Free CIPS L4M5 Exam Questions

Become CIPS Certified with updated L4M5 exam questions and correct answers

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Total 386 Questions | Updated On: May 22, 2026

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Question 1

During a negotiation, a procurement manager suggests that the two companies should split the difference which would benefit both the supplier and buyer. Which persuasion method is she using?

A : Compromise

B : Threat

C : Good cop/bad cop

D : Logic

Answer: A

Question 2

The procurement manager of a private healthcare provider is running an IT project. Who would be thestakeholders?General publicPharmaceutical suppliersSenior ManagementSoftware support developers

A : 2 and 4 only

B : 1 and 3 only

C : 1 and 2 only

D : 3 and 4 only

Answer: D

Question 3

Which of the following are internal factors when a supplier is making its pricing decision?

A : 1 and 2 only (Price elasticity of demand and Environmental legislation)

B : 1 and 4 only (Price elasticity of demand and The stage in the product life cycle)

C : 2 and 3 only (Environmental legislation and Risk management)

D : 3 and 4 only (Risk management and The stage in the product life cycle)

Answer: D

Question 4

The stages of commercial negotiation involve which of the following characteristics?

A : Preparation, proposal, bargain, leave

B : Open, testing, bargaining, closing, revisiting

C : Preparing, opening, bargaining, agreement, closure

D : Opening, debating, promising, testing, disagreeing, closing

Answer: C

Question 5

What is the most likely outcome when two organisations with adversarial relationship negotiate with each other?

A : Deadlocked

B : Lose lose

C : Win lose

D : Win win

Answer: C

Page: 1 / 78

Total 386 Questions | Updated On: May 22, 2026

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