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CIPS L4M5 Exam Syllabus Topics:

Topic	Details
Topic 1	Setting targets and creating a Collaborative win-win integrative approaches to negotiations
Topic 2	Building relationships based on reputation, and trust Repairing a relationship The relationship spectrum
Topic 3	Analyse how to assess the process and outcomes of negotiations to inform future practice Protecting relationships after the negotiation
Topic 4	Differentiate between the types of approaches that can be pursued in commercial negotiations Distributive win-lose, distributive approaches to negotiation
Topic 5	Setting objectives and defining the variables for a commercial negotiation Use of telephone, teleconferencing or web-based meetings
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	Identify the different types of relationships that impact on commercial negotiations Pragmatic and principled styles of negotiation
Topic 8	Organisational power: comparing the relative power of purchasers and suppliers Explain how the balance of power in commercial negotiations can affect outcomes
Topic 9	How behaviours should change during the different stages of a negotiation Compare the key communication skills that help achieve desired outcomes
Topic 10	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 11	How purchasers can improve leverage with suppliers The importance of power in commercial negotiations
Topic 12	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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