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CIPS L4M5 Certification Exam is internationally recognized and highly valued by employers. It demonstrates that you have the knowledge and skills to negotiate effectively and achieve the best possible outcomes for your organization. Commercial Negotiation certification is also a great way to enhance your credibility as a procurement professional and increase your career prospects.

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CIPS Commercial Negotiation Sample Questions (Q218-Q223):

NEW QUESTION # 218
Information generated through Purchase Price Cost Analysis can be useful to the purchaser, by helping to identify which of the following costs relating to the supplier? Select the THREE that apply.

A. Profit
B. Depreciation on equipment
C. External costs
D. Material costs
E. Budgeted costs
F. Market costs

Answer: B,D

Explanation:
Below are some examples of cost input that can be analysed in PPCA process:
- Material costs
- Process and labour costs
- Employment costs
- Overhead costs
- Distribution costs
- Depreciation on equipment
- Profit
If you want to learn more on PPCA, you can study from OGC document here: https://webarchive.
nationalarchives.gov.uk/20100609100650/www.ogc.gov.uk/documents/Cost_Price_analysis(1).pdf LO 2, AC 2.1

NEW QUESTION # 219
Which of the following are most likely to be fixed costs of an airline? Select TWO that apply.

A. Advertising and promotion
B. Fuel
C. Catering services
D. Purchase of aircraft
E. Flight crew training

Answer: D,E

Explanation:
Fixed costs (FC) are costs that do not vary with volume. To an airline once aircraft are purchased, flight crews trained and departures scheduled, costs are disproportionately fixed.
Variable costs (VC) are those which vary with the amount produced. Fuel, catering services and marketing are examples of variable.
LO 2, AC 2.1

NEW QUESTION # 220
Which of the following are most likely to be sources of conflict that can emerge from the content of commercial negotiations? Select TWO that apply.

A. Requisition
B. Contract governing law
C. Cultural differences
D. Framework arrangement
E. Payment terms

Answer: B,E

Explanation:
There are multiple sources of divergent positions that can arise in situations where money is exchange for goods and services. There are 2 different types of sources. Those that arise from the content or subject matter of the negotiation (what is being negotiated) and those that arise from the process of negotiation (how it is being negotiated).
Sources of divergent position - the content of negotiation:
Table Description automatically generated

Cultural differences are the source of conflict in the process of negotiation.
Requisition is an internal document raised by user or store to communicate to procurement the need to buy the product or service specified. This is merely a internal document.
Framework arrangement is a rather loose set-up, without any legal standing. It usually occurs when an organisation has decided for itself to limit the number of suppliers it is willing to work with and, through a purely internal process, sets up an approved list of such suppliers.
LO 1, AC 1.1

NEW QUESTION # 221
If a negotiation results in an offer which does not meet the buyer's minimum requirements, which of the following could the buyer pursue?

A. STEEPLE
B. ZOPA
C. BATNA
D. PESTLE

Answer: C

Explanation:
Best alternative to a negotiated agreement (BATNA) is the plan B or back-up plan in the event of a 'walk away'. In case of no deal, buyer (or supplier) may switch to this option.
The zone of potential agreement (ZOPA) is considered an area where two or more negotiating parties may find common ground. It is this area where parties will often compromise and strike a deal. In order for negotiating parties to find a settlement or reach an agreement, they must work towards a common goal and seek an area that incorporates at least some of each party's ideas.
STEEPLE offers an overview of various external fields. It is an acronym for Social, Technological, Economic, Environmental, Political, Legal and Ethical.
PESTLE is a mnemonic which in its expanded form denotes P for Political, E for Economic, S for Social, T for Technological, L for Legal and E for Environmental. It gives a bird's eye view of the whole environment from many different angles that one wants to check and keep a track of while contemplating on a certain idea
/plan.
LO 1, AC 1.2

NEW QUESTION # 222
Which of the following will positively affect reputational strength of an organisation? Select TWO that apply.

A. Strong customer focus
B. Weak internal coordination
C. Adopting out-of-date technology
D. High ethical standards
E. Great gap between reputation and reality

Answer: A,D

Explanation:
Explanation
In a globalisedcommercial world characterised by dynamic market and multiple companies competing for business, a positive corporate reputation can be an enormous asset. Reputational strength in one organisation might be based on some or all of the following characteristics:
- Quality of products or services
- Low cost/high value for money
- High ethical standards
- Reliability
- Cutting-edge technology
- Strong customer focus
- Engineering excellence
LO 1, AC 1.4

NEW QUESTION # 223
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