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[General] Reliable Study L5M15 Questions - L5M15 Valid Exam Blueprint

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【General】 Reliable Study L5M15 Questions - L5M15 Valid Exam Blueprint

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CIPS L5M15 Exam Syllabus Topics:
TopicDetails
Topic 1
  • 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 2
  • 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.
Topic 3
  • 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.

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CIPS Advanced Negotiation Sample Questions (Q62-Q67):NEW QUESTION # 62
In preparing for a negotiation, an in-house procurement analyst has completed research and will present this to the team before negotiations begin. Which of the following tools could they use to organise the data?Select TWO.
  • A. Relationship Spectrum
  • B. SWAP Analysis
  • C. STEEPLE Analysis
  • D. Data Cube
Answer: C,D
Explanation:
TheData Cubeis a multi-dimensional framework for presenting data clearly, whileSTEEPLE analysis (Social, Technological, Economic, Environmental, Political, Legal, Ethical) helps analyse the external environment. These tools aid structured preparation for negotiation.
Reference:CIPS L5M15 -Analytical Tools for Negotiation Preparation.

NEW QUESTION # 63
Every negotiation requires a rehearsal. Is this statement TRUE?
  • A. Yes - every negotiation should be rehearsed.
  • B. Yes - you are more likely to fail if not rehearsed.
  • C. No - only high-risk negotiations require rehearsals.
  • D. No - routine negotiations do not require rehearsals.
Answer: D
Explanation:
Not all negotiations need formal rehearsals. Forroutine or low-value supplier interactions, preparation may be minimal. Rehearsals are best suited forstrategic or high-stakesnegotiations involving teams or complex outcomes.
Reference:CIPS L5M15 -Negotiation Planning and Rehearsal (Domain 1.1).

NEW QUESTION # 64
Which of the following isnota base of power?
  • A. Legitimate
  • B. Informational
  • C. Referent
  • D. Financial
Answer: D
Explanation:
The six recognisedbases of powerare informational, legitimate, referent, coercive, reward, and expert.
Financial power is not classified separately-it can fall under reward or resource power, but not as a formal category.
Reference:CIPS L5M15 -Power in Negotiation (French & Raven's Six Bases) (Domain 3.1).

NEW QUESTION # 65
In which circumstances may a buyer suggest that a negotiation meeting be held at thesupplier's premises?
  • A. To allow the buyer to find out more about the supplier
  • B. To ensure negotiations run smoothly
  • C. To ensure the supplier has the advantage
  • D. To ensure the buyer has the advantage
Answer: A
Explanation:
Holding a meeting at thesupplier's siteallows the buyer to gain insights into the supplier's capacity, infrastructure, culture, and quality systems. This firsthand observation strengthens understanding and informs negotiation strategy.
Reference:CIPS L5M15 -Negotiation Preparation and Venue Selection (Domain 1.1).

NEW QUESTION # 66
The win-lose approach to negotiation is also sometimes known as what?
  • A. Distributive bargaining
  • B. Gamesmanship
  • C. Brinkmanship
  • D. Positional negotiation
Answer: A
Explanation:
Distributive bargaining treats the deal as a fixed pie: what one party gains, the other loses. It typically uses competitive tactics aimed at claiming value rather than creating it and is closely associated with win-lose outcomes.
Reference:CIPS Level 5, L5M15 - Topic: Distributive (Competitive) vs Integrative (Collaborative) Negotiation.

NEW QUESTION # 67
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