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Exam Code:	L4M5
Exam Name:	Commercial Negotiation
Certification Provider:	CIPS
Free Question Number:	175
Version:	v2025-12-23
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# of views:	108
# of Questions views:	2056
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Other Version: 870 viewsCIPS.L4M5.v2023-08-01.q54; 1263 viewsCIPS.L4M5.v2021-11-12.q57

Exam Question List: Question 1: In what circumstances is the bargaining power of suppliers l...; Question 2: According French and Raven's base model, which of the follow...; Question 3: Which of the following situations would increase a buyer's b...; Question 4: A buyer is approaching a negotiation where the company is in...; Question 5: Ma Bell was the sole provider of landline telephone service ...; Question 6: Effective listening is important in integrative negotiations...; Question 7: XYZ Ltd is importing goods from overseas. They prefer to pay...; Question 8: Which of the following are common forms of collaborating app...; Question 9: Which of the following are most likely to be sources of conf...; Question 10: Professional buyer is planning for the next negotiation of a...; Question 11: Why is rapport building with the supplier important during t...; Question 12: Ranjit is sourcing security clothing and PPE from overseas s...; Question 13: An adversarial style of negotiation is appropriate when the ...; Question 14: Which of the following types of question are likely to be th...; Question 15: Freefields Housing Authority (FHA) is a housing provider tha...; Question 16: During a negotiation, Jose Gomez, the salesperson for a stra...; Question 17: The buyer's bargaining power tends to be relatively higher t...; Question 18: When considering a new supply source for a product, a procur...; Question 19: At which stage in a negotiation would questions be asked to ...; Question 20: Which of the following is important during the proposing sta...; Question 21: The procurement manager of a private healthcare provider is ...; Question 22: A supplier can produce a product for $160. The supplier sell...; Question 23: XYZ Ltd decides to go to market for a cleaning contract to s...; Question 24: Should a buyer use closed questions in a negotiation?...; Question 25: All of the following shift the supply of watches to the righ...; Question 26: A procurement team has discussed, in advance of a negotiatio...; Question 27: Maria fears her proposed pricing may be rejected by the supp...; Question 28: Jasmine and the IHL sales team have a negotiation scheduled ...; Question 29: Ranjit is a facilities category buyer for a hospital in the ...; Question 30: Which of the following is an objective of proposing phase?...; Question 31: Sumitomo Rubber Industries (SRI) is a Japan-based tyre manuf...; Question 32: A supplier's mark-up on all products is 25%. Supplier's prof...; Question 33: During which stage in the negotiation process would negotiat...; Question 34: A buyer is preparing for an upcoming negotiation with a larg...; Question 35: During a negotiation, a procurement manager suggests that th...; Question 36: Telephone is most likely to be used for which of the followi...; Question 37: Which of the following stages of the CIPS Procurement Cycle ...; Question 38: Which of the following are examples of connected stakeholder...; Question 39: Which of the following are most likely to be sources of conf...; Question 40: A breakeven analysis uses which of the following aspects as ...; Question 41: Colin Smith is preparing to negotiate for a chemical used in...; Question 42: A procurement professional is negotiating with a supplier on...; Question 43: Which of the following occur in the planning and preparation...; Question 44: Which type of question is most effective for checking facts ...; Question 45: Which of the following is a source of information on microec...; Question 46: Which of the following is an attribute of a distributive neg...; Question 47: IHL has been supplying to XYZ Ltd for months. XYZ Ltd procur...; Question 48: Fast & Easy Limited, a global fast food retailer, is in ...; Question 49: Under EU public procurement directives, which of the followi...; Question 50: Which of the following are variable costs?...; Question 51: John and a supplier agree on a long-term relationship based ...; Question 52: Which of the following is definition of elasticity of demand...; Question 53: What are the potential sources of conflict between the buyer...; Question 54: Which of the following are most likely to be abilities of a ...; Question 55: Maria has adopted an adversarial style relationship with her...; Question 56: A procurement professional is dissatisfied with how a recent...; Question 57: A good negotiator invests time in understanding the needs of...; Question 58: An oil refinery plant imports much of its crude oil from ove...; Question 59: XYZ Ltd needs to purchase a bundle of IT products from suppl...; Question 60: Which of the following are ways of developing rapport when u...; Question 61: Cost and price analysis is very important for buyers when th...; Question 62: Finding the middle ground between buyer and supplier by movi...; Question 63: There are many factors which will influence supplier pricing...; Question 64: Which of the following are internal factors when a supplier ...; Question 65: 'What specific tests do you carry out to ensure quality is a...; Question 66: Champion Toys (CT) is negotiating a large order of luxury to...; Question 67: Premium pricing strategies used by suppliers are characteris...; Question 68: Which of the following constitutes a key element to developi...; Question 69: John suggests that a post-negotiation review must involve a ...; Question 70: When is the best time in procurement process in which procur...; Question 71: Which of the following are signs indicating that TOP is usin...; Question 72: Which of the following is the area where two or more negotia...; Question 73: For a commercial negotiation to be effective, the organisati...; Question 74: A garden furniture supplier currently in negotiations for a ...; Question 75: Neville is a senior procurement specialist in a automaker. H...; Question 76: Which of the following types of questions are likely to be t...; Question 77: A skilled negotiator will use a range of questioning techniq...; Question 78: One of the most important steps in preparing for negotiation...; Question 79: A skilled negotiator will use a range of questioning techniq...; Question 80: End users are the only stakeholders that are involved in the...; Question 81: Macroeconomics can have an impact on commercial negotiations...; Question 82: A buyer requests a £2,000 reduction in price at the end of n...; Question 83: Any commercial negotiation process has only three potential ...; Question 84: Which of the following are most likely to be characteristics...; Question 85: Which of the following are indicative behaviours of a distri...; Question 86: Where can we find the data on macroeconomics? 