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The 2Pass4sure is a leading platform that has been assisting the CIPS L4M5 exam candidates for many years. Over this long time period countless L4M5 exam candidates have passed their CIPS L4M5 Exam. They got success in Commercial Negotiation exam with flying colors and did a job in top world companies.

CIPS L4M5 Certification Exam covers a wide range of topics related to commercial negotiation, including negotiation planning, strategy, and tactics, contract law, dispute resolution, and ethical issues. L4M5 exam also covers the latest trends and best practices in the field, such as the use of technology in negotiations, the importance of relationship-building, and the need for effective communication skills.

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Quiz 2025 Professional CIPS L4M5: Latest Commercial Negotiation Test Sample

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CIPS L4M5 Commercial Negotiation exam is essential for procurement professionals who want to advance their careers in the field. A passing grade in L4M5 exam demonstrates that the candidate has a solid understanding of the negotiation process, can develop effective negotiation strategies, and apply appropriate tactics to achieve the desired outcome. This knowledge is valuable in a variety of procurement and supply chain roles, including contract management, vendor management, and strategic sourcing.

CIPS Commercial Negotiation Sample Questions (Q24-Q29):

NEW QUESTION # 24
Jane is planning for a forthcoming negotiation with a key supplier. She has learned what are important to the supplier and what are important to her company from previous contracts between them. In order to avoid negotiation deadlocks, she has set up several concession plans. But Jane has little experience in dealing with suppliers and doesn't know when to trade these concessions. When is the best time in a negotiation to trade concessions?

A. In the proposing phase
B. At opening stage
C. At bargaining stage
D. In the testing phase

Answer: C

Explanation:
The question asks about the point in time when Jane should make concessions with the supplier. These concessions should be traded after preliminary stages such as opening, testing and proposing are over and proposals move from being tentative and general to being more definite and specific. This stage is called bargaining phase. The bargaining phase is the 'meat' of the negotiation meeting.
LO 3, AC 3.1

NEW QUESTION # 25
Katie is preparing a negotiation with a strategic supplier. Through deep market analysis, she realises that her company and the supplier have equal bargaining power. Via regular communication, Katie knows that both parties are arguing on amount of liquidated damages and neither party shall concede all of their requirements but some are negotiable. Katie and her counterpart from supplying company still desire a long-term relationship and hope that the meeting between them will be a solution for current situation. Which of the following is the most appropriate approach that Katie should adopt to achieve the above outcome?

A. Accommodating approach
B. Compromising approach
C. Avoiding approach
D. Competing approach

Answer: B

Explanation:
Competing is assertive and uncooperative, a power-oriented mode. When competing, an individual pursues his or her own concerns at the other person's expense, using whatever power seems appropriate to win his or her position. Competing might mean standing up for your rights, defending a position you believe is correct, or simply trying to win. Competing will not allow long-term relationship to flourish.
Compromising is intermediate in both assertiveness and cooperativeness. When compromising, the objective is to find an expedient, mutually acceptable solution that partially satisfies both parties. Compromising falls on a middle ground between competing and accommodating, giving up more than competing but less than accommodating. Likewise, it addresses an issue more directly than avoiding but doesn't explore it in as much depth as collaborating. Compromising might mean splitting the difference, exchanging concessions, or seeking a quick middle-ground position. It is a valid approach when long-term relationships are at stake and it is important to find some common ground on which to base an agreement. Both sides get something but not everything. Therefore, this is the most appropriate for this scenario.
Avoiding is unassertive and uncooperative. When avoiding, an individual does not immediately pursue his or her own concerns or those of the other person. He or she does not address the conflict. Avoiding might take the form of diplomatically sidestepping an issue, postponing an issue until a better time, or simply withdrawing from a threatening situation. In the scenario, both parties want to take the opportunity, then avoiding is not an appropriate solution.
Accommodating is unassertive and cooperative-the opposite of competing. When accommodating, an individual neglects his or her own concerns to satisfy the concerns of the other person; there is an element of self-sacrifice in this mode. Accommodating might take the form of selfless generosity or charity, obeying another person's order when you would prefer not to, or yielding to another's point of view. In the scenario, neither party shall concede all of their requirements, it is unnecessary to adopt this approach.
LO 1, AC 1.1

NEW QUESTION # 26
Which type of power is considered the opposite of coercive power?

A. Expert power
B. Referent power
C. Reward power
D. Informational power

Answer: C

Explanation:
The coercive power comes from the belief that a person can punish others for non-compliance. It can be considered as opposite to reward power, which results from one person's ability to compensate or reward another for compliance.
LO 1, AC 1.3

NEW QUESTION # 27
Are tactical ploys only used in distributive approach?

A. Yes, because they will be irritants to long-term relationship
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. 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 # 28
Under EU public procurement directives, which of the following are procedures in which there is no commercial negotiation allowed?

A. Restricted Procedure
B. Competitive Dialogue
C. Open Procedure
D. Competitive Procedure with Negotiation
E. Innovation Partnerships

Answer: A,C

Explanation:
Explanation
Under the European Union public procurement directives, all public sector bodies must abide by certain rules when they procure goods and services over a threshold value. Theserules are codified under 5 procurement procedures:
1. Open Procedure
2. Restricted Procedure
3. Competitive Dialogue
4. Competitive Procedure with Negotiation
5. Innovation Partnerships.
Under normal circumstances, there is no commercialnegotiation allowed under the two most commonly used procedure, Open and Restricted. Under these procedures, the prices and terms and conditions of contract should be decided via reference only to the tenderers' responses to the buyer's requests for tenders, and not through 'post-tender negotiation'. Under the other procedure, negotiation within the rules is permitted.
Interested learners can read more about these procedures here.
LO 1, AC 1.1

NEW QUESTION # 29
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CIPS L4M5 PRE-EXAM PRACTICE TESTS | 2PASS4SURE

CIPS L4M5 Pre-Exam Practice Tests | 2Pass4sure