Free CIPS L4M5 Exam Dumps Questions & Answers

A procurement professional is negotiating with a supplier on cleaning service. She realises that there are huge cost-saving opportunities if the supplier agrees to reduce its mark-up and unnecessary employee benefits.
Supplier's mark-up and employee benefits are examples of which of the following?

• A.Spend cube
• B.Spend tree
• C.Spend waterfall
• D.Addressable spend

A negotiation is coming to the end. Both parties haven't had any official commitments. Right before leaving the room, the buyer strongly disagrees with supplier's set up prices and requests a discount. The supplier doesn't reply but nods and smiles. Can the buyer consider these actions as an acceptance?

• A.Yes, because smiling shows supplier's readiness in signing the deal off
• B.No, because nodding and smiling are etiquette of polite rejection
• C.No, because nodding and smiling are not clear signs of neither acceptance nor rejection
• D.Yes, because negotiator should rely on non-verbal communications only

Where there are high levels of commitment to relationships between both the buyer and supplier, this is seen as collaborative and beneficial to negotiations. Is this statement correct?

• A.Yes, characteristics include arm's length transactions and minimal communication
• B.No, collaboration does not require commitments from either side
• C.No, this can be classified as adversarial
• D.Yes, characteristics include risk management and strategic planning

End users are the only stakeholders that are involved in the preparation of a negotiation. Is this statement true?

• A.No, because budget holders also play an important role
• B.No, because end-users are external stakeholders
• C.Yes, because only end-users understand their demand
• D.Yes, because end-users have greater expert power

Jessica Taylor, a senior buyer, is asked to create a written performance report after her latest negotiation.
Which of the following should she include? Select THREE.

• A.A checklist of points learned for the future
• B.Other suppliers that could have been used
• C.Travel expenses to attend the meeting
• D.A detailed pricing structure
• E.A comparison of actual versus set objectives
• F.Evaluation of the negotiator's performance