1. From trade ...; Question 87: Lina Rawlins is a senior buyer working for a medical equipme...; Question 88: Buyers should have the ability to analyse the costs of their...; Question 89: An experienced procurement professional is developing strate...; Question 90: Which of the following is the true statement?...; Question 91: Which of the following are effective approaches when procure...; Question 92: Buyers should have the ability to analyse the costs of their...; Question 93: At the first stage of CIPS Procurement and Supply Cycle (Und...; Question 94: John Browne, a junior buyer for a corporation, is analyzing ...; Question 95: In a commercial negotiation, a procurement professional beli...; Question 96: Which of the following is a source of information on microec...; Question 97: John Browne, a junior buyer for a corporation, is analysing ...; Question 98: According to Fiona Dent and Mike Brent, which of the followi...; Question 99: "Finding the middle ground between buyer and supplier is a s...; Question 100: Which TWO strategies are recognised for achieving a win-lose...; Question 101: Which of the following are most likely to help buyer become ...; Question 102: Which one of these key approaches could be pursued for a suc...; Question 103: In which of the following scenarios could you adopt a distri...; Question 104: Which of the following are most likely to be fundamentals of...; Question 105: Which of the following are external factors in supplier pric...; Question 106: Which of the following is the best description of direct cos...; Question 107: If a negotiation results in an offer which does not meet the...; Question 108: How contribution is calculated in break-even analysis?...; Question 109: In preparation for holding negotiation meetings with existin...; Question 110: Which of the following is most likely a consequence of falli...; Question 111: An automotive company purchases high quality steel to produc...; Question 112: It may be more difficult to buy on a credit from supplier wh...; Question 113: During a negotiation, the supplier requests for payment term...; Question 114: What is the most likely outcome when two organisations with ...; Question 115: Different types of relationships impact on commercial negoti...; Question 116: Which characteristics are likely to feature within an integr...; Question 117: Can a party gain huge advantages in negotiation from setting...; Question 118: Which of the following can be prepared before negotiation to...; Question 119: Citywide Developments Ltd (CDL) is a construction programme ...; Question 120: The only procurement risk inherent in a distributive negotia...; Question 121: Which of the following are most likely to harm trust between...; Question 122: A negotiation meeting commences with the supplier asking the...; Question 123: Which of the following is a true statement regarding macroec...; Question 124: Effective listening is important in integrative negotiations...; Question 125: Which of the following tactics would be appropriate in an in...; Question 126: Information generated through Purchase Price Cost Analysis c...; Question 127: A negotiation process ends once the negotiating meeting has ...; Question 128: Representatives from South African Department of Health is n...; Question 129: Which of the following is a variable cost?...; Question 130: A supplier can produce a product for $160 and sells it for $...; Question 131: Jayden works as a procurement manager for a large IT organis...; Question 132: To buying organisation, savings can be achieved from differe...; Question 133: The procurement manager of a private healthcare provider is ...; Question 134: Win-lose approach is most likely to be associated with which...; Question 135: Which of the following best describes Leverage quadrant in K...; Question 136: Which of the following are internal factors when a supplier ...; Question 137: Which type of question should be used to receive affirmation...; Question 138: Absorption costing is when the total cost per each unit of o...; Question 139: Which of the following would describe a push approach to inf...; Question 140: A break-even analysis uses which aspects as part of the calc...; Question 141: Which of the following would cause a demand curve for a good...; Question 142: Which of the following are examples of variable costs? * Bui...; Question 143: Which of the following is the first step in the development ...; Question 144: Which of the following types of relationship would possibly ...; Question 145: Which of the following is most likely to be a reason why a s...; Question 146: A supplier has offered international football tickets to the...; Question 147: What letter R in the acronym SMART stands for?...; Question 148: Which of the following are examples of non-verbal negotiatio...; Question 149: Distributive approach in negotiation is typified by which of...; Question 150: Which of the following is the definition of safety margin?...; Question 151: Champion Toys (CT) is negotiating a large order of luxury to...; Question 152: Which of the following is a description of mark-up?...; Question 153: In a negotiation for a new contract, the supplier suggests t...; Question 154: Which of the following should be adopted to minimise the con...; Question 155: Lina Rawlins is a senior buyer working for a medical equipme...; Question 156: Two firms negotiating a contract have an adversarial relatio...; Question 157: According to Mendelow's Matrix, how should stakeholders with...; Question 158: Which of the following roles would support negotiations with...; Question 159: After studying Thomas-Kilmann conflict resolution model and ...; Question 160: During a negotiation, Jose Gomez, the salesperson for a stra...; Question 161: Leitax is a consumer electronics firm with headquarters in t...; Question 162: An adversarial style of negotiation is appropriate where the...; Question 163: In what circumstances is the bargaining power of suppliers l...; Question 164: Tony is undertaking a negotiation with a strategic supplier ...; Question 165: In which of the following costing methods, overhead costs ar...; Question 166: Where a negotiator uses numerical reasoning with facts as pa...; Question 167: When implementing value analysis or value engineering, which...; Question 168: Listening is a key activity in negotiation. Which of the fol...; Question 169: A skilled negotiator will use a range of questioning techniq...; Question 170: The National Schools Purchasing Forum (NSPF) is a procuremen...; Question 171: Which of the following are examples of push techniques in co...; Question 172: In addition to organisational power, personal power of each ...; Question 173: Which of the following are tools that help procurement visua...; Question 174: Which of the following statements about oligopoly is incorre...; Question 175: An organization should develop different relationships which...

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