CIPS L4M5 Actual Free Exam Questions & Community Discussion

From the principled point of view about negotiation environment, which of the following is a true statement?

When a supplier tells a buyer they have a margin of 20%, what does this mean?

Which of the following is a source of power in organisational relationships?

A skilled negotiator will use a range of questioning techniques. If they wish to explore options with the other party without making any formal commitment, which style would they use?

Which of the following is the process enabling the buyer to share with the supplier their purposes and needs to focus on some specific areas such as quality, cost, social and environmental standards, etc in the supplier's bids?

Which type of power is considered the opposite of coercive power?

The National Schools Purchasing Forum (NSPF) is a procurement organisation that purchases goods and services on behalf of schools on a national scale. NSPF is close to concluding negotiations in a meeting with Hygienics For All (HFA) for the supply of consumables to school washrooms. Both parties have reached an agreeable position, and NSPF feels it is important that they conclude the negotiation at this point. What type of questions should NSPF ask HFA to achieve this?

In which of the following persuasion methods, the influencer uses logics and objective reasons to persuade the others to buy into influencer's ideas?

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 latest meeting to confirm his understanding of each of Ben's points. What communication technique is Jayden demonstrating?

In a commercial negotiation, a procurement professional believe that the larger the order quantity from buyer, the lower the supplier's average costs. Is this assumption true?

Distributive approach in negotiation is typified by which of the following?

Which type of question is most effective for checking facts in negotiation?

A negotiation process ends once the negotiating meeting has finished. Is this statement true?

At which stage in a negotiation would questions be asked to obtain missing information?