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Exam Code:	L4M5
Exam Name:	Commercial Negotiation
Certification Provider:	CIPS
Free Question Number:	152
Version:	v2026-02-09
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# of views:	210
# of Questions views:	5692
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Exam Question List: Question 1: Which of the following are sources of personal power? * Legi...; Question 2: Which of the following are most likely to be abilities of a ...; Question 3: Under EU public procurement directives, which of the followi...; Question 4: A procurement expert has been asked to ensure they consider ...; Question 5: Which of the following are most likely to help buyer become ...; Question 6: Which of the following can help both parties to break the vi...; Question 7: Procurement gets involved in negotiating purchase requisitio...; Question 8: Lina Rawlins is a senior buyer working for a medical equipme...; Question 9: A procurement manager is considering accepting a fixed price...; Question 10: Procurement team is required to improve leverage with their ...; Question 11: Which of the following is a source of information on microec...; Question 12: The only procurement risk inherent in a distributive negotia...; Question 13: Collaborative approach in negotiation not only can fully sat...; Question 14: During a negotiation, Jose Gomez, the salesperson for a stra...; Question 15: Which of the following are common forms of collaborating app...; Question 16: What is a benefit to the buyer of having a BATNA (best alter...; Question 17: Are tactical ploys only used in distributive approach?...; Question 18: XYZ Ltd decides to go to market for a cleaning contract to s...; Question 19: Which of the following will help to indicate personality pre...; Question 20: Procurement gets involved in negotiating purchase requisitio...; Question 21: When developing a negotiation approach, according to recogni...; Question 22: Which of the following would cause a demand curve for a good...; Question 23: Personal power is only used in distributive approach. Is thi...; Question 24: Commercial negotiation ends at the award of a contract. Is t...; Question 25: Which of the following are internal factors when a supplier ...; Question 26: In airline industry, suppliers prefer to adopt dynamic prici...; Question 27: An organization should develop different relationships which...; Question 28: Which of the following is NOT a barrier to entry in a monopo...; Question 29: Which of the following is a true statement regarding macroec...; Question 30: When engaging in commercial negotiations, it is important to...; Question 31: Which of the following are indicative behaviours of a distri...; Question 32: When is the best time to adopt accommodating style according...; Question 33: Which of the following are most likely to turn buying organi...; Question 34: A new manager has been appointed with responsibility for an ...; Question 35: When is the best time for buyer to propose the negotiation a...; Question 36: An integrative negotiation style involves ......; Question 37: Which of the following is the process enabling the buyer to ...; Question 38: In which of the following costing methods, overhead costs ar...; Question 39: Different types of relationships impact commercial negotiati...; Question 40: Cost and price analysis is very important for buyers when th...; Question 41: Which of the following is definition of elasticity of demand...; Question 42: Jessica Taylor, a senior buyer, is reflecting on her most re...; Question 43: Langham Industries is seeking to expand its operations globa...; Question 44: A negotiation meeting between a buyer and supplier has taken...; Question 45: The buyer's bargaining power tends to be relatively higher t...; Question 46: What letter R in the acronym SMART stands for?...; Question 47: Which of the following should be adopted to minimise the con...; Question 48: Which of the following are most likely to be fundamentals of...; Question 49: Which of the following should be the final step of a negotia...; Question 50: Which of the following will positively affect reputational s...; Question 51: A procurement manager has decided to bring in a junior membe...; Question 52: Which of the following would be considered appropriate influ...; Question 53: XYZ Ltd needs to purchase a bundle of IT products from suppl...; Question 54: Using emotion as a technique of persuasion is ethical. Is th...; Question 55: Where can we find the data on macroeconomics? 1. From trade ...; Question 56: Which of the following types of relationship would possibly ...; Question 57: Ranjit is a facilities category buyer for a hospital in the ...; Question 58: According to Professor Gavin Kennedy, in which of the follow...; Question 59: A procurement professional is preparing for a negotiation of...; Question 60: Macroeconomics can have an impact on commercial negotiations...; Question 61: Which of the following is important during the proposing sta...; Question 62: Listening is a key activity in any negotiation. Which of the...; Question 63: Tony is undertaking a negotiation with a strategic supplier ...; Question 64: From the principled point of view about negotiation environm...; Question 65: Can a party gain huge advantages in negotiation from setting...; Question 66: Which of the following are types of questions that are usefu...; Question 67: Which of the following is important during the proposing sta...; Question 68: Which of the following is the internal factor that is taken ...; Question 69: There are many factors which will influence supplier pricing...; Question 70: A procurement manager is considering negotiating variable pr...; Question 71: A buyer is preparing for an upcoming negotiation with a larg...; Question 72: In a commercial negotiation, a procurement professional beli...; Question 73: If a negotiation results in an offer which does not meet the...; Question 74: Which of the following are effective approaches when procure...; Question 75: Which of the