CIPS Diploma L4M5 Commercial Negotiation Practice Questions

Test your knowledge of The Chartered Institute of Procurement and Supply L4M5 Commercial Negotiation course with this selection of original and challenging exam-style questions. These test questions are based on the official CIPS study guide, but more importantly, the tests are based entirely on the official Learning Outcomes of the syllabus for this subject.

As well as have been involved with CIPS for nearly forty years (and having been Chief Examiner there), I have, since 1992, been delivering face-to-face commercial negotiation courses worldwide. Negotiation is one of my favourite subjects to teach; perhaps I should say it is my favourite classroom topic.

This CIPS Diploma course covers all the key ingredients of a good negotiation course, and my questions are designed to ensure you understand the fascinating and complex field of commercial negotiations.

Which phase of negotiation is the most important?

Does the layout of a negotiating room make any difference to the outcome of a negotiation?

What does negotiation have to do with apple pies? What does it have to do with oranges?

Do you know your ‘push’ from your ‘pull’?

Do you know your suppliers mark-up? What the difference between a mark-up and a margin?

Is there a difference between influencing and persuasion?

Do you know your BATNA from your fall-back?

Do you know your Fisher from your Ury; your ‘position’ from your ‘interest’?

Etc.

Well, my position is that it might be in your interest to sign up for these tests.

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