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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	Differentiate between the types of approaches that can be pursued in commercial negotiations Distributive win-lose, distributive approaches to negotiation
Topic 3	Building relationships based on reputation, and trust Repairing a relationship The relationship spectrum
Topic 4	Costing methods such as absorption, marginal or variable and activity-based costing Know how to prepare for negotiations with external organisations
Topic 5	Setting targets and creating a Collaborative win-win integrative approaches to negotiations
Topic 6	Team management and the influence of stakeholdebest alternative to a negotiated agreement (BATNA)rs in negotiations Definitions of commercial negotiation
Topic 7	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 8	Identify the different types of relationships that impact on commercial negotiations Pragmatic and principled styles of negotiation
Topic 9	Organisational power: comparing the relative power of purchasers and suppliers Explain how the balance of power in commercial negotiations can affect outcomes
Topic 10	How purchasers can improve leverage with suppliers The importance of power in commercial negotiations
Topic 11	Macroeconomics and its influence on commercial negotiations Contrast the economic factors that impact on commercial negotiations

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

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