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Quiz 2025 Reliable CIPS L5M15: Advanced Negotiation Valid Dumps

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CIPS L5M15 Exam Syllabus Topics:

Topic
Details

Topic 1

• Understand negotiation relationships and ethics: This section of the exam measures skills of Supply Chain Professionals and covers the role of relationships, trust, and ethics within negotiations. It explains how honesty and long-term partnerships contribute to effective outcomes and examines how situational assessment affects negotiation tone and results. The section also introduces ethical considerations, including the differences between positional and principled negotiation, separating personal factors from issues, and pursuing win-win solutions. It highlights the importance of cultural sensitivity, transparency, and the avoidance of unethical practices such as bribery, corruption, or fraud within professional negotiations.

Topic 2

• Understand the key stages which impact on the negotiation process and outcomes: This section of the exam measures skills of Procurement Managers and covers the major phases of negotiation, from preparation to conclusion. It includes understanding how pre-negotiation planning influences success, analyzing whether to negotiate individually or as a team, and preparing with clear objectives, strategies, and intelligence. It also explores structuring a negotiation agenda, applying effective negotiation tools and tactics, handling concessions, understanding opponent motivations, managing deadlocks, and ensuring successful conclusion and documentation of agreements. Post-negotiation focus is on implementing agreements, selling outcomes to stakeholders, and monitoring performance for continuous improvement.

Topic 3

• Understand methods and behavioural factors which can influence others: This section of the exam measures skills of Category Managers and covers the influence of behavioural and interpersonal dynamics in negotiation and collaboration. It explores methods to influence individuals and groups by building trust, creating alliances, and managing conflict, ambiguity, and resistance effectively. Learners examine how attitudes, motivation, and organisational behaviour affect outcomes, including the influence of leadership style, empowerment, participation, and communication. The section emphasizes understanding how organisational structures and informal networks shape negotiation power and decision-making processes within procurement and supply environments.

 

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CIPS Advanced Negotiation Sample Questions (Q22-Q27):

NEW QUESTION # 22
Which of the following areadvantagesof videoconferencing?Select THREE

• A. Participants can share screens.
• B. It results in better outcomes than face-to-face meetings.
• C. You can fully analyse the body language of the other party.
• D. It is convenient and quick.
• E. Negotiators can watch facial expressions of the other party.

Answer: A,D,E

Explanation:
Videoconferencing offers benefits such asscreen sharing,speed and convenience, and the ability to observe facial expressions. However, it limits full body-language assessment and may reduce personal connection compared to face-to-face interactions.
Reference:CIPS L5M15 -Modern Communication Channels in Negotiation (Domain 2.1).

 

NEW QUESTION # 23
What is the primary purpose of a negotiation?

• A. To beat the other team.
• B. To reach an agreement.
• C. To get a better price.
• D. To win.

Answer: B

Explanation:
Negotiation is defined by CIPS as a structured process between two or more parties aiming to reach a mutually acceptable agreement. While improving value or terms is often a goal, the essence of negotiation is achieving agreement, not victory over the other side.
Reference:CIPS L5M15 -Definition and Purpose of Negotiation (Introduction, p.2).

 

NEW QUESTION # 24
The negotiation tactic in which a person enters with preconceived ideas and attacks the opposition rather than working toward a wise agreement is known as:

• A. Positional
• B. Lose-lose
• C. Win-win
• D. Principled

Answer: A

Explanation:
Positional bargainingstarts from fixed stances and tends toward adversarial exchanges and concession trading, often impeding creative, interest-based outcomes.
Reference:CIPS L5M15 - Approaches to Negotiation: Positional vs Principled (Domain 2.2).

 

NEW QUESTION # 25
For a high-value or high-risk project, which of the following are key actions in negotiation?Select TWO.

• A. Use a multi-disciplinary team.
• B. Use ploys and tactics.
• C. Have a win-lose approach to negotiation.
• D. Host the meeting at your premises.
• E. Prepare thoroughly before the negotiation.

Answer: A,E

Explanation:
High-risk or high-value negotiations require thorough preparation-understanding goals, alternatives, and stakeholder expectations-and often benefit from a cross-functional team bringing varied expertise. This improves quality of analysis and decision-making.
Reference:CIPS L5M15 -Negotiation Preparation and Planning for Complex Projects.

 

NEW QUESTION # 26
What was the principal conclusion of the Hawthorne experiments?

• A. People work harder when they're being observed.
• B. People are motivated by money.
• C. People are inherently lazy.
• D. People work better when the lighting is better.

Answer: A

Explanation:
The "Hawthorne effect" suggests performance can improve simply because people know they are being studied/observed-attention and interest from management can boost engagement.
Reference:CIPS L5M15 - Motivation and behaviour: Hawthorne/Elton Mayo.

 

NEW QUESTION # 27
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