CIPS L4M5 Real Exam Questions and Answers FREE [Q16-Q39]

NO.16 Distributive approach in negotiation is typified by which of the following?

NO.17 There are no commitments in hypothetical questions. Is this statement true?

NO.18 XYZ Ltd needs to purchase a bundle of IT products from suppliers. The procurement manager requests details of costs regarding designing and managing those products. After receiving reports from suppliers, she realises that they have charged up to a 1,095% mark-up on IT products. In order to ensure value for money, which of the following should be a priority pricing arrangement of the procurement manager in the negotiation with these IT suppliers?

NO.19 Which of the following are most likely to be characteristics of a perfectly competitive market? Select TWO that apply

NO.20 Which of the following will help to indicate personality preferences in four dimensions?

NO.21 Where can we find the data on macroeconomics?
1. From trade journal
2. From supplier’s marketing catalogue
3. From stock exchange market
4. From government’s statistics

NO.22 Which type of question should be used to receive affirmation on statement?

NO.23 Which of the following are common forms of collaborating approach in Thomas-Kilmann conflict resolution model? Select THREE that apply.

NO.24 Can a party gain huge advantages innegotiation from setting room layout?

NO.25 Which of the following are hardball tactics in negotiations? Select TWO that apply.

NO.26 Which of the following is the true statement?

NO.27 Which of the following are typical characteristics of activity-based costing (ABC) method? Select TWO that apply.

NO.28 A purchasing manager is having a negotiation with a supplier to extend the duration of the contract. In order topersuade the supplier to cut the cost by 10%, she promises to shorten the payment period from
45 days to 30 days for each delivery. The supplier’s representative does not agree the offer and clearly states that his proposed price is already lower than the market price. The purchasing manager has used which type of power?

NO.29 To buying organisation, savings can be achieved from different saving levers or tactics. Which of the following are means that deliver savings through optimising specifications?

NO.30 Which of the following can help both parties to break the vicious cycle of blame when a relationship needs repairing? Select TWO that apply.

NO.31 Which of the following is the process enabling the buyer to sharewith the supplier their purposes and needs to focus on some specific areas such as quality, cost, social and environmental standards, etc in the supplier’s bids?

NO.32 At which stage in a negotiation would questions be asked to obtain missing information?

NO.33 XYZ Ltd is importing goods from overseas. They prefer to pay theirsupplier in their own currency. Which of the following is a true statement?

NO.34 Which of the following are macroeconomic factors that may have influence to the commercial negotiation?
Select TWO that apply

NO.35 JCB is a large manufacturer of heavy machinery. The CPO is going to a negotiation with a Chinese supplier about procuring some major components. He is wondering about balance of power in the negotiation. Which of the following micro factors are most likely to shift the balance of power towards the buying organisation in this commercial negotiation? Select TWO that apply

NO.36 According to Dr. Mari Sako, which of the following is potentially the weakest trust to be built?

NO.37 Which of the following is most likely a consequence of falling interest rate?

NO.38 Information generated through Purchase Price Cost Analysis can be useful to the purchaser, by helping to identify which of the following costs relating to the supplier? Select the THREE that apply.

NO.39 Which of the following may help the procurement professional increase expert power in commercial negotiation? Select TWO that apply.