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CIPS L4M5 Certification Exam consists of a series of multiple-choice questions that test the candidate's knowledge and understanding of commercial negotiations. L4M5 exam is computer-based and is available at various testing centers around the world. Candidates are required to achieve a passing score in order to receive the certification.

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CIPS Commercial Negotiation Sample Questions (Q141-Q146):

NEW QUESTION # 141
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. Leading
B. Hypothetic
C. Reflective
D. Multiple

Answer: B

Explanation:
Hypothetical questions are used to explore options or scenarios without making commitments. This technique allows negotiators to understand the other party's preferences and limitations by presenting hypothetical situations, as recommended in CIPS guidelines for negotiation questioning techniques.

NEW QUESTION # 142
Champion Toys (CT) is negotiating a large order of luxury toys with its supplier, Top Teds. CT has identified that lead times, order quantities, and delivery locations are tradeables that could be used in this negotiation. At which negotiation stage should CT introduce these tradeables?

A. Proposing
B. Closure
C. Bargaining
D. Opening

Answer: C

Explanation:
Bargaining is the negotiation stage where tradeables are typically introduced and discussed. During this phase, both parties exchange offers and concessions, using tradeables such as lead times and order quantities to find a mutually acceptable agreement. This aligns with CIPS's guidance on the stages of negotiation.

NEW QUESTION # 143
A procurement professional is dissatisfied with how a recent negotiation was concluded. What could they do to improve their negotiation approach?
Seek feedback from the supplier on their recent performance
Prepare for all negotiations with a WIN/LOSE (distributive) approach
Involve lots of people in future negotiations
Undertake reflective practice after each negotiation

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

Answer: D

Explanation:
To improve negotiation outcomes, seeking feedback from the supplier (1) and undertaking reflective practice (4) are recommended actions. Feedback from the supplier can provide insights into areas for improvement from the counterparty's perspective, while reflective practice allows the negotiator to evaluate their own approach, outcomes, and areas for growth. This approach aligns with CIPS's emphasis on continuous improvement in negotiation skills.

NEW QUESTION # 144
Which of the following is the purpose of using stakeholder support level scale?

A. To estimate the gap and the progress towards desired levels of support
B. To identify stakeholder's needs and expectations
C. To identify key stakeholders
D. To identify stakeholder level of influence and interest and plot them on stakeholder map

Answer: A

Explanation:
In order to estimate the gap and the progress towards desired level of support, a stakeholder support scale can be used by the procurement internally. The support level scale measures stakeholder commitment. Current support level for the procurement/negotiation objectives should be gained from engagement with key stakeholders. The following is an example of stakeholder support level scale:
LO 1, AC 1.1

NEW QUESTION # 145
Which of the following are most likely to be abilities of a person with high emotional intelligence? Select TWO that apply.

A. Controlling one's own emotions
B. Perceiving how others feel
C. Reasoning and problem solving Abstract thinking
D. Complex idea comprehension

Answer: A,B

Explanation:
Emotional Quotient is the set of skills that enables us to make our way in a complex world - the personal, social and survival aspects of overall intelligence, the elusive common sense and sensitivity that are essential to effective daily functioning. It has to do with the ability to read the political and social environment, and landscape them; to intuitively grasp what others want and need; what strengths and weaknesses are; to remain unruffled by stress; and to be engaging. The kind of person others want to be around and follow.
EQ seeks to measure emotional intelligence and is centred on abilities such as the following:
- Identifying emotions
- Evaluating how others feel
- Controlling one's own emotions
- Perceiving how others feel
- Using emotions to facilitate social communication
- Relating to others
On the other hand, cognitive ability is defined as a general mental capability involving reasoning, problem solving, planning, abstract thinking, complex idea comprehension, and learning from experience (Gottfredson,
1997).
LO 3, AC 3.3

NEW QUESTION # 146
......

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