Like other OR modules of CIPS qualifications, in L4M5 exam, assessors tend to ask widely. The questions may come from any area of the book, and even from outside. Therefore, reading extensively and practicing routinely is the best way to ensure your success. Nonetheless, the following areas repeatedly appear in the exam:

• Integrative and distributive approach to the negotiation
• BATNA
• Types of personal power in negotiation
• Organisational power (Porter’s Five Forces)
• Direct and indirect costs
• Different costing techniques
• Margin and markup
• Locations in negotiation
• Negotiation stages
• Questions in negotiation
• Negotiation tactics, including hardball, softball, etc
• Pull and push methods

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