L4M5熱門認證 & L4M5考古题推薦
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CIPS L4M5（商業談判）認證考試是一項專業資格，旨在測試商業談判領域的個人知識和技能。該認證考試由特許採購與供應研究所（CIPS）提供，該研究所是一個全球組織，為採購和供應鏈專業人員提供培訓和開發機會。
L4M5考古题推薦 - L4M5指南
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最新的 CIPS Level 4 Diploma in Procurement and Supply L4M5 免費考試真題 (Q88-Q93):
問題 #88
Which type of question should be used to receive affirmation on statement?
答案：B
解題說明：
Different questioning styles can be used to elicit desired responses:
Text Description automatically generated
問題 #89
Which characteristics are likely to feature within an integrative negotiation?
* Maximising the other party's outcome to enhance relationships
* Maximising joint outcomes
* Short-term focus
* Pursuit of goals held jointly with the other party
答案：B
解題說明：
Integrative negotiation emphasises maximising joint outcomes and pursuing shared goals, moving beyond narrow self-interest. Unlike distributive negotiations, it does not focus on short-term wins or zero-sum positions. Instead, integrative strategies build sustainable value and strengthen partnerships. Maximising the other party's outcome alone is more accommodative than integrative. Therefore, true integrative practice balances both parties' interests for long-term gain.
Reference: CIPS L4M5 (2nd ed.), LO 1.1 - Features of integrative negotiation.
問題 #90
Which of the following are most likely to be sources of conflict that can emerge from the process of commercial negotiations? Select TWO that apply.
答案：A,D
解題說明：
:
There are multiple sources of divergent positions that can arise in situations where money is exchange for goods and services. There are 2 different types of sources. Those that arise from the content or subject matter of the negotiation (what is being negotiated) and those that arise from the process of negotiation (how it is being negotiated).
Sources of divergent positions - the process of negotiation:
Table Description automatically generated
Line of best fits is the line that goes approximately through the middle of the data points with an equal number of data points above and below it. Line of best fits is a method of calculating medium value in statistics.
Standard terms and conditions are basic terms and conditions of business governing transactions that do not have a definitive contract, usually designed to be included in form documents such as orders. While there may be conflicts regarding standard terms and conditions, they are about the content of negotiation, not the process.
Type of purchase: when buying organisation makes an decision to purchase an item, a buyer is faced with three possible scenarios. The item to be bought could be a straight re-buy, a modified re-buy or a new purchase. Decision on type of purchase is purely an internal decision.
問題 #91
Professional buyer is planning for the next negotiation of a simple one-off contract. This negotiation is typified by which of the following? Select TWO that apply.
答案：A,E
解題說明：
:
Professional buyers, when planning or engaging in negotiation with suppliers, should always be aware of where the intended and actual relationship with this supplier is positioned on the 'spectrum' or 'continuum' of commercial relationships. The relationship spectrum describes the range of commercial relationships between a buyer and supplier based on richness of communication, longevity and mutual dependence.
Timeline Description automatically generated
In the question, the contract is simple one-off (or spot buy), which means the relationship will likely to be more transactional. In such relationship, price is the most important criteria and buyer may adopt arm's-length approach.
問題 #92
When is the best time to adopt accommodating style according to Thomas-Kilmann conflict mode instrument?
答案：B
解題說明：
Explanation
According to Thomas-Kilmann conflict model instrument, there are 5 conflict management styles:
Accommodating is an unassertive andcooperative approach to resolving the conflict. Accommodating means conceding to the other party with little debate or fight, not challenging or strongly putting forward your own point of view and generally giving and yielding to the other party's point of view. Accommodating is best used when:
1. When others can resolve the conflict more effectively
2. When the issue is much more important to the other person than to yourself - to satisfy the needs of others and to show you are reasonable
3. To build upsocial credit for later issues which are important to you
4. When continued competition would only damage your cause
5. When preserving harmony and avoiding disruption are especially important
6. To aid in the managerial development of subordinates by allowing them to experiment and learn from their own mistakes LO 1, AC 1.1
問題 #93
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L4M5熱門認證：Commercial Negotiation壹次通過考試，CIPS L4M5
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