FREQUENT L4M5 UPDATES | VALID L4M5 EXAM ANSWERS

Frequent L4M5 Updates | Valid L4M5 Exam Answers

Frequent L4M5 Updates | Valid L4M5 Exam Answers

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Tags: Frequent L4M5 Updates, Valid L4M5 Exam Answers, L4M5 Online Tests, L4M5 Real Question, Latest L4M5 Braindumps Sheet

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CIPS Commercial Negotiation Sample Questions (Q154-Q159):

NEW QUESTION # 154
When is the best time to adopt accommodating style according to Thomas-Kilmann conflict mode instrument?

  • A. When buyer and supplier have equal power but are strongly committed to mutually exclusive goals
  • B. When buyer needs to gather more information to gain more advantages in later negotiations
  • C. When preserving harmony and avoiding disruption with supplier are especially important
  • D. When both buyer and supplier want to find an integrative solution as their concerns are too important to be compromised

Answer: C

Explanation:
According to Thomas-Kilmann conflict model instrument, there are 5 conflict management styles:
Accommodating is an unassertive and cooperative approach to resolving the conflict. Accommodating means conceding to the other party with little debate or fight, not challenging or strongly putting forward your own point of view and generally giving and yielding to the other party's point of view. Accommodating is best used when:
1. When others can resolve the conflict more effectively
2. When the issue is much more important to the other person than to yourself - to satisfy the needs of others and to show you are reasonable
3. To build up social credit for later issues which are important to you
4. When continued competition would only damage your cause
5. When preserving harmony and avoiding disruption are especially important
6. To aid in the managerial development of subordinates by allowing them to experiment and learn from their own mistakes LO 1, AC 1.1


NEW QUESTION # 155
XYZ Ltd decides to go to market for a cleaning contract to service a number of offices. It knows that it will get a price which may, or may not, be better than the one it is currently paying. To gain leverage in the marketplace, the organisation decides to add other related services to the scope, such as gardening, security and maintenance, which increase the value of the contract. This is an example of which forms of spend consolidation?

  • A. Volume redistribution
  • B. Volume pooling
  • C. Purchasing consortia
  • D. Volume consolidation across categories

Answer: D

Explanation:
Buying organisation may increase its leverage with suppliers by concentrating spend. Supplier spend consolidation can take many forms as outlined below:
- Vendor base reduction: straightforward reduction of number of suppliers in any category
- Volume pooling: pooling cross organisational requirement until your order volume is high enough to attract new bidders/additional discounts
- Volume redistribution: making recommendations following spend analysis to move from one supplier to another
- Volume consolidation across categories: certain purchase requirements may be common across a number of categories. In the scenario, XYZ has combined different categories but closely related to office services into a larger contract so that they can increase their leverage.
- Standardisation and harmonisation of specifications: analysis of specifications and standards for a high spend purchased input, may show that there is a little difference between them and that the specification can be standardised or at least harmonised across the group or across national, regional or global operations.
- Forming purchasing consortia: buyers may decide to come together and combine their purchase volumes to attract better deals.
LO 1, AC 1.3


NEW QUESTION # 156
The activity of listening in a negotiation includes which of the following processes?
Hearing
Interpreting
Rapport
Influencing

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

Answer: B

Explanation:
Listening involves both hearing (1) and interpreting (2) the information shared by the other party. Effective listening is an active process that goes beyond simply hearing words; it involves interpreting meaning, understanding the speaker's intent, and responding accordingly. CIPS emphasizes these steps as part of effective communication in negotiations.


NEW QUESTION # 157
Lina Rawlins is a senior buyer working for a medical equipment company. Lina is in charge of the company's largest supplier account, Great Barrington Gas (GBG), a medical equipment supplier. Recently, GBG's performance has declined, leading to an increasing number of rejected items. Lina is aware of the seriousness of this and has asked GBG to attend an urgent meeting. In the meeting, Lina asked the GBG representative,
"Can you tell me exactly what you are doing to ensure quality?" What type of question is Lina asking?

  • A. Leading
  • B. Probing
  • C. Reflective
  • D. Hypothetical

Answer: B

Explanation:
Lina is asking a probing question to gather more detailed information on the actions GBG is taking to address quality issues. Probing questions are intended to delve deeper into a topic and elicit specific details, making them suitable for understanding underlying issues, as per CIPS's negotiation question types.


NEW QUESTION # 158
Under EU public procurement directives, which of the following are procedures in which there is no commercial negotiation allowed?

  • A. Competitive Dialogue
  • B. Competitive Procedure with Negotiation
  • C. Restricted Procedure
  • D. Open Procedure
  • E. Innovation Partnerships

Answer: C,D

Explanation:
Explanation
Under the European Union public procurement directives, all public sector bodies must abide by certain rules when they procure goods and services over a threshold value. Theserules are codified under 5 procurement procedures:
1. Open Procedure
2. Restricted Procedure
3. Competitive Dialogue
4. Competitive Procedure with Negotiation
5. Innovation Partnerships.
Under normal circumstances, there is no commercialnegotiation allowed under the two most commonly used procedure, Open and Restricted. Under these procedures, the prices and terms and conditions of contract should be decided via reference only to the tenderers' responses to the buyer's requests for tenders, and not through 'post-tender negotiation'. Under the other procedure, negotiation within the rules is permitted.
Interested learners can read more about these procedures here.
LO 1, AC 1.1


NEW QUESTION # 159
......

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