2026 Realistic L4M5 Dumps are Available for Instant Access [Q91-Q108]

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2026 Realistic L4M5 Dumps are Available for Instant Access

Download Exam L4M5 Practice Test Questions with 100% Verified Answers

CIPS L4M5 (Commercial Negotiation) Exam is an important exam for procurement professionals looking to enhance their negotiation skills. L4M5 exam is designed to assess the candidate’s competency in commercial negotiation, which is a crucial skill for procurement professionals in today’s business environment. L4M5 exam covers a wide range of topics related to commercial negotiation, such as planning, preparation, communication, and problem-solving.

NEW QUESTION 91
A negotiation is coming to the end. Both parties haven’t had any official commitments. Right before leaving the room, the buyer strongly disagrees with supplier’s set up prices and requests a discount. The supplier doesn’t reply but nods and smiles. Can the buyer consider these actions as an acceptance?

Yes, because smiling shows supplier’s readiness in signing the deal off

No, because nodding and smiling are etiquette of polite rejection

No, because nodding and smiling are not clear signs of neither acceptance nor rejection

Yes, because negotiator should rely on non-verbal communications only

NEW QUESTION 92
If the price of a good is above the equilibrium price, which of the following will happen?

The quantity demanded is equal to the quantity supplied and the price remains unchanged

There is a shortage (i.e. an excess demand) and the price will fall

There is a surplus (i.e. an excess supply) and the price will rise

There is a surplus (i.e. an excess supply) and the price will fall

NEW QUESTION 93
Active listening in negotiation includes which of the following activities?
1. Hearing
2. Interpreting
3. Rapport
4. Influence

3 and 4 only

1 and 3 only

1 and 2 only

2 and 3 only

NEW QUESTION 94
Which of the following should be done when undertaking a reflection activity on negotiation? Select TWO that apply.

Identify areas in your skill set where you need to improve

Gloss over areas where you need to improve your skills or performance

Be overly modest about your contribution to the outcomes of negotiation

Use generalised or ambiguous language when describing your strengths and development areas

Be honest and objective about your skills

NEW QUESTION 95
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

NEW QUESTION 96
Which of the following best describes Leverage quadrant in Kraljic matrix?

Low risk, high importance

High value, high complex

Low risk, low importance

High complex, low importance

NEW QUESTION 97
A competitive win-lose distributive approach to a negotiation is seeking to:

Foster collaboration and trust between the parties to enable joint problem solving

Obtain the largest possible share of resources or benefits at the expense of the other party

Maximise joint gains for both parties so that resources and benefits are equally shared

Compromise and split the difference so that both parties do not get what they want

NEW QUESTION 98
Which of the following best describes Leverage quadrant in Kraljic matrix?

Low risk, high importance

High value, high complex

Low risk, low importance

High complex, low importance

NEW QUESTION 99
According to Mendelow’s Matrix, how should stakeholders with high interest but low power be managed?

Minimal effort

Key player

Keep informed

Keep satisfied

NEW QUESTION 100
Which type of question is most effective for checking facts in negotiation?

Leading

Hypothetical

Open

Closed

NEW QUESTION 101
Which of the following are most likely to turn buying organisation into an unattractive customer in supplier’s perspective? Select TWO that apply.

Demands for kickback

Reduced paperwork in procurement processes

Adopting clear and concise CSR policies

Unclear tender award criteria

Using SRM technology

NEW QUESTION 102
Jane is planning for a forthcoming negotiation with a key supplier. She has learned what are important to the supplier and what are important to her company from previous contracts between them. In order to avoid negotiation deadlocks, she has set up several concession plans. But Jane has little experience in dealing with suppliers and doesn’t know when to trade these concessions. When is the best time in a negotiation to trade concessions?

In the testing phase

In the proposing phase

At bargaining stage

At opening stage

NEW QUESTION 103
A procurement manager is about to lead an important negotiation with a new IT supplier and has insisted the first meeting takes place at the buying organisation’s office. Will this give one party an advantage?

Yes-the buyer, as the supplier is unfamiliar with the premises and may be less confident

No-location is not important and does not impact leverage for either party

Yes-the supplier, as they can take time away from their usual workplace

No-the costs, time, and resource spent in attending by both parties will be equal

NEW QUESTION 104
A supplier can produce a product for $160 and sells it for $240, making $80 profit. What is the mark-up profit percentage?

50%

33%

67%

159%

NEW QUESTION 105
Which of the following are most likely to be sources of conflict that can emerge from the content of commercial negotiations? Select TWO that apply.

Framework arrangement

Payment terms

Contract governing law

Requisition

Cultural differences

NEW QUESTION 106
One difference between perfect competition and monopolistic competition is that…?

In perfect competition, firms produce slightly differentiated products

A perfectly competitive industry has fewer firms.

Monopolistic competition has no barriers to entry

Firms in monopolistic competition face a downward-sloping demand curve

NEW QUESTION 107
An organisation is developing the specification for a capital purchase project. An important stakeholder has doubt on the draft specification. The buyer invites him to the product function meetings. In these meeting the attendees can raise their concerns, the specification development team takes in all the concerns and adjusts the specification accordingly. What kind of technique is the specification development team using?

Directive

Persuasive reasoning

Coalition

Visionary

NEW QUESTION 108
A procurement professional is sourcing low value items. He conducts market analysis and realise that these items can be provided by many suppliers and switching cost between suppliers is relatively low. He also assume that the relationship between buyer and supplier will be transactional rather than long-term.
According to Thomas-Kilmann conflict model instrument, which of the following is the most appropriate style that the procurement professional should adopt when negotiating with these suppliers?

Avoiding

Compromising

Competing

Collaborating