation:
There are two major persuasion methods: 'push' and 'pull'.
Persuasion can be defined as encouraging someone to do something that you want them to do for you.
Persuasion is reasoning with someone so that they will believe or do something they might not otherwise do.
Persuasion can be considered as 'pushing' on TOP so that they can accept the change in attitude or behaviour as a result of your actions.
Influence is the ability to affect the manner of thinking of another. Influence can be considered as pulling on TOP so that you achieve the same result, but TOP feels they have changed their attitude or behaviour as a result of their reflection and thinking, and not your direct actions.
There are multiple variables to consider when choosing between 'push' and 'pull'. Professor Fiona Dent of Ashridge Business School proposes situations when each style might be most appropriate, breaking down push into 'directive' and 'reasoning' and 'pull' into 'collaborative' and 'visionary':
Table Description automatically generated

In the scenario, Rose intends to let both parties exchange their views and ideas so that solutions to current problems can be found. This is the typical characteristic of collaborative (pull) method.


NEW QUESTION # 15
......

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