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CIPS Commercial Negotiation - L4M5 real prep

L4M5
  • Exam Code: L4M5
  • Exam Name: Commercial Negotiation
  • Updated: Oct 19, 2024
  • Q & A: 165 Questions and Answers
  • PDF Version

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  • PDF Price: $59.98
  • CIPS L4M5 Value Pack

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  • PDF Version + PC Test Engine + Online Test Engine (free)
  • Value Pack Total: $79.98

About CIPS L4M5: Commercial Negotiation

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CIPS L4M5 Exam Syllabus Topics:

TopicDetails
Topic 1
  • How behaviours should change during the different stages of a negotiation
  • Compare the key communication skills that help achieve desired outcomes
Topic 2
  • Differentiate between the types of approaches that can be pursued in commercial negotiations
  • Distributive win-lose, distributive approaches to negotiation
Topic 3
  • Identify the different types of relationships that impact on commercial negotiations
  • Pragmatic and principled styles of negotiation
Topic 4
  • Costing methods such as absorption, marginal or variable and activity based costing
  • Know how to prepare for negotiations with external organisations
Topic 5
  • Building relationships based on reputation, and trust
  • Repairing a relationship
  • The relationship spectrum
Topic 6
  • Analyse the application of commercial negotiations in the work of procurement and supply
  • Negotiation in relation to the stages of the sourcing process
Topic 7
  • Macroeconomics and its influence on commercial negotiations
  • Contrast the economic factors that impact on commercial negotiations
Topic 8
  • Setting targets and creating a best alternative to a negotiated agreement (BATNA)
  • Collaborative win-win integrative approaches to negotiations

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

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