CIPS L4M5 PDF、L4M5的中問題集多くのIT業界の友達によるとCIPS認証試験を準備することが多くの時間とエネルギーをかからなければなりません。もし訓練班とオンライン研修などのルートを通じないと試験に合格するのが比較的に難しい、一回に合格率非常に低いです。Xhs1991はもっとも頼られるトレーニングツールで、CIPSのL4M5認定試験の実践テストソフトウェアを提供したり、CIPSのL4M5認定試験の練習問題と解答もあって、最高で最新なCIPSのL4M5認定試験「Commercial Negotiation」問題集も一年間に更新いたします。 CIPS Commercial Negotiation 認定 L4M5 試験問題 (Q108-Q113):質問 # 108
A procurement professional is preparing for a negotiation of purchasing non-critical commodity products. He knows that the product can be easily replaced by other substitutes in the market. The negotiation for these products is typified by which of the following?
A. There will be regular structured negotiations
B. The buyer should focus on wider costs and risk elements
C. The approach must be collaborative
D. There will be only limited negotiation
正解：D
解説：
Explanation
With non-critical commodity products, the relationship will be transactional. Buyer should not spend too much time and effort into the negotiation.
Table Description automatically generated
LO 1, AC 1.4
質問 # 109
An oil refinery plant imports much of its crude oil from overseas. A procurement manager in the refinery suggests that fixing the crude oil contract price for 36 months would be beneficial for the company. Would this be a right thing to do?
A. Yes, the supplier would bear the risk when the material price increased
B. No, fixed price should be only applied to contracts that last 60 months or longer
C. No, the refinery would not be able to reap the benefits from falling commodity price and currency rates
D. Yes, financial budgeting task would be a lot easier with fixed pricing arrangement
正解：C
解説：
Fixed price contract is the contract in which the price is static throughout the contract period. A fixed-price contract may give certainty to budget and simplify contract management. However, it may lead to other problems since it requires bidders to estimate and bear the financial risks associated with price escalations. If the estimates are too high or events do not materialize, the buyer will pay a steep price that may affect the economy and efficiency of the contract. In the worst case, it may mean that the bid price is then above budget and may lead to a reduction in the requirements or rebidding. If the estimates are too low, it may appear as an abnormally low bid and disrupt contract execution.
On the other hand, price adjustment provisions include formulas designed to address problems, and can protect both the borrower and contractors from price fluctuations. Price adjustment formulas allow contractors to offer more realistic prices at the time of bidding. Despite concerns that they may lead to budget uncertainties, price adjustment formulas will estimate the actual cost implications that will be encountered.
They use indexes that can be used for cost projection.
According to Asia Development Bank (ADB), any contract with a delivery or completion period beyond 18 months should contain an appropriate price adjustment clause.
In the scenario, the crude oil contract is planned to last 36 months. This period is pretty long with a fluctuating commodity. Therefore, the company should use price adjustment agreement.
質問 # 110
Jayden works as a procurement manager for a large IT organisation. They are currently in their third round of negotiations with an increasingly frustrated software solutions provider. Ben is representing the supplier.
Jayden has made eye contact in the latestmeeting to confirm his understanding of each of Ben's points. What communication technique is Jayden demonstrating?
A. Effective listening
B. Bargaining
C. Emotional intelligence
D. Asserting authority
正解：A
解説：
Jayden's use ofeye contact to demonstrate understandingis a core element ofactive and effective listening.
This technique includes not only listening to spoken words but also using non-verbal cues (e.g., nodding, eye contact) to confirm comprehension and engagement. Effective listening is essential to ensure that both parties feel heard and respected, which can de-escalate tension and improve outcomes.
"Effective listening involves verbal and non-verbal behaviours that show attentiveness. Maintaining eye contact, nodding, and reflecting key points show engagement and help in building rapport and trust." (L4M5 Commercial Negotiation, 2nd edition, Section 3.3 - Communication Techniques in Negotiation)
質問 # 111
An oil refinery plant imports much of its crude oil from overseas. A procurement manager in the refinery suggests that fixing the crude oil contract price for 36 months would be beneficial for the company. Would this be a right thing to do?
A. Yes, the supplier would bear the risk when the material price increased
B. No, fixed price should be only applied to contracts that last 60 months or longer
C. No, the refinery would not be able to reap the benefits from falling commodity price and currency rates
D. Yes, financial budgeting task would be a lot easier with fixed pricing arrangement
正解：C
解説：
Fixed price contract is the contract in which the price is static throughout the contract period. A fixed-price contract may give certainty to budget and simplify contract management. However, it may lead to other problems since it requires bidders to estimate and bear the financial risks associated with price escalations. If the estimates are too high or events do not materialize, the buyer will pay a steep price that may affect the economy and efficiency of the contract. In the worst case, it may mean that the bid price is then above budget and may lead to a reduction in the requirements or rebidding. If the estimates are too low, it may appear as an abnormally low bid and disrupt contract execution.
On the other hand, price adjustment provisions include formulas designed to address problems, and can protect both the borrower and contractors from price fluctuations. Price adjustment formulas allow contractors to offer more realistic prices at the time of bidding. Despite concerns that they may lead to budget uncertainties, price adjustment formulas will estimate the actual cost implications that will be encountered.
They use indexes that can be used for cost projection.
According to Asia Development Bank (ADB), any contract with a delivery or completion period beyond 18 months should contain an appropriate price adjustment clause.
In the scenario, the crude oil contract is planned to last 36 months. This period is pretty long with a fluctuating commodity. Therefore, the company should use price adjustment agreement.
Reference:
- CIPS study guide page 113-117
- Guidance Note on Procurement: Price Adjustment (adb.org)
LO 2, AC 2.2
質問 # 112
Which of the following are most likely to be sources of conflict that can emerge from the process of commercial negotiations? Select TWO that apply.
A. Line of the best fits
B. Types of purchase
C. Differences in culture
D. Standard terms and conditions
E. Differences in conflict management style
正解：C、E
解説：
:
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 positions - the process of negotiation:
Table Description automatically generated
Line of best fits is the line that goes approximately through the middle of the data points with an equal number of data points above and below it. Line of best fits is a method of calculating medium value in statistics.
Standard terms and conditions are basic terms and conditions of business governing transactions that do not have a definitive contract, usually designed to be included in form documents such as orders. While there may be conflicts regarding standard terms and conditions, they are about the content of negotiation, not the process.
Type of purchase: when buying organisation makes an decision to purchase an item, a buyer is faced with three possible scenarios. The item to be bought could be a straight re-buy, a modified re-buy or a new purchase. Decision on type of purchase is purely an internal decision.
