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CIPS L4M5 Exam Syllabus Topics:

Topic	Details
Topic 1	Identify the different types of relationships that impact on commercial negotiations Pragmatic and principled styles of negotiation
Topic 2	Differentiate between the types of approaches that can be pursued in commercial negotiations Distributive win-lose, distributive approaches to negotiation
Topic 3	Setting targets and creating a Collaborative win-win integrative approaches to negotiations
Topic 4	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 5	Setting objectives and defining the variables for a commercial negotiation Use of telephone, teleconferencing or web-based meetings
Topic 6	Analyse how to assess the process and outcomes of negotiations to inform future practice Protecting relationships after the negotiation
Topic 7	How purchasers can improve leverage with suppliers The importance of power in commercial negotiations
Topic 8	Macroeconomics and its influence on commercial negotiations Contrast the economic factors that impact on commercial negotiations
Topic 9	How behaviours should change during the different stages of a negotiation Compare the key communication skills that help achieve desired outcomes

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

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