following stages of the CIPS Procurement Cycle ...; Question 76: Information generated through Purchase Price Cost Analysis c...; Question 77: John Browne, a junior buyer for a corporation, is analyzing ...; Question 78: Which of the following occur within the planning and prepara...; Question 79: For a commercial negotiation to be effective, the organisati...; Question 80: IHL has been supplying to XYZ Ltd for months. XYZ Ltd procur...; Question 81: Which of the following is a source of power in organisationa...; Question 82: Which of the following is potentially a major source of conf...; Question 83: Which of the following are internal factors when a supplier ...; Question 84: When is the best time in procurement process in which procur...; Question 85: The sourcing manager has decided to adopt an adversarial sty...; Question 86: Sally is negotiating with an oversea supplier on the price a...; Question 87: Which of the following types of questions are likely to be t...; Question 88: Citywide Developments Ltd (CDL) is a construction programme ...; Question 89: Which of the following are tools that help procurement visua...; Question 90: In a commercial negotiation, a procurement professional nego...; Question 91: The National Schools Purchasing Forum (NSPF) is a procuremen...; Question 92: 'What specific tests do you carry out to ensure quality is a...; Question 93: Which of the following may help the procurement professional...; Question 94: The bargaining power of buyers is likely to be high in relat...; Question 95: A senior buyer analyses the supply market and he realises th...; Question 96: Which of the following is an example of non-verbal communica...; Question 97: A negotiation meeting commences with the supplier asking the...; Question 98: Which of the following are types of non-verbal communication...; Question 99: Which of the following are behaviours that builds trust betw...; Question 100: How can having a best alternative to a negotiated agreement ...; Question 101: Which type of question should be used to receive affirmation...; Question 102: Which of the following is the area where two or more negotia...; Question 103: Which of the following method should be used in negotiation ...; Question 104: Which of the following are recognised techniques in contract...; Question 105: It may be more difficult to buy on a credit from supplier wh...; Question 106: A wide range of factors may be taken into account by supplie...; Question 107: Which of the following is a description of mark-up?...; Question 108: A procurement professional is preparing for a negotiation wi...; Question 109: Which of the following are most likely to be sources of conf...; Question 110: How contribution is calculated in break-even analysis?...; Question 111: John Browne, a junior buyer for a corporation, is analysing ...; Question 112: Which of the following statements about oligopoly is incorre...; Question 113: Which of the following is a disadvantage of absorption costi...; Question 114: Where there are high levels of commitment to relationships b...; Question 115: Which of the following are typical characteristics of activi...; Question 116: Citywide Developments Ltd (CDL) is a construction programme ...; Question 117: Which characteristics are likely to feature within an integr...; Question 118: Economic growth can be measured by...?...; Question 119: Which of the following constitutes a key element to developi...; Question 120: XYZ Ltd is importing goods from overseas. They prefer to pay...; Question 121: A skilled negotiator will use a range of questioning techniq...; Question 122: Which of the following are most likely to be macro factors t...; Question 123: The trust is built based on the other party's professional q...; Question 124: JCB is a large manufacturer of heavy machinery. The CPO is g...; Question 125: Which of the following are hardball tactics in negotiations?...; Question 126: According to Dr. Mari Sako, which of the following is potent...; Question 127: Which of the following can be prepared before a negotiation ...; Question 128: Which of the following are signs indicating that the trust b...; Question 129: Professional buyer is planning for the next negotiation of a...; Question 130: Finding the middle ground between buyer and supplier by movi...; Question 131: Amelia needs to negotiate prices with a potential client tha...; Question 132: In which of the following persuasion methods, the influencer...; Question 133: During a negotiation, Jose Gomez, the salesperson for a stra...; Question 134: Which of the following are microeconomic factors? Select THR...; Question 135: Why is rapport building with the supplier important during t...; Question 136: A supplier's mark-up on all products is 25%. Supplier's prof...; Question 137: All of the following shift the supply of watches to the righ...; Question 138: During a negotiation, Jose Gomez, the salesperson for a stra...; Question 139: Which of the following is the true statement?...; Question 140: When planning a negotiation for sourcing internationally, wh...; Question 141: According to Fiona Dent and Mike Brent, which of the followi...; Question 142: Sumitomo Rubber Industries (SRI) is a Japan-based tyre manuf...; Question 143: Which of the following is categorised as fixed cost?...; Question 144: Which of the following will shift the supply curve to the ri...; Question 145: A negotiation process ends once the negotiating meeting has ...; Question 146: An adversarial style of negotiation is appropriate where the...; Question 147: A competitive win-lose distributive approach to a negotiatio...; Question 148: Which characteristics are likely to feature in a partnership...; Question 149: Telephone is most likely to be used for which of the followi...; Question 150: Colin Smith is preparing for a negotiation with a supplier t...; Question 151: Champion Toys (CT) is negotiating a large order of luxury to...; Question 152: Community Meal Partners (CMP) is a not-for-profit company th...

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