Free CIPS L4M5 Exam Dumps Questions & Answers

An adversarial style of negotiation is appropriate when the buyer has greater bargaining power. In what other situation may the buyer adopt this style?

• A.When the supplier is a monopolist and holds most of the power
• B.In a market where buyers compete for fewer supply sources
• C.In a market full of alternative sources and substitute products
• D.Where there is a single sourcing strategy with one supplier retained

Which of the following is the true statement?

• A.All connected stakeholders have a low level of impact on procurement negotiations
• B.External stakeholders such as suppliers can largely influence an organisation's procurement negotiations
• C.Internal stakeholder support will be important for both negotiation and contract performance
• D.Commercial negotiation objectives should be driven by just the instincts of procurement

Which of the following are characteristics of the pull approach?
Aimed at securing compliance, often against resistance
Influencers are fully aware of the process, which is overt
Persuasion or interpersonal influence
Can secure commitment if influencers accept the viewpoint as fitting their goals

• A.3 and 4 only
• B.1 and 2 only
• C.1 and 3 only
• D.2 and 3 only

Which of the following is a key element to developing high-trust supplier relationships?

• A.Supplier audits
• B.Information gathering
• C.Delivering on commitments
• D.Contract management

Should a buyer use closed questions in a negotiation?

• A.No, supplier will consider closed questions as provocation
• B.Yes, because closed questions help to reconfirm certain facts
• C.No, the buyer should maximise the use of open questions
• D.Yes, because they urge the supplier to provide more :