Free CIPS L4M5 Exam Questions

Become CIPS Certified with updated L4M5 exam questions and correct answers

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Total 321 Questions | Updated On: Jul 21, 2025

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Question 1

A purchasing manager is having a negotiation with a supplier to extend the duration of the contract. In orderto persuade the supplier to cut the cost by 10%, she promises to shorten the payment period from45 days to 30 days for each delivery. The supplier's representative does not agree the offer and clearly statesthat his proposed price is already lower than the market price. The purchasing manager hasused which type of power?

A : Reward

B : Expertise

C : Coercive

D : Informational

Answer: A

Question 2

Which of the following tactics would be appropriate in an integrative negotiation?

A : Lowball/Highball

B : Take it or leave it

C : Expanding the Pie

D : Mother Hubbard

Answer: C

Question 3

Which of the following should be done by the procurement team at the closing stage of a negotiation? Select TWO that apply.

A : Gloat publicly about the deal

B : Seek agreement in principle if TOP does not have the final authority

C : Tell TOP that they could have got a better deal

D : Accept ambiguity or uncertainty

E : Leave the meeting as soon as possible

Answer: B,E

Question 4

Which of the following may help the procurement professional increase expert power in commercial negotiation? Select TWO that apply.

A : Personality

B : Official positions

C : Insights

D : Ability to compensation

E : Expertise knowledge

Answer: C,E

Question 5

Listening is a key activity in any negotiation. Which of the following are characteristics of effective listeners?

A : 2 and 4 only (Persuading and Offering immediate solutions)

B : 1 and 2 only (Showing empathy and Persuading)

C : 1 and 3 only (Showing empathy and Paraphrasing)

D : 3 and 4 only (Paraphrasing and Offering immediate solutions)

Answer: C

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Total 321 Questions | Updated On: Jul 21, 2025

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