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CIPS Updated L4M5 Exam Questions and Answers by nella

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CIPS L4M5 Exam Overview :

Exam Name: Commercial Negotiation
Exam Code: L4M5 Dumps
Vendor: CIPS Certification: CIPS Level 4 Diploma in Procurement and Supply
Questions: 317 Q&A's Shared By: nella
Question 72

In which of the following scenarios could you adopt a distributive-based negotiation approach?

Options:

A.

When asking for changes to the provision of a strategic service provided by a monopoly supplier

B.

When determining costs to incorporate a unique product into your design with the patent holder

C.

When your organisation is dependent on a supplier for delivery of a large contract in the future

D.

When procuring a widely available commodity item which is not strategic to your organisation

Discussion
Question 73

Which of the following are ways of developing rapport when undertaking a negotiation?

Options:

A.

1 and 3 only (Engaging in assertive communication and Engaging in active listening)

B.

1 and 2 only (Engaging in assertive communication and Using probing questions)

C.

3 and 4 only (Engaging in active listening and Actively showing empathy)

D.

2 and 4 only (Using probing questions and Actively showing empathy)

Discussion
Question 74

The sourcing manager has decided to adopt an adversarial style of negotiation to take advantage of the buyer's greater bargaining power over the suppliers. In what other circumstances should an adversarial relationship be used?

Options:

A.

When the supplier is likely to respond with further concessions to maintain a long-term relationship

B.

In all forms of negotiation as each party is always trying to gain advantage over the other

C.

In a monopoly market as the supplier will respond by conceding quantity discounts

D.

When the issues concerned are non-negotiable, for example, health and safety commitments

Discussion
Question 75

Ma Bell was the sole provider of landline telephone service to most of the US in 1980s. This is an example of...?

Options:

A.

Monopsony

B.

Monopoly

C.

Monopolistic competition

D.

Perfect competition

Discussion
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