CIPS L4M5

Exam Code: L4M5

Exam Name: Commercial Negotiation

Updated: Aug 15, 2026

Q & A: 387 Questions and Answers

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CIPS L4M5 Exam Syllabus Topics:

Topic	Details
Topic 1	Organisational power: comparing the relative power of purchasers and suppliers Explain how the balance of power in commercial negotiations can affect outcomes
Topic 2	Costing methods such as absorption, marginal or variable and activity-based costing Know how to prepare for negotiations with external organisations
Topic 3	Team management and the influence of stakeholdebest alternative to a negotiated agreement (BATNA)rs in negotiations Definitions of commercial negotiation
Topic 4	How behaviours should change during the different stages of a negotiation Compare the key communication skills that help achieve desired outcomes
Topic 5	Analyse how to assess the process and outcomes of negotiations to inform future practice Protecting relationships after the negotiation
Topic 6	Identify the different types of relationships that impact on commercial negotiations Pragmatic and principled styles of negotiation
Topic 7	Setting targets and creating a Collaborative win-win integrative approaches to negotiations

Reference: https://www.cips.org/learn/qualifications/diploma-in-procurement-and-supply/commercial-negotiation-l4m5/

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