Before you begin ✍️
You are about to practice the questions set for
CIPS Commercial Negotiation – L4M5 paper *6.
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. 😃
1.
A procurement manager aims to finalize a deal with an international supplier. He recommends locking in a fixed price for a 36-month contract to his line manager. Is this a good strategy?
2.
During a negotiation, a supplier's representative states, "Fulfilling your needs aligns with fulfilling ours; we’re in this together." What type of negotiation is taking place?
3.
Listening is a critical component in negotiations. Which two processes best describe this activity?
I. Hearing
II. Interpreting
III. Rapport
IV. Influencing
4.
What external factors are typically considered by a supplier when setting prices? Select two.
5.
After a supplier fails to meet expectations, you want to rebuild trust due to the limited supplier options. What is the best approach?
6.
Is it necessary to have a BATNA (Best Alternative to a Negotiated Agreement) before starting negotiations?
7.
Cultural awareness is key in international negotiations. Which communication skill can contribute to success?
8.
Which techniques are suitable for influencing during contract negotiations? Select three.
9.
In which of the following is the buyer’s bargaining power relatively high compared to the supplier?
I. Few substitute products in the market
II. Demand is not urgent
III. The buyer can produce in-house
IV. There are limited suppliers in the market
10.
Which persuasion technique involves emphasizing negative consequences?
11.
Felicia, a junior buyer, is hosting her first negotiation with an international supplier at her office. What is the greatest advantage of this location?
12.
What factors may cause conflict between buyers and suppliers? Select two.
13.
Which of these are internal considerations for supplier pricing decisions?
I. Price elasticity of demand
II. Environmental factors
III. Risk management
IV. Stages in the product lifecycle
14.
Effective listening plays a role in integrative negotiations. Is this correct?
15.
Ethan, a procurement manager, is analyzing macroeconomic factors for a long-term procurement strategy. Where can reliable data be sourced?
I. Company accounts
II. Stock exchange
III. Government forecasts
IV. Trade fairs
16.
Calvin, a junior buyer, has built strong relationships across his team and departments. Which power source is he most likely to have?
17.
What activity is crucial during the closure stage of negotiations?
18.
A procurement manager withholds critical information during discussions for leverage. Is this appropriate for integrative negotiation?
19.
How can the success of a negotiation be evaluated?
20.
Which of the following can be considered as on-the-job training?
I. Taught workshop
II. Feedback
III. Coaching
IV. Anchoring
21.
Which of the following are sources of personal power in commercial negotiations?
I. Expert power
II. Informational power
III. Reward power
IV. Charismatic power
22.
Lilian is facing a challenging negotiation with an internal stakeholder who believes her product isn’t suitable. To shift the stakeholder’s perspective, she suggests they attend a product development meeting and offer input. What influence technique is Lilian employing?
23.
A break-even analysis helps determine when a business reaches a point of neither profit nor loss. Which formula is used to calculate the break-even point?
24.
In contract negotiation, influencing others without using power or authority is often necessary. Is it ethical to use emotions as a persuasion technique in such cases?
25.
What characteristics should effective negotiation objectives have? Choose two.
26.
Which of the following best describes the characteristics of a "push" negotiation approach?
I. Exerting power
II. Aimed at securing compliance, often against resistance or influence
III. Influences may not be consciously aware of the process
IV. Persuasion or interpersonal influence
27.
When supporting a supplier negotiation, which of the following resources are essential, besides involving colleagues? Choose two.
28.
A manufacturer produces two products, A and B. Product A costs 105 to make, while Product B costs 120. What are the mark-up percentages for these products, respectively?
29.
Which negotiation approach aims for a win-lose result?
30.
What is a supplier’s expenditure that can be directly linked to the production of a specific product called?
Please proceed to view your grade. Fingers crossed🤗
