The Chartered Institute of Procurement & Supply (CIPS) is an internationally recognised professional organisation in procurement and supply. CIPS qualifications are designed to develop professional knowledge and competencies, support recognised standards of practice and enhance career development opportunities.
SCM by BMS – Official CIPS Study and Exam Centre
SCM by BMS holds CIPS Approved Study Centre and CIPS Approved Computer-Based Exam Centre status in Azerbaijan.
Our centre provides preparation for CIPS qualifications and access to relevant computer-based examination opportunities.
Your Qualification
The CIPS Level 4 Diploma in Procurement and Supply is a professional qualification designed for individuals seeking to develop their procurement and supply knowledge and skills.
The programme covers the procurement cycle, commercial contracts, supplier sourcing, negotiation, supplier relationships, asset management and the practical application of professional procurement principles.
Level 4 provides a foundation for progression to the CIPS Level 5 Advanced Diploma.
Who Is It For?
This qualification is suitable for individuals planning a career in procurement and supply, professionals working in operational roles, and those supervising or managing procurement activities.
What Will I Learn?
Learners develop the ability to analyse procurement and supply processes, apply practical and theoretical knowledge in the workplace, address complex non-routine problems and evaluate the effectiveness of procurement decisions.
Entry Requirements
According to the CIPS syllabus, applicants should meet one of the following requirements:
A minimum of two A-level qualifications or their international equivalent;
A CIPS Level 3 Advanced Certificate qualification;
Alternatively, at least two years of relevant experience in a business environment.
Credit Values
The Level 4 Diploma consists of eight compulsory core modules totalling 60 credits.
One credit represents 10 hours of total learning time. Individual modules carry either 6 or 12 credits.
Examination Formats
Objective Response (OR): A computer-based examination in which learners select answers from available response options.
Constructed Response (CR): An examination requiring learners to develop written responses, which may include essays or case-study-based answers.
Study Commitments
For the complete Level 4 qualification:
Total Qualification Time (TQT): 600 hours
Guided Learning Hours (GLH): 250 hours
Self-Study Requirement (SSR): At least 335 hours recommended
Total Exam Time: 15 hours
These figures apply to the full Level 4 qualification rather than to each individual module.
Core Module · 6 Credits · 60 Hours Total Learning Time · Objective Response (OR) Exam: 1.5 Hours
L4M5 — Commercial Negotiation
About the Module
This module develops an understanding of commercial negotiation planning, negotiation strategies, bargaining power and the techniques used to achieve effective agreements with external organisations.
Course Content
1. Approaches to Commercial Negotiation
1.1. Negotiation in procurement
Definition of commercial negotiation
Negotiation within the CIPS Procurement Cycle
Conflict management
Negotiation teams and stakeholders
1.2. Negotiation strategies
Collaborative and win-win approaches
Integrative and principled negotiation
Competitive and distributive negotiation
1.3. Bargaining power
Buyer and supplier power
Organisational leverage
Improving negotiating positions
1.4. Commercial relationships
Types of supplier relationships
Trust and reputation
Relationship repair
2. Preparing for Negotiation
2.1. Costs and prices
Direct and indirect costs
Fixed and variable costs
Break-even analysis
Costing methods
Margins and mark-ups
2.2. Economic factors
Microeconomic and macroeconomic indicators
Market structures
Economic influences on negotiation
2.3. Negotiation planning
Objectives and variables
BATNA
Zone of Potential Agreement (ZOPA)
Bargaining mix
Positions and interests
2.4. Negotiation resources
Venue and format
Negotiation team
Online and face-to-face meetings
3. Conducting Negotiations
3.1. Negotiation stages
Preparation and opening
Testing positions
Proposing
Bargaining
Agreement and closure
3.2. Persuasion and influence
Persuasion methods
Negotiation tactics
Influencing counterpart behaviour
3.3. Communication skills
Questioning techniques
Active listening
Verbal and non-verbal communication
Cultural differences
Emotional intelligence
3.4. Evaluating outcomes
Negotiation review
Improvement opportunities
Lessons for future negotiations
Learning Outcomes
Learners develop the ability to prepare for negotiations, evaluate commercial options, select negotiation strategies and assess negotiation outcomes.
