Practice paper
L4M5 Negotiation and power: 20-question practice paper
Twenty short cases on where power comes from in a negotiation: legitimate, reward, expert, referent, coercive and informational. Every answer is explained.
Independent practiceBack to the library
- Type
- Practice paper
- Module
- L4M5
- Subject
- Commercial negotiation
- Level
- CIPS Level 4
- Year
- 2026
- Format
- Access
- Free download
Written by Paul Gulston and produced independently by Caveat Emptor for study purposes. This is not an official CIPS publication or examination paper. All organisations and people in the scenarios are fictional.