PASS GUARANTEED HIGH-QUALITY L4M5 - COMMERCIAL NEGOTIATION PASS4SURE EXAM PREP

Pass Guaranteed High-quality L4M5 - Commercial Negotiation Pass4sure Exam Prep

Pass Guaranteed High-quality L4M5 - Commercial Negotiation Pass4sure Exam Prep

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ExamTorrent L4M5 Dumps PDF Format - CIPS L4M5 Exam Questions

The goal of a CIPS L4M5 mock exam is to test exam readiness. ExamTorrent's online Commercial Negotiation L4M5 practice test can be accessed online through all major browsers such as Chrome, Firefox, Safari, and Edge. You can also download and install the offline version of Commercial Negotiation L4M5 Practice Exam software on Windows-based PCs only. You can prepare for the Commercial Negotiation exam without an internet connection using the offline version of the mock exam.

The CIPS L4M5 Exam covers a broad range of topics, including negotiation preparation and planning, the psychology of negotiation, power dynamics, cultural differences, and ethical considerations. By studying for and earning this certification, candidates will gain a detailed understanding of these topics, which will help them to negotiate more effectively and achieve better outcomes for their organizations. Those who pass the exam will be better equipped to navigate the complex and often unpredictable world of commercial negotiations, making them highly desirable candidates for a variety of procurement and supply chain management positions.

CIPS Commercial Negotiation Sample Questions (Q132-Q137):

NEW QUESTION # 132
During a negotiation, Jose Gomez, the salesperson for a strategic supplier, states that his sales director will not approve discounts against initial purchases. However, Jose offers a 5% discount against the aftercare package, which will provide the same monetary saving. Sally Pampas requires both the product and the aftercare package and has an objective to achieve a 5% discount off the purchase price. To achieve a win-win (integrative) negotiation, Sally should:

  • A. Decline the offer and walk away from the negotiation
  • B. Ask Jose to apply a discount against the price
  • C. Accept the offer of a discount against the aftercare package
  • D. Ask Jose to apply the 5% discount against the purchase price

Answer: C

Explanation:
Reference: CIPS L4M5 Study Guide, Section 1.2 - Approaches to Negotiation


NEW QUESTION # 133
Which type of question should be used to receive affirmation on statement?

  • A. Narrow
  • B. Closed
  • C. Open
  • D. Leading

Answer: B

Explanation:
:
Different questioning styles can be used to elicit desired responses:
Text Description automatically generated


NEW QUESTION # 134
Which of the following are tactics of distributive bargaining?
* Withholding information that may open up common ground
* Coercing the other party to accept your position
* Finding common ground between parties
* Being open about all your common needs

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

Answer: B

Explanation:
Distributive bargainingfocuses onmaximizing one's own gainat the expense of the other party. Common tactics includewithholding informationandcoercion. It is typically used in zero-sum negotiations where parties compete over a fixed value.
"Tactics in distributive bargaining include withholding key information, making extreme opening offers, and using pressure to achieve concessions. These are aimed at maximizing individual outcomes." (L4M5 Commercial Negotiation, 2nd edition, Section 3.5 - Tactics of Distributive Bargaining)


NEW QUESTION # 135
According to Fiona Dent and Mike Brent, which of the following are characteristics of Push approach? Select TWO that apply.

  • A. Directive
  • B. Collaborative
  • C. Inspirational
  • D. Seeking commitment
  • E. Persuasion

Answer: A,E

Explanation:
According to the book 'Influencing: Skills and techniques for business success' by Fiona Dent and Mike Brent, there are two major influencing styles. Push tends to be directive. It tells, and is clear and resolute, but needs to be employed in situations where firmness is required because of difficulties that exist or weakness is evident.
Pull is more participatory and collaborative. It seeks to incorporate everyone's perspective. It can appear wishy-washy if not skilfully employed. That approach should be followed which is most likely to secure commitment and not mere compliance.
The two divisions can be further divided into four style categories: directive; persuasive reasoning; collaborative - team oriented, people oriented to inspire them with a vision. The directive style relies on your expertise and reputation being respected by others, and where there really does seem to be one answer. It is "I" driven whereas persuasive reasoning is more "we" and issue driven. Directive styles can make the user appear as "a bull in a china shop"; persuasive reasoning can be portrayed as tough guy.
Collaborative influencing takes the "we" element further and seeks to mobilise everyone's ideas in a journey of discovery. It may have the flavour of "I'm your best friend", which may not go down too well. Visioning style is concerned to stir people's emotions in support of achieving an objective. This last one has been used by demagogues to stir people's hearts and minds for evil purposes as well as good.
A useful table offers the benefits, problems, words and body language associated with each style along with advice on when to use and when to avoid each. Cases and exercises illustrate these styles.
Empathy comes in for extended treatment with the definition of "standing in the other's shoes". This does not necessarily happen just intuitively, and therefore before a specific influencing effort there should bean intense effort to think about the other person or persons and to sense what it might feel like to be them - their hopes, fears, concerns, what turns them on, what turns them off, where are they coming from.


NEW QUESTION # 136
Which of the following are examples ofnon-verbal negotiation? Select THREE that apply.

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

Answer: A,B,F

Explanation:
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 orconversation.
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 toothers.
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 isfacial 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
Somepeople 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 conveyanger, frustration or any other negative emotions.
Example: Placing your hand on a friend's shoulder may convey support or empathy.


NEW QUESTION # 137
......

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