AMAZING L4M5 EXAM SIMULATION: COMMERCIAL NEGOTIATION GIVE YOU THE LATEST PRACTICE DUMPS - EXAMS4SURES

Amazing L4M5 Exam Simulation: Commercial Negotiation give you the latest Practice Dumps - Exams4sures

Amazing L4M5 Exam Simulation: Commercial Negotiation give you the latest Practice Dumps - Exams4sures

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The CIPS L4M5 exam covers a wide range of topics related to commercial negotiation, including the principles and techniques of negotiation, the legal and ethical considerations of negotiation, and the role of communication in negotiation. It also covers the various stages of the negotiation process, such as preparation, opening, bargaining, and closing. L4M5 Exam is designed to test the candidate's ability to analyze a situation, identify objectives, and develop a negotiation strategy that is in line with the organization's goals and objectives.

CIPS Commercial Negotiation Sample Questions (Q110-Q115):

NEW QUESTION # 110
A procurement manager has decided to bring in a junior member of their team to a negotiation meeting.
Which of the following would be suitable roles for this junior member of the team?
Note taker
Expert
Observer
Chair

  • A. 2 and 3
  • B. 3 and 4
  • C. 1 and 3
  • D. 1 and 2

Answer: C

Explanation:
A junior team member can effectively contribute as a note taker (1) and observer (3), allowing them to support the meeting without taking on roles that require more experience, like chairing or serving as an expert. This aligns with CIPS's recommendations for assigning junior roles in negotiations.


NEW QUESTION # 111
Which of the following types of questions should be used most often in the proposing phase?

  • A. Closed questions
  • B. Hypothetical questions
  • C. Probing questions
  • D. Open questions

Answer: B

Explanation:
Explanation
At the proposing phase either side may start making tentative proposals regarding their offering. In the case of negotiation where TOP has already submitted a tender or proposal, this stage may provide an opportunity for them to make proposals to improve on their initial offers in general or in areas highlighted by the buying side in advance.
The word 'if' is very useful at this stage andallows you to test tentative proposals without committing yourself.
Skilled negotiators use language very carefully. The questions with 'if' are hypothetical ones.
LO 3, AC 3.1


NEW QUESTION # 112
Which of the following types of question are likely to be the most effective to check facts in negotiations?

  • A. Open
  • B. Hypothetical
  • C. Leading
  • D. Closed

Answer: D

Explanation:
Closed questions are designed to elicit specific, factual responses - typically "yes" or "no" or a brief piece of information. These are particularly useful when verifying details during negotiation. For example, asking
"Did you receive the revised schedule on Monday?" ensures clarity and reduces ambiguity.
Reference: L4M5 Commercial Negotiation 2nd edition (CORE), Section 3.3 - Communication and Questioning Techniques in Negotiation


NEW QUESTION # 113
A negotiation is coming to the end. Both parties haven't had any official commitments. Right before leaving the room, the buyer strongly disagrees with supplier's set up prices and requests a discount. The supplier doesn't reply but nods and smiles. Can the buyer consider these actions as an acceptance?

  • A. No, because nodding and smiling are not clear signs of neither acceptance nor rejection
  • B. Yes, because smiling shows supplier's readiness in signing the deal off
  • C. No, because nodding and smiling are etiquette of polite rejection
  • D. Yes, because negotiator should rely on non-verbal communications only

Answer: A

Explanation:
Good negotiators are attuned to all stimuli and not just the verbal and written information exchanged. Tone of voice, body language, facial expressions and other clues from TOP are noticed, and with experience and knowledge, interpreted correctly. This interpretation may also involve knowledge of culture norms and values.
A smile, a 'yes' and the type of hospitality received, (in thebusiness context), can mean very different things in different international business cultures.
Trained negotiators will consider non-verbal communication (such as nodding and smiling) and body language as one source of signal from TOP, but will rarely rely wholly on this as a guide to what TOP is thinking or feeling. Furthermore, international and regional cultural considerations must be included here to avoid errors in interpretation. Emotional intelligence also has an important role in forming a more holistic perspective of what TOP may be thinking or feeling.


NEW QUESTION # 114
Where a market consists of a large producer of a product with high market power, it is known as:

  • A. An oligopoly structure
  • B. A monopoly structure
  • C. A monopolistic structure
  • D. A monopsony structure

Answer: B


NEW QUESTION # 115
......

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