#CIPS L4M5 paper! Leave a Comment / By Admin / June 12, 2024 Before you begin ✍️ You are about to practice the questions set for #CIPS L4M5 paper!. Please put away any distractions and focus all your efforts on passing. ⏱️Time limit: 1 hour 30 minutes At the end of your examination practice, you will 📝 View your grade ✅ View the correct answers NOTE: The answers provided haven't been verified by an official CIPS-affiliated entity, therefore consider discussing your concerns with the instructor or fellow students for clarification. To begin your exam practice, wait a few seconds for the start button to appear, then tap the START button. "We're rooting for you all the way!" All the best. 😃 Question 1 The cost of the opportunity forgone by making a choice of one option over another is known as what? Opportunity Cost Opportunity Lost FOMO Misallocation of resources None Question 2 What is equilibrium price? The point where TC=R The point where the quantity demanded is equal to the quantity supplied The point where the quantity demanded is equal to the cost The point where VC+FC=TC None Question 3 When considering the affect of a change In exchange rates. If you pay a supplier in your currency and your currency appreciates, which of the below is a likely impact? You {as the buyer) are now in a strong position to negotiate discounts You (as the buyer) are now in a weak position to negotiate discounts The supplier's product has become more expensive to buy The supplier's product has become cheaper to buy None Question 4 Quotas and tariffs can be considered to be what type of macroeconomic factor? Exchange rate factor Protectionism factor Economic growth factor Unemployment rate factor None Question 5 What is the “bargaining mix”? Who the TOP is All the concessions that will be made during the negotiation All the Issues in a project that are up for negotiation All the people who will be involved in the negotiation None Question 6 When entering into a commercial negotiation which is considered by the buying organization non Strategic”. How should the procurement professional prepare? They should consider their strategy prior to the negotiation and detail ~ it may only be a single page They shouldn’t. As the negotiation is “non-strategic” there is no need. The professional can improvise They should prepare a large document detailing their strategy They shouldn't be entering into a negotiation for a non-strategic purchase None Question 7 If you have a relationship with a supplier that is key to your business what sort of tactics are you likely to employ? Ones that will ensure the TOP’s needs are met Ones that will ensure your needs are met at the expense of TOP Ones that will ensure your needs are met Ones that will ensure the TOP’s needs are met as well as yours None Question 8 Your BATNA could also be described as Your bargaining mix Your fallback position Your opportunity cost Your break even point None Question 9 “MIL” can be used when Identifying the preferred outcomes of a negotiation. What does “MIL” stand for? Most, intend, like Must, intend, lose Must, intend, like Must, intend, lowest None Question 10 If a person has a warm negotiation style, which of the below would be one of their strengths? Assumes beading role in meetings Methodical approach Relates well to people Assertiveness None Question 11 If a person has a logical negotiation style, which of the below would be one of their weaknesses? Too accommodating Adopts rigid positions Tends to focus on issues and not the people involved Tends to neglect long-term goals None Question 12 A negotiator who | impulsive and can be impatient would probably have what type of negotiation style? Dealer Warm Tough Logical None Question 13 The Thomas-Kiimann conflict mode instrument (TKI) produced five approaches to conflict resolution, each with its own objective. What is the objective for collaborating? To find a middle ground To delay To yield To find a win-win solution None Question 14 The Thomas-Kilmann conflict mode instrument (TKI) produced five approaches to conflict resolution, each with its own objective. What is the objective for compromising? To yield To delay To find a middle ground To win None Question 15 Taking the five conflict management styles and considering there are two parties to a conflict, how many possible combinations are there? 26 25 30 28 None Question 16 What are connected stakeholders? as Those who, by contractual or commercial relationships, have a significant stake in organizational activity but have a low level of influence on procurement negotiations Those who, by contractual or commercial relationships, have a significant stake In organizational activity and have a high level of influence on procurement negotiations Those who, by contractual or commercial relationships, have a small stake in organizational activity and have a low level of Influence on procurement negotiations Those who, by contractual or commercial relationships, have a small stake in organizational activity and have a high level of influence on procurement negotiations None Question 17 How should a procurement professional handle a stakeholder with a high level of influence but a low level of interest during commercial negotiations? Make Engage Inform involve None Question 18 What is the difference between an integrative approach and a distributive approach? An integrative approach is uncollaborative and causes a win-lose situation for both parties whereas a distribution approach calls for collaboration between two parties so enable a win-win situation An integrative approach creates unbalances levels of value between the buyer and seller, whereas a distributive approach creates a balanced approach An integrative approach is generally a short-term/once-off relationship with the other party (TOF), whilst a distributive approach is generally long-term/regular engagement. An integrative approach calls for collaboration between two parties so enable a win-win situation whereas a distribution approach Is uncollaborative and causes a win-lose situation for both parties. None Question 19 Principled negotiation is based on four fundaments: people, interests, options, and... Criteria Location Scale Leverage None Question 20 According to the price plateau, which is the principled approach? Cold Tough Cold Easy Warm Easy Warm Tough None Question 21 What is wrong with using a ‘positional bargaining’ process? Select two that apply. Time-consuming Expensive Causes a win-loss approach Encourages stubbornness Question 22 Which of the below are tradeables? Select two that apply. Staff Price Payment Terms Place Question 23 What are the six bases of power? Expert, informationals, Referent, Legitimate, Reward, Coercive Expert, informationals, Referent, Legitimate, Reward, Coercive Expert, informationals, Referent, Legitimate, Position, Attitude Expert, informationals, Referent, Position, Legitimate, Reward None Question 24 Which tool can be used to understand the macro-environmental forces that influence the balance of power? The Supplier Positioning Model Customer Attractiveness and Purchasing Power Matrix Porter’s Five Forces STEEPLE None Question 25 From the three levels to consider when considering the relative power of buyers and suppliers, which would you use Porter's Five Forces for? Level 2: Microenvironment Level 1: Macro Environment Level 3: One-to-one Buyer/Supplier Dynamics Level 2 & 3 None Question 26 How can the leverage be increased to project the organization you work for as an attractive customer, even if it is currently not a big spender? False claims Unfriendly staff Entertaining i.e, meats out, tips away Prompt payment None Question 27 What is a spend cube? A review of spend date highlighting the three dimensions: sub-categories and commodity groups purchased across the organization, stakeholders or departments buying the category and comparative spend with difference suppers A three-dimensional model which displays a supplier's spend across the year A costing tool used to calculate budgets A data collection tool used to gather supper Information on spend None Question 28 Which of the below is not a sign of trust in business relationships? Reducing payment terms Supplier being encouraged to Innovate Mutually agreed KPIs Sharing of information None Question 29 What is goodwill trust? Trust based on TOP experience Trust based on knowing TOP has your interests and heart and will not behave opportunistically Trust based on TOP professional qualifications Trust based on threats None Your comment matters to us😊. Please share your experience. Please proceed to view your grade. Fingers crossed🤗 Time's upTime is Up!
