L4M5試験の準備方法｜最新のL4M5トレーニング費用試験｜ユニークなCommercial Negotiation受験体験

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Chartered Institute of Procurement and Supply（CIPS）L4M5試験は、調達とサプライチェーン管理分野で働く専門家のための、難しいかつ高度な認定試験の1つです。L4M5は、調達の専門家が習得すべき重要なスキルである商業交渉としても知られています。この試験は、商業取引を効果的に交渉するために必要な高度な技術と知識を提供することに焦点を当てています。このテストは、さまざまな交渉技術を習得し、それを実際の調達シナリオに適用する能力を候補者に高めることを中心にしています。

CIPS L4M5認定試験は、個人が商業交渉の知識とスキルを向上させる絶好の機会です。あなたがあなたのキャリアを前進させようとしているか、単にあなたの交渉能力を改善しようとしているかどうかにかかわらず、この認定試験はあなたが成功するために必要なツールと知識を提供することができます。

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CIPS Commercial Negotiation 認定 L4M5 試験問題 (Q242-Q247):

質問 # 242
According French and Raven's base model, which of the following are sources of personal power that can be used in commercial negotiation? Select THREE that apply.

A. Purchasing spend power
B. Competitive power
C. Trademark power
D. Legitimate power
E. Coercive power
F. Expert power

正解：D、E、F

解説：
A useful model of personal power that has survived the test of time and provide a simple way to analyse negotiation in French and Raven's Power Base Model, which describes six bases of power:

質問 # 243
Jessica Taylor, a senior buyer, is reflecting on her most recent negotiation. She has been asked by her manager to create a written record of performance. Which of the following should Jessica include in this negotiation performance report? Select THREE that apply:

A. Other suppliers that could have been used
B. Evaluation of the negotiator's performance
C. A comparison of actual versus set objectives
D. Travel expenses to attend the meeting
E. A checklist of for future
F. A detailed pricing structure

正解：B、C、F

質問 # 244
Which of the following occur within the planning and preparation stage in a negotiation process? Select THREE that apply.

A. Using questions to elicit information
B. Understanding the other party
C. Making as few concessions as possible
D. Narrowing the range of solutions
E. Defining the constituents
F. Analyse the bargaining power

正解：B、E、F

解説：
In the planning and preparation stage of negotiation, it is essential to build a strong foundation by understanding various factors that influence the negotiation outcome. According to CIPS resources, critical aspects of preparation include:
Understanding the other party (A): This helps in anticipating their needs, objectives, and potential negotiation styles, leading to more strategic discussions.
Defining the constituents (B): This involves identifying all stakeholders or parties impacted by the negotiation, ensuring their interests are considered when planning the negotiation strategy.
Analyzing the bargaining power (F): Understanding the relative power each party brings to the negotiation helps in setting realistic goals and predicting possible negotiation dynamics.
These elements are foundational in ensuring a well-rounded approach and enabling both parties to enter negotiations with clarity and strategy, enhancing the potential for a positive outcome.

質問 # 245
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?

A. Collaborating
B. Compromising
C. Avoiding
D. Competing

正解：D

解説：
:
According to Thomas-Kilmann conflict model instrument, there are 5 conflict management styles:
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In this scenario, the buyer's bargaining power is stronger than suppliers', and the relationship is transactional.
Therefore, to get the most preferable outcome, the procurement professional can take an assertive approach, while he doesn't need to co-operate closely with these suppliers. Competing will be the most appropriate approach to negotiation in this scenario so that the buying organisation can get a better deal.

質問 # 246
Which of the following is a disadvantage of absorption costing method?

A. Limited understanding of true costs incurred
B. Fixed cost allocated to products on the basis of the cost of activities used in producing them
C. Variable costs are not taken into product final costs
D. Using marginal cost of producing addition units

正解：A

解説：
:
Absorption costing is an approach to allocating overheads in which indirect costs are loaded or absorbed into direct costs related to specific jobs, processes or outputs, using an estimated basis of allocation.
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質問 # 247
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