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CIPS Commercial Negotiation – L4M5 paper *7.
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Sources of conflicting positions that emerge from the content of a negotiation include all of the following, except:
Sources of conflicting positions that stem from the negotiation process include all of the following, except:
To minimize conflicts during negotiations, a procurement professional can:
The scientific modeling of interactions between parties each pursuing their own interests, considering their beliefs about others' actions, is referred to as:
Competing in negotiations involves advocating strongly for your own position without intending to make concessions, aiming to defeat the other party. This approach is also called:
The greatest and often unseen savings in procurement arise from:
In the public sector, procurement activities and negotiation opportunities are often limited by regulations, especially during the pre-contract award phase. More negotiation opportunities are available during the:
The first stage in procurement where detailed commercial negotiation typically begins is:
Which step in the CIPS procurement cycle mainly involves negotiations with stakeholders?
Which stage in the CIPS procurement cycle directly informs the negotiation process?
At which point in the procurement cycle is the decision made about whether and how to engage in negotiations?
The process of influencing suppliers to behave in a specific way is known as:
Early supplier conditioning, focusing on key factors like quality or cost, can guide suppliers in their bids. Which step in the procurement cycle involves supplier conditioning?
Identify from the list below the stages (steps) in the procurement cycle that there is typically limited commercial negotiation activities, especially in the public sector.
(1) Stage 5: Develop (tender) documentation.
(2) Stage 6: Supplier’s selection (to participate in tender and participation)
(3) Stage 7: issue 111/RFQ
(4) Stage 8: Bid/tender evaluation
(5) Stage 9: Contract award
(6) stage 10:Delivery of goods and services (awarding, logistics and receipt)
In the procurement cycle, the first stage where detailed commercial negotiation can begin is:
Which five in the list below commercial negotiation activity can take place in the private sector?
(1) Stage 8: Bid/tender evaluation
(2) Stage 9: Contract award
(3) Stage 10: Delivery of goods and services ( warehouse, logistics, concept)
(4) Stage 11: Contract performance revival
(5) Stage 12: SRM and development
(7) Stage 13 End of contract- exit transition to new supplier (assessment management and lessons learned)
In the Thomas-Kilmann Conflict Mode Instrument, which style aims to yield or accommodate?
Which conflict management style in the Thomas-Kilmann model involves "expanding the pie" rather than fighting over it?
How many possible combinations of conflict management styles can be applied to any given situation, according to the Thomas-Kilmann model?
CIPS distinguishes between different sets of stakeholders, including all of the following, except:
In the stakeholder map, which quadrant does not belong in stakeholder engagement?
According to the stakeholder map, a stakeholder with high influence and high interest should be:
In the stakeholder map, a stakeholder with high influence but low interest should be:
In the stakeholder map, a stakeholder with low influence and low interest should be:
In the stakeholder map, a stakeholder with low influence but high interest should be:
To assess the gap and track progress toward the desired level of stakeholder support, the procurement team should use:
Many experienced procurement professionals believe the most challenging negotiations happen with:
From the list below, pick the five that makes up the stakeholder support level scale
1. Resistant/ unaware
2. Neutral
3. Aggressive
4. Opportunistic
5. Positive aware
6. Collaborative
7. Positive advocate
In the stakeholder support scale, the most desired level of support from a stakeholder is:
Working as part of a team offers the following advantages, except:
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