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Pass Guaranteed Quiz 2025 L4M5: Professional Reliable Commercial Negotiation Test Practice

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The L4M5 Commercial Negotiation Certification Exam offered by CIPS is an excellent opportunity for procurement and supply chain professionals looking to enhance their negotiation skills and develop a strategic approach to negotiating commercial contracts. Commercial Negotiation certification is globally recognized and can help individuals advance in their careers while ensuring that organizations have the necessary skills to negotiate effectively and get the best deals for their organization.

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Quiz 2025 The Best L4M5: Reliable Commercial Negotiation Test Practice

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CIPS Commercial Negotiation Sample Questions (Q241-Q246):

NEW QUESTION # 241
Which of the following are types of questions that are useful in opening and testing phases of a negotiation?
Select the TWO that apply.

• A. Closed
• B. Open
• C. Leading
• D. Probing
• E. Narrow

Answer: B,D

Explanation:
:
In the opening phase, parties should confirm understanding and get the issues on the table.
The testing phase is an information gathering stage where the hypothesis and assumption you have made in the planning stage can be tested or confirmed or disproved.
Opening questions (those that start with 'what', 'how', 'why') are used at the opening and testing stages to uncover needs and underlying motives, and to allow the buyer to get a feel of what is in store in the negotiation.
Probing questions are also useful to check that the supplier fully understand their offering, as well as your needs, and can also be used to communicate to the supplier that you know this category well. These questions are typically useful at the opening and testing stages.

 

NEW QUESTION # 242
Which of the following is the first step in the development of negotiation strategies?

• A. Recognising TOP'sneeds and wants
• B. Defining overarching objectives
• C. Developing scenarios around possible options
• D. Determining your BATNA

Answer: B

Explanation:
Developing specific negotiation strategies in areas where risk or spend is high involves analysing a wide range of objectives and variables within the context of the organisation'sbusiness requirements. The first stage in any negotiation preparation is to define your overall objectives which may be related to a single variable such as price in the case of a standardised requirement, or many variables in the case of capital equipment. Your negotiating strategies and tactics will all be focused on achieving overall objectives.

 

NEW QUESTION # 243
Are tactical ploys only used in distributive approach?

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

Answer: D

Explanation:
There are many tactics and ploys that can be used to persuade others, particularly those not trained in negotiation. But in generalthese 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 # 244
It may be more difficult to buy on a credit from supplier who locates in a country with a hyperinflation? Is this assumption true?

• A. No, because supplier's bank will take risks from currency fluctuation
• B. Yes, because thesupplier's currency will lose its value overtime
• C. No, because the higher the inflation rate, the stronger the supplier's currency
• D. Yes, because buyer has more advantage if they make payment in their own currency

Answer: B

Explanation:
If theinflation rate is running high, then obtaining credit as a buyer is normally more difficult or expensive as money in the future will be worth less than money today.

 

NEW QUESTION # 245
Win-lose approach is most likely to be associated with which of the following type of relationship?

• A. Partnership
• B. Outsourcing
• C. Adversarial
• D. Strategic alliance

Answer: C

Explanation:
:
Distributive approach to negotiation used when the interested parties are attempting to divide something up or distribute something of value, also known as zero-sum approach or win-lose. Win-lose approach is useful when the relationship with the other party (TOP) is short-term and once-off.
The question mentions 4 types of relationship:
Adversarial: Both seek to maximize position at the expense of the other. Almost no trust, communication and cooperation. These suppliers will probably provide non-core products or services with the buyer purchasing them on a one-off basis.
Outsourcing relationship: Use competent suppliers to manage non-core businesses previously done in-house.
Require high level of trust and collaboration
Partnership: Both work closely on long term development by sharing information, technology and ideas.High level of trust with the aim to benefit both parties (win-win) Strategic alliance: Both parties identify areas where they could collaborate to create mutual benefits Among these 4 types of relationship, only adversarial is once-off. Then it is the correct answer.

 

NEW QUESTION # 246
......

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