Free PDF 2025 Accurate L4M5: Valid Commercial Negotiation Test Answers

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The L4M5 Commercial Negotiation Certification Exam is designed for procurement and supply chain professionals who are involved in negotiating contracts and agreements with suppliers and vendors. Commercial Negotiation certification is suitable for individuals who are looking to enhance their negotiation skills and develop a strategic approach to negotiating commercial contracts.

CIPS L4M5 exam covers a range of topics, including the negotiation process, negotiation planning, the use of power and influence, communication skills, and conflict resolution. It also examines the legal and ethical considerations involved in commercial negotiations. L4M5 Exam is structured to test candidates' ability to apply these concepts in real-world situations, making it a practical and relevant certification for procurement professionals.

CIPS Commercial Negotiation Sample Questions (Q221-Q226):

NEW QUESTION # 221
Which of the following are behaviours that builds trust between the buyer and the supplier in business relationship? Select TWO that apply.

A. Over-inflated contingency funds
B. Commercial espionage
C. Conducting transparent procurement process
D. Tendency to blame other party
E. Allowing supplier to involve in early product development

Answer: C,E

Explanation:
:
Trust-building behaviours are as following:
Joint-effort issue resolution
Open sharing of information
Open and honest discussion on root cause of failures
Joint planning focusing on value for money and risk sharing
Commercial transparency and co-proposition of cost reduction and service improvement programmes Joint recognition and celebration of successes

NEW QUESTION # 222
Which of the following are typical characteristics of activity-based costing (ABC) method? Select TWO that apply.

A. Variable and all related overhead expenses are specifically assigned to a business activity
B. Limited understanding of true costs incurred
C. ABC provides the information required to take action and realise improvements
D. ABC has tended to over cost products on long runs and under cost those on short runs
E. Costs are allocated based on volume

Answer: A,C

Explanation:
Activity-based costing is an alternative approach to traditional absorption costing. The characteristics of these two methods are illustrated in the graph below:
Graphical user interface, text, chat or text message, website Description automatically generated

NEW QUESTION # 223
Buying organisation may increase its leverage with suppliers by concentrating spend. Which of the following are most likely to be forms of supplier spend consolidation? Select THREE that apply.

A. Volume redistribution
B. Volume separation
C. Forming purchasing consortia
D. Paying supplier on time
E. Volume consolidation across categories
F. Simplify procurement process

Answer: A,C,E

Explanation:
:
Buying organisation may increase its leverage with suppliers by concentrating spend. Supplier spend consolidation can take many forms as outlined below:
Vendor base reduction: straightforward reduction of number of suppliers in any category Volume pooling: pooling cross organisational requirement until your order volume is high enough to attract new bidders/additional discounts Volume redistribution: making recommendations following spend analysis to move from one supplier to another Volume consolidation across categories: certain purchase requirements may be common across a number of categories Standardisation and harmonisation of specifications: analysis of specifications and standards for a high spend purchased input, may show that there is a little difference between them and that the specification can be standardised or at least harmonised across the group or across national, regional or global operations.
Forming purchasing consortia: buyers may decide to come together and combine their purchase volumes to attract better deals.

NEW QUESTION # 224
In addition to organisational power, personal power of each negotiator can influence the outcomes of a negotiation. A good negotiator can leverage different sources of power. Is this statement true?

A. Yes, because the good negotiator recognises his own power in a negotiation
B. No, because each person has only one superior source of personal power
C. Yes, because all sources of power have similar effectiveness in every situation
D. No, because only organisational power can be leveraged during a negotiation

Answer: A

Explanation:
Both organisational and personal power have the ability to influence the outcomes of negotiation. Good negotiators recognises the different sources of relative personal power they possess in a negotiation. There is no one superior source of personal power; they will vary in their effectiveness based on the situation. The more personal sources available the better, even if some not used, these can be used as a fallback.
LO 1, AC 1.3

NEW QUESTION # 225
A senior buyer analyses the supply market and he realises that his organisation is treated asExploit according to supplier's perspective model. What does he need to do?

A. Raise the transactional costs to do business
B. Increase the spend value
C. Pay the suppliers on time
D. Adopt opaque processes

Answer: C

Explanation:
Explanation
The supplier's perspective model has two axes: Spend value and Attractiveness:
Chart, table Description automatically generated

Exploit is the quadrant where the buyer has high spend but low attractiveness. Overarching supplier objective would be: "Milk this customer and charge a high price to compensate for all the painthey put us through".
The buyer should increase its attractiveness to raise the position to Core customer. To do this, a buyer may:
- Simplify procurement processes
- Simplify contracting processes
- Use clear and concise documentation
- Eliminateonerous supplier terms and conditions
- Make the payment on time
- Use transparent processes
- Promote ethical behaviours
LO 1, AC 1.4

NEW QUESTION # 226
......

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