Amazon
Avaya
Checkpoint
Cisco®
CompTIA
CrowdStrike
EC-Council
EXIN
Fortinet
Google
ISC
ISC2
ITIL®
Juniper
Microsoft
MuleSoft
Okta
Palo Alto Networks
Salesforce
SAP
All Vendors
  1. Home
  2. CIPS
  3. L4M5

CIPS L4M5 Exam (page: 1)
CIPS Commercial Negotiation
Updated on: 11-Aug-2025

Viewing Page 1 of 56
L4M5 PDF 275 Questions

Which of the following occur within the planning and preparation stage in a negotiation process? Select THREE that apply.

  1. Understanding the other party
  2. Defining the constituents
  3. Making as few concessions as possible
  4. Using questions to elicit information
  5. Narrowing the range of solutions
  6. Analyse the bargaining power

Answer(s): A,B,F

Explanation:

In the planning and preparation stage of negotiation, it is essential to build a strong foundation by understanding various factors that influence the negotiation outcome. According to CIPS resources, critical aspects of preparation include:

Understanding the other party (A): This helps in anticipating their needs, objectives, and potential negotiation styles, leading to more strategic discussions.

Defining the constituents (B): This involves identifying all stakeholders or parties impacted by the negotiation, ensuring their interests are considered when planning the negotiation strategy.

Analyzing the bargaining power (F): Understanding the relative power each party brings to the negotiation helps in setting realistic goals and predicting possible negotiation dynamics.

These elements are foundational in ensuring a well-rounded approach and enabling both parties to enter negotiations with clarity and strategy, enhancing the potential for a positive outcome.



A purchasing organisation is discussing its approach to an upcoming negotiation with a key supplier over a contract for critical new services. They have decided they want to find a Win/Win (integrative) solution.
Which TWO of the following would be appropriate in this scenario?

  1. Collaboration
  2. Problem solving
  3. Coercion
  4. Persuasion
  5. Transfer of risk

Answer(s): A,B

Explanation:

In a Win/Win or integrative negotiation approach, the goal is to achieve mutual benefit, which is characterized by a collaborative environment. According to CIPS principles on integrative negotiation:

Collaboration (A): Actively working together enables both parties to find solutions that maximize joint gains and address the needs of both sides.

Problem solving (B): Focusing on problem-solving allows both parties to address the issues at hand rather than competing over positions, facilitating a solution that satisfies both parties' needs.

By emphasizing collaboration and problem-solving, the organization increases the likelihood of a successful, sustainable agreement that respects both parties' interests.



Maria is a professional services category buyer within the National Health Service. Due to the severe financial budget cutbacks the National Health Service is facing, the procurement team has been tasked with achieving cost savings so that funding available can be spent on patient care. Maria plans to achieve savings with one of her collaborative suppliers.
Which negotiation approach should she undertake?

  1. Win-Lose
  2. Lose-Lose
  3. Win-Perceived Win
  4. Win-Win

Answer(s): D

Explanation:

The Win-Win approach is the most appropriate negotiation strategy in situations where collaboration and ongoing relationships are prioritized. In this case:

Achieving cost savings: The NHS aims to reduce expenses in order to reallocate funds to critical areas, making it essential that both parties work together to find cost-effective solutions.

Collaborative supplier relationship: Since Maria is working with a collaborative supplier, maintaining a positive relationship through mutual benefit is essential for continued cooperation.

Alignment with public service objectives: A Win-Win outcome aligns with the NHS's broader objectives of maximizing resources for patient care, as it ensures that savings are achieved without undermining the supplier's commitment to quality service.

This approach aligns with CIPS guidelines for maintaining productive, ethical partnerships in procurement, especially in critical sectors like healthcare.



Hammad Alsuwaidi is a procurement professional leading a negotiation for a vehicle rental contract. Hammad has a clear goal to negotiate a two-year contract in exchange for a minimum of a 20% discount. During the negotiation, Hammad presents to the supplier the facts, figures, and justification for a 20% discount.
Which of the persuasion methods below has Hammad chosen?

  1. Push
  2. Visionary
  3. Pull
  4. Collaborative

Answer(s): A

Explanation:

Hammad's approach of presenting facts, figures, and justifications aligns with the Push persuasion method. The Push strategy involves directly presenting information, data, and logical arguments to convince the other party of a certain outcome. In this scenario, Hammad is using objective evidence to influence the supplier towards agreeing to a discount, which is characteristic of the Push method, as per CIPS guidance on negotiation tactics.



Which of the following are variable costs?

  1. Rent
  2. Loan repayments
  3. Insurance
  4. Packaging

Answer(s): D

Explanation:

Packaging is considered a variable cost because it fluctuates with the level of production or sales activity. Variable costs change directly in relation to the volume of output or service. In contrast:

Rent (A), Loan repayments (B), and Insurance (C) are fixed costs, as they generally do not vary with production levels within a certain range. These are recurring costs that remain constant over time, aligning with CIPS's cost classification in procurement.



Viewing Page 1 of 56



Share your comments for CIPS L4M5 exam with other users:

TestPD1 8/10/2023 12:19:00 PM

question 17 : responses arent b and c ?
EUROPEAN UNION


Nhlanhla 12/13/2023 5:26:00 AM

just passed the exam on my first try using these dumps.
Anonymous


Rizwan 1/6/2024 2:18:00 AM

very helpful
INDIA


Yady 5/24/2023 10:40:00 PM

these questions look good.
SINGAPORE


Kettie 10/12/2023 1:18:00 AM

this is very helpful content
Anonymous


SB 7/21/2023 3:18:00 AM

please provide the dumps
UNITED STATES


David 8/2/2023 8:20:00 AM

it is amazing
Anonymous


User 8/3/2023 3:32:00 AM

quesion 178 about "a banking system that predicts whether a loan will be repaid is an example of the" the answer is classification. not regresion, you should fix it.
EUROPEAN UNION


quen 7/26/2023 10:39:00 AM

please upload apache spark dumps
Anonymous


Erineo 11/2/2023 5:34:00 PM

q14 is b&c to reduce you will switch off mail for every single alert and you will switch on daily digest to get a mail once per day, you might even skip the empty digest mail but i see this as a part of the daily digest adjustment
Anonymous


Paul 10/21/2023 8:25:00 AM

i think it is good question
Anonymous


Unknown 8/15/2023 5:09:00 AM

good for students who wish to give certification.
INDIA


Ch 11/20/2023 10:56:00 PM

is there a google drive link to the images? the links in questions are not working.
AUSTRALIA


Joey 5/16/2023 5:25:00 AM

very promising, looks great, so much wow!
Anonymous


alaska 10/24/2023 5:48:00 AM

i scored 87% on the az-204 exam. thanks! i always trust
GERMANY


nnn 7/9/2023 11:09:00 PM

good need more
Anonymous


User-sfdc 12/29/2023 7:21:00 AM

sample questions seems good
Anonymous


Tamer dam 8/4/2023 10:21:00 AM

huawei is ok
UNITED STATES


YK 12/11/2023 1:10:00 AM

good one nice
JAPAN


de 8/28/2023 2:38:00 AM

please continue
GERMANY


DMZ 6/25/2023 11:56:00 PM

this exam dumps just did the job. i donot want to ruffle your feathers but your exam dumps and mock test engine is amazing.
UNITED KINGDOM


Jose 8/30/2023 6:14:00 AM

nice questions
PORTUGAL


Tar01 7/24/2023 7:07:00 PM

the explanation are really helpful
Anonymous


DaveG 12/15/2023 4:50:00 PM

just passed my exam yesterday on my first attempt. these dumps were extremely helpful in passing first time. the questions were very, very similar to these questions!
Anonymous


A.K. 6/30/2023 6:34:00 AM

cosmos db is paas not saas
Anonymous


S Roychowdhury 6/26/2023 5:27:00 PM

what is the percentage of common questions in gcp exam compared to 197 dump questions? are they 100% matching with real gcp exam?
Anonymous


Bella 7/22/2023 2:05:00 AM

not able to see questions
Anonymous


Scott 9/8/2023 7:19:00 AM

by far one of the best sites for free questions. i have pass 2 exams with the help of this website.
CANADA


donald 8/19/2023 11:05:00 AM

excellent question bank.
Anonymous


Ashwini 8/22/2023 5:13:00 AM

it really helped
Anonymous


sk 5/13/2023 2:07:00 AM

excelent material
INDIA


Christopher 9/5/2022 10:54:00 PM

the new versoin of this exam which i downloaded has all the latest questions from the exam. i only saw 3 new questions in the exam which was not in this dump.
CANADA


Sam 9/7/2023 6:51:00 AM

question 8 - can cloudtrail be used for storing jobs? based on aws - aws cloudtrail is used for governance, compliance and investigating api usage across all of our aws accounts. every action that is taken by a user or script is an api call so this is logged to [aws] cloudtrail. something seems incorrect here.
UNITED STATES


Tanvi Rajput 8/14/2023 10:55:00 AM

question 13 tda - c01 answer : quick table calculation -> percentage of total , compute using table down
UNITED KINGDOM