[Aug-2026] 100% Actual L4M5 dumps Q&As with Explanations Verified & Correct Answers [Q189-Q204]

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[Aug-2026] 100% Actual L4M5 dumps Q&As with Explanations Verified & Correct Answers

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QUESTION 189
Under EU public procurement directives, which of the following are procedures in which there is no commercial negotiation allowed?

Innovation Partnerships

Open Procedure

Restricted Procedure

Competitive Dialogue

Competitive Procedure with Negotiation

QUESTION 190
‘What specific tests do you carry out to ensure quality is achieved?’ This is an example of which type of negotiation question?

Leading

Probing

Reflective

Closed

QUESTION 191
Which of the following are most likely to be fundamentals of Fisher & Ury’s principled negotiation?
1. Depersonalise the argument
2. Focus on positions
3. Generate creative options
4. Using subjective criteria

2 and 3 only

2 and 4 only

1 and 3 only

1 and 4 only

QUESTION 192
Logibox Ltd is releasing a new range of stackable storage boxes. It has adopted a pricing strategy that aims to sell at a price the consumer is prepared to pay.
Which of the following is it using?

Skimming pricing

Penetration pricing

Market pricing

Premium pricing

QUESTION 193
End users are the only stakeholders that are involved in the preparation of a negotiation. Is this statement true?

Yes, because end-users have greaterexpert power

Yes, because only end-users understand their demand

No, because end-users are external stakeholders

No, because budget holders also play an important role

QUESTION 194
Which of the following is the first step in the development of negotiation strategies?

Determining your BATNA

Developing scenarios around possible options

Recognising TOP’s needs and wants

Defining overarching objectives

QUESTION 195
A buying organisation with a low spend but the reputation for paying on-time. In order to increase buyer’s leverage in negotiation with suppliers, which of the following should be a priority of this buyer?

Unclear tender award criteria

Volume separation

Spend concentration

Unavailable technical support

QUESTION 196
Which of the following are recognised techniques in contract negotiation? Select THREE that apply.

Framing and reframing

Ratification

Pacing and leading

Validation

Role ethics

Anchoring

QUESTION 197
According to Fiona Dent and Mike Brent, which of the following are characteristics of Push approach? Select TWO that apply.

Inspirational

Persuasion

Collaborative

Seeking commitment

Directive

According to the book ‘Influencing: Skills and techniques for business success’ by Fiona Dent and Mike Brent, there are two major influencing styles. Push tends to be directive. It tells, and is clear and resolute, but needs to be employed in situations where firmness is required because of difficulties that exist or weakness is evident.
Pull is more participatory and collaborative. It seeks to incorporate everyone’s perspective. It can appear wishy-washy if not skilfully employed. That approach should be followed which is most likely to secure commitment and not mere compliance.
The two divisions can be further divided into four style categories: directive; persuasive reasoning; collaborative – team oriented, people oriented to inspire them with a vision. The directive style relies on your expertise and reputation being respected by others, and where there really does seem to be one answer. It is “I” driven whereas persuasive reasoning is more “we” and issue driven. Directive styles can make the user appear as “a bull in a china shop”; persuasive reasoning can be portrayed as tough guy.
Collaborative influencing takes the “we” element further and seeks to mobilise everyone’s ideas in a journey of discovery. It may have the flavour of “I’m your best friend”, which may not go down too well. Visioning style is concerned to stir people’s emotions in support of achieving an objective. This last one has been used by demagogues to stir people’s hearts and minds for evil purposes as well as good.
A useful table offers the benefits, problems, words and body language associated with each style along with advice on when to use and when to avoid each. Cases and exercises illustrate these styles.
Empathy comes in for extended treatment with the definition of “standing in the other’s shoes”. This does not necessarily happen just intuitively, and therefore before a specific influencing effort there should bean intense effort to think about the other person or persons and to sense what it might feel like to be them – their hopes, fears, concerns, what turns them on, what turns them off, where are they coming from.

QUESTION 198
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

Buyers purchase in small volumes

Suppliers are more concentrated than buyer

Eruption of epidemic in supply market

JCB’s switching costs are low

These components are highly standardised

QUESTION 199
Cost and price analysis is very important for buyers when they are preparing for a negotiation with supplier.
Which of the following is a benefit of knowing supplier’s fixed costs?

The buyer would be able to know the right volume to reach break-even point

The buyer would be able to know the point at which the supplier would reject the offer

With the sole understanding of supplier’s fixed cost, the buyer would be able to know the volume at which supplier maximises their profit in short-run

The buyer would be able to get a comprehensive picture of supplier’s efficiency

QUESTION 200
Which of the following are elements of price negotiations? Select the TWO that apply.

Pricing arrangement

Sales tax payable

Terms of payment

Cash flow management

Administration costs

QUESTION 201
Which of the following are examples of variable costs?
Building and site rent
Annual insurance premium
Raw materials expenditure
Delivery costs for materials

1 and 3

2 and 3

1 and 4

3 and 4

QUESTION 202
Which of the following is the true statement?

External stakeholders such as suppliers can largely influence an organisation’s procurement negotiations

Internal stakeholder support will be important for both negotiation and contract performance

All connected stakeholders have a low level of impact on procurement negotiations

Commercial negotiation objectives should be driven by just the instincts of procurement

QUESTION 203
According to Professor Gavin Kennedy, in which of the following forms of dispute resolution, both parties will voluntarily exchange their ideas and beliefs?

Litigation

Persuasion

Negotiation

Gambling

QUESTION 204
Under EU public procurement directives, which of the following are procedures in which there is no commercial negotiation allowed?

Innovation Partnerships

Open Procedure

Restricted Procedure

Competitive Dialogue

Competitive Procedure with Negotiation

CIPS L4M5 exam covers a range of topics related to commercial negotiation, including the negotiation process, negotiation styles, tactics and strategies, communication, and relationship management. L4M5 exam is divided into two parts, with the first part consisting of a multiple-choice question paper and the second part being a case study-based assessment. L4M5 exam is designed to assess the candidate’s ability to apply their knowledge and skills to practical scenarios, as well as their understanding of the principles of commercial negotiation. Upon successful completion of the exam, candidates will receive a globally recognized certification that demonstrates their expertise in commercial negotiation.

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