Free CIPS L4M5 Exam Questions

Become CIPS Certified with updated L4M5 exam questions and correct answers

Page: 1 / 72

Total 358 Questions | Updated On: Jan 13, 2026

Add To Cart

Question 1

A procurement professional is dissatisfied with how a recent negotiation was concluded. What could they doto improve their negotiation approach?Seek feedback from the supplier on their recent performancePrepare for all negotiations with a WIN/LOSE (distributive) approachInvolve lots of people in future negotiationsUndertake reflective practice after each negotiation

A : 1 and 3

B : 2 and 3

C : 1 and 4

D : 3 and 4

Answer: C

Question 2

A new manager has been appointed with responsibility for an organisation's category which has major impact on organisational cost base and there are little competitions in the supply market. They have an objective to improve supplier cost structures over time. Which of the following should they carry out first?

A : Purchase price cost analysis

B : Competitive rivalry analysis

C : Volume concentration

D : STEEPLE analysis

Answer: A

Question 3

Any commercial negotiation process has only three potential stakeholders: procurement, the budget holders, and the users. Is this TRUE?

A : Yes, and the budget holder is the most important one because of the finances involved

B : Yes, the role of procurement is to ensure that the technical specifications are fit for purpose

C : No, only procurement, the user, and suppliers have an interest in the products negotiated

D : No, other stakeholders, such as directors, and IT might also be interested in the negotiation outcomes

Answer: D

Question 4

Which of the following are examples of variable costs?Building and site rent Annual insurance premiumRaw materials expenditureDelivery costs for materials

A : 1 and 3

B : 2 and 3

C : 1 and 4

D : 3 and 4

Answer: D

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

Page: 1 / 72

Total 358 Questions | Updated On: Jan 13, 2026

Add To Cart