Exam Code: L4M5
Exam Name: Commercial Negotiation
Certification Provider: CIPS
Corresponding Certification: CIPS Level 4 Diploma in Procurement and Supply

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CIPS L4M5 Exam Syllabus Topics:

Topic	Details
Topic 1	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 2	Organisational power: comparing the relative power of purchasers and suppliers Explain how the balance of power in commercial negotiations can affect outcomes
Topic 3	Identify the different types of relationships that impact on commercial negotiations Pragmatic and principled styles of negotiation
Topic 4	Analyse the application of commercial negotiations in the work of procurement and supply Negotiation in relation to the stages of the sourcing process
Topic 5	Building relationships based on reputation, and trust Repairing a relationship The relationship spectrum
Topic 6	How behaviours should change during the different stages of a negotiation Compare the key communication skills that help achieve desired outcomes
Topic 7	Macroeconomics and its influence on commercial negotiations Contrast the economic factors that impact on commercial negotiations
Topic 8	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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