PASS LEADER L4M5 DUMPS & L4M5 TEST PRACTICE

Pass Leader L4M5 Dumps & L4M5 Test Practice

Pass Leader L4M5 Dumps & L4M5 Test Practice

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CIPS L4M5 Exam covers a range of topics related to the negotiation process, including communication strategies, tactics for building relationships, and methods for resolving conflicts. L4M5 exam also explores the legal and ethical considerations that are involved in commercial negotiations. Candidates will be required to demonstrate their ability to apply these concepts in real-world scenarios, making use of case studies and practical exercises.

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CIPS Commercial Negotiation Sample Questions (Q234-Q239):

NEW QUESTION # 234
Telephone is most likely to be used for which of the following negotiations?

  • A. Complex one-off purchase
  • B. High value contract
  • C. Routinetransactions
  • D. Contract for purchasing a specialised product

Answer: C

Explanation:
Explanation
Many commercial negotiations could be considered routine or just not worth the investment for buyers, and using the phone can make more sense and can be more immediate.
LO 2, AC 2.4


NEW QUESTION # 235
Which of the following may help the procurement professional increase expert power in commercial negotiation? Select TWO that apply.

  • A. Official positions
  • B. Personality
  • C. Ability to compensation
  • D. Insights
  • E. Expertise knowledge

Answer: D,E

Explanation:
:
Expert power is based on a person's high levels of skill and knowledge, formal training, qualifications and experience in a particular procurement category would give someone expert status and mean that in negotiation their voice is listened to as a more objective, informed knowledge leader. Expert power is based on facts, knowledge, research, insight and study.
Legitimate power comes from rules, formal authority, organisation rank, staff rate or official position held.
Reward power comes from one person's ability to compensate or reward another for compliance.
Referent power stems from their personality, way of engaging with others and habit of acting in a way that is in line with a strong set of values and principles.


NEW QUESTION # 236
A competitive win-lose distributive approach to a negotiation is seeking to:

  • A. Obtain the largest possible share of resources or benefits at the expense of the other party
  • B. Foster collaboration and trust between the parties to enable joint problem solving
  • C. Compromise and split the difference so that both parties do not get what they want
  • D. Maximise joint gains for both parties so that resources and benefits are equally shared

Answer: A


NEW QUESTION # 237
Which of the following are microeconomic factors? Select THREE that apply.

  • A. Rates of inflation
  • B. Availability of investors
  • C. Distribution channels
  • D. Rates of taxation
  • E. Levels of competition
  • F. Unemployment levels

Answer: B,C,E

Explanation:
Microeconomic factors refer to elements that affect individual businesses or sectors rather than the economy as a whole. In this case:
Availability of investors (B): Access to investors impacts capital availability for businesses.
Distribution channels (D): Distribution methods directly influence a business's ability to get products to market.
Levels of competition (F): Competition affects pricing and strategic decisions within specific industries.
Taxation rates, unemployment levels, and inflation rates are considered macroeconomic factors, affecting the economy on a broader scale, as per CIPS's definitions of microeconomic vs. macroeconomic influences.


NEW QUESTION # 238
Are tactical ploys only used in distributive approach?

  • A. Yes, because they will be irritants to long-term relationship
  • B. No, because tactical ploys strengthen the other party's position
  • C. Yes, because tactical ploys will help to gain insights into the other party's interests
  • D. No, because tactical ploys will be more effective with integrative approach

Answer: A

Explanation:
:
There are many tactics and ploys that can be used to persuade others, particularly those not trained in negotiation. But in general these tactics should be used with care, as they can backfire; and in situations where a long-term relationship is desired, they can be, if detected, become an irritant to TOP.
Tactics are particularly effective if and when you are dealing with untrained negotiators, in consumer's buying situation and in once-off encounter.


NEW QUESTION # 239
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