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CIPS L4M5 real answers - Commercial Negotiation

L4M5
  • Exam Code: L4M5
  • Exam Name: Commercial Negotiation
  • Updated: Oct 18, 2025
  • Q & A: 373 Questions and Answers
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CIPS L4M5 Exam Syllabus Topics:

TopicDetails
Topic 1
  • Macroeconomics and its influence on commercial negotiations
  • Contrast the economic factors that impact on commercial negotiations
Topic 2
  • How purchasers can improve leverage with suppliers
  • The importance of power in commercial negotiations
Topic 3
  • Team management and the influence of stakeholdebest alternative to a negotiated agreement (BATNA)rs in negotiations
  • Definitions of commercial negotiation
Topic 4
  • Understand key approaches in the negotiation of commercial agreements with external organisations
  • Sources of conflict that can arise in the work of procurement and supply
Topic 5
  • Costing methods such as absorption, marginal or variable and activity-based costing
  • Know how to prepare for negotiations with external organisations
Topic 6
  • Analyse how to assess the process and outcomes of negotiations to inform future practice
  • Protecting relationships after the negotiation
Topic 7
  • Identify the different types of relationships that impact on commercial negotiations
  • Pragmatic and principled styles of negotiation

Reference: https://www.cips.org/learn/qualifications/diploma-in-procurement-and-supply/commercial-negotiation-l4m5/

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