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CIPS L4M5 Exam Syllabus Topics:
| Topic | Details |
|---|
| Topic 1 | - Setting objectives and defining the variables for a commercial negotiation
- Use of telephone, teleconferencing or web-based meetings
|
| Topic 2 | - Understand key approaches in the negotiation of commercial agreements with external organisations
- Sources of conflict that can arise in the work of procurement and supply
|
| Topic 3 | - Macroeconomics and its influence on commercial negotiations
- Contrast the economic factors that impact on commercial negotiations
|
| Topic 4 | - How purchasers can improve leverage with suppliers
- The importance of power in commercial negotiations
|
| Topic 5 | - Team management and the influence of stakeholdebest alternative to a negotiated agreement (BATNA)rs in negotiations
- Definitions of commercial negotiation
|
| Topic 6 | - Analyse the application of commercial negotiations in the work of procurement and supply
- Negotiation in relation to the stages of the sourcing process
|
| Topic 7 | - Building relationships based on reputation, and trust
- Repairing a relationship
- The relationship spectrum
|
| Topic 8 | - Identify the different types of relationships that impact on commercial negotiations
- Pragmatic and principled styles of negotiation
|
| Topic 9 | - Costing methods such as absorption, marginal or variable and activity-based costing
- Know how to prepare for negotiations with external organisations
|
| Topic 10 | - Setting targets and creating a
- Collaborative win-win integrative approaches to negotiations
|
| Topic 11 | - How behaviours should change during the different stages of a negotiation
- Compare the key communication skills that help achieve desired outcomes
|
| Topic 12 | - Differentiate between the types of approaches that can be pursued in commercial negotiations
- Distributive win-lose, distributive approaches to negotiation
|
Reference: https://www.cips.org/learn/qualifications/diploma-in-procurement-and-supply/commercial-negotiation-l4m5/
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