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[General] 100% Pass CIPS - L4M5 - The Best New Commercial Negotiation Exam Name

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【General】 100% Pass CIPS - L4M5 - The Best New Commercial Negotiation Exam Name

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CIPS Commercial Negotiation Sample Questions (Q158-Q163):NEW QUESTION # 158
Which of the following occur within the planning and preparation stage in a negotiation process? Select THREE that apply.
  • A. Understanding the other party
  • B. Analyse the bargaining power
  • C. Making as few concessions as possible
  • D. Using questions to elicit information
  • E. Narrowing the range of solutions
  • F. Defining the constituents
Answer: 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.

NEW QUESTION # 159
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. There will be only limited negotiation
  • C. The buyer should focus on wider costs and risk elements
  • D. The approach must be collaborative
Answer: B
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

NEW QUESTION # 160
Which of the following roles would support negotiations with an external supplier when planning a negotiation for a low-value, routine purchase? Select TWO that apply.
  • A. The procurement manager
  • B. A legal advisor
  • C. An internal business user
  • D. The Chief Executive Officer (CEO)
  • E. The Human Resource (HR) manager
Answer: A,C
Explanation:
For low-value, routine purchases, the involvement of The procurement manager (C) and An internal business user (E) is appropriate. The procurement manager brings expertise in supplier engagement, while the internal business user provides insights on specific needs for the product or service. Involving high-level roles, like the CEO or a legal advisor, is unnecessary for routine purchases, as per CIPS guidance on resource alignment in procurement.

NEW QUESTION # 161
Which of the following is considered a strength of a 'logical' style negotiator?
  • A. Interrelate issues easily and make quick decisions
  • B. Friendly and accessible
  • C. Assertive
  • D. Methodical
Answer: D

NEW QUESTION # 162
Which of thefollowing is an objective of proposing phase?
  • A. Check hypothesis and assumptions
  • B. Trade concessions
  • C. Start making tentative offers
  • D. Create atmosphere conducive to agreement
Answer: C
Explanation:
In the study guide, CIPS lists 5 stages of an negotiation:
The opening phase: confirm understanding and get the issues on the table. At this stage, both parties should check agenda, authority and create atmosphere conducive to agreement The testing phase is an information gathering stage where the hypothesis and assumptions you have made in the planning stage can be tested and confirmed or disconfirmed The proposing phase: Both sides may start making tentative proposals regarding their offering.
The bargaining phase: Both parties trade concessions; the preliminary stages are over and proposals move from being tentative and general to being more definite and specific.
The agreement and closing phase: both parties should seek agreement or if TOP does not have the final authority, some sort of acknowledgement of what key terms are should be sought.

NEW QUESTION # 163
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