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[General] New CIPS L5M15 Mock Test - Study Guide L5M15 Pdf

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【General】 New CIPS L5M15 Mock Test - Study Guide L5M15 Pdf

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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.

CIPS Advanced Negotiation Sample Questions (Q73-Q78):NEW QUESTION # 73
Which of the following behaviours can lead to a breakdown in trust because of the perceived lack of honesty?
Select TWO
  • A. Using hardball negotiation techniques
  • B. Lack of a fixed agenda
  • C. Exaggerated claims
  • D. Favouritism
Answer: C,D
Explanation:
Behaviours thatundermine honesty(e.g.,exaggerated claimsandfavouritism) erode credibility and trust in negotiations. Hardball techniques can be competitive but are not inherently dishonest; lack of a fixed agenda affects structure, not honesty.
Reference:CIPS L5M15 - Ethics, Trust & Relationship Risks (Domain 2.1).

NEW QUESTION # 74
Mohammed is a Procurement Manager who believes push influencing techniques are the most effective for securing low prices. Is this correct?
  • A. No - Mohammed should always use pull techniques instead of push.
  • B. Yes - you should always use a push technique when discussing price.
  • C. Yes - push techniques show power whereas pull techniques show weakness.
  • D. No - Mohammed can also use pull techniques, which may help build trust.
Answer: D
Explanation:
Effective negotiators adapt betweenpush and pull stylesdepending on context. While push techniques (assertion, logic) can help when cost pressure is key,pull techniques(consulting, inspiring) strengthen relationships and trust-vital for long-term supplier collaboration.
Reference:CIPS L5M15 -Adaptive Influencing Styles in Negotiation (Domain 3.1).

NEW QUESTION # 75
What is the mainadvantagefor a supplier using a pain-share contract?
  • A. It ensures a better relationship with the buyer.
  • B. The supplier will be penalised for not achieving a target cost.
  • C. There is a shared approach to risk.
  • D. It ensures cost certainty on the contract.
Answer: C
Explanation:
Pain/gain share arrangements distribute both upside (gain) and downside (pain) between buyer and supplier, promoting fairness and shared accountability. This shared-risk structure encourages collaboration and continuous improvement.
Reference:CIPS L5M15 -Risk and Reward Sharing in Contracts.

NEW QUESTION # 76
Which of the following are advantages of having an agenda within a negotiation