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Practice materials marked “Independent practice” are produced independently by Caveat Emptor for study purposes and are not official CIPS publications. Back to the Procurement Hub
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A whole-module revision paper: the five stages of a negotiation, persuasion and influence styles, tactics, questioning, active listening, Hofstede's cultural dimensions and reviewing a negotiation afterwards. All the answers are listed at the end for quick marking.
L4M5 · Commercial negotiation · CIPS Level 4 · 2026 · PDF · Free download
Twenty short cases on where power comes from in a negotiation: legitimate, reward, expert, referent, coercive and informational. Every answer is explained.
L4M5 · Commercial negotiation · CIPS Level 4 · 2026 · PDF · Free download
Twenty short cases on who does what in a negotiating team: team leader, chief negotiator, commercial and technical leads, scribe and observer. Every answer is explained.
L4M5 · Commercial negotiation · CIPS Level 4 · 2026 · PDF · Free download