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Guide for L4M5: CIPS Commercial Negotiation

Quiz L4M5: CIPS Commercial Negotiation

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/ 10

Quiz

1/10
Which of the following occur within the planning and preparation stage in a negotiation process?
Select THREE that apply.
Select the answer
3 correct answers
A.
Understanding the other party
B.
Defining the constituents
C.
Making as few concessions as possible
D.
Using questions to elicit information
E.
Narrowing the range of solutions
F.
Analyse the bargaining power

Quiz

2/10
A purchasing organisation is discussing its approach to an upcoming negotiation with a key supplier
over a contract for critical new services. They have decided they want to find a Win/Win (integrative)
solution. Which TWO of the following would be appropriate in this scenario?
Select the answer
2 correct answers
A.
Collaboration
B.
Problem solving
C.
Coercion
D.
Persuasion
E.
Transfer of risk

Quiz

3/10
Maria is a professional services category buyer within the National Health Service. Due to the severe
financial budget cutbacks the National Health Service is facing, the procurement team has been
tasked with achieving cost savings so that funding available can be spent on patient care. Maria plans
to achieve savings with one of her collaborative suppliers. Which negotiation approach should she
undertake?
Select the answer
1 correct answer
A.
Win-Lose
B.
Lose-Lose
C.
Win-Perceived Win
D.
Win-Win

Quiz

4/10
Hammad Alsuwaidi is a procurement professional leading a negotiation for a vehicle rental contract.
Hammad has a clear goal to negotiate a two-year contract in exchange for a minimum of a 20%
discount. During the negotiation, Hammad presents to the supplier the facts, figures, and
justification for a 20% discount. Which of the persuasion methods below has Hammad chosen?
Select the answer
1 correct answer
A.
Push
B.
Visionary
C.
Pull
D.
Collaborative

Quiz

5/10
Which of the following are variable costs?
Select the answer
1 correct answer
A.
Rent
B.
Loan repayments
C.
Insurance
D.
Packaging

Quiz

6/10
For a commercial negotiation to be effective, the organisation has to identify resources required for
negotiation. Which one of the following could help?
Select the answer
1 correct answer
A.
Involve a larger team than the other party
B.
Involve an appropriate cross-functional team
C.
Involve a team of only senior managers
D.
Involve a location-based team only

Quiz

7/10
What are the potential sources of conflict between the buyer and supplier? Select TWO that apply.
Select the answer
2 correct answers
A.
Persistent late payment of the supplier’s invoices
B.
Unequal sharing of gains, risks, and costs with the supplier
C.
Requesting early supplier involvement
D.
Planning scheduled visits to the supplier site
E.
Scheduling agreed supplier delivery dates

Quiz

8/10
A procurement professional is dissatisfied with how a recent negotiation was concluded. What could
they do to improve their negotiation approach?
Seek feedback from the supplier on their recent performance
Prepare for all negotiations with a WIN/LOSE (distributive) approach
Involve lots of people in future negotiations
Undertake reflective practice after each negotiation
Select the answer
1 correct answer
A.
1 and 3
B.
2 and 3
C.
1 and 4
D.
3 and 4

Quiz

9/10
Maria has adopted an adversarial style relationship with her stationery supplier. This relationship
style can be characterised by which of the following? Select the TWO that apply.
Select the answer
2 correct answers
A.
Minimal sharing of information
B.
Requirement to exceed expectations
C.
Degree of mutual commitment
D.
Use of power to seek the best possible deal
E.
Requirement to secure quality of supply

Quiz

10/10
Which of the following stages of the CIPS Procurement Cycle are typically where commercial
negotiations take place?
Contract management and improvement
Develop tender documentation
Market sector analysis
Contract award and implementation
Select the answer
1 correct answer
A.
1 and 4
B.
1 and 3
C.
3 and 4
D.
2 and 3
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Info quiz:

  • Quiz name:L4M5: CIPS Commercial Negotiation
  • Total number of questions:395
  • Number of questions for the test:50
  • Pass score:80%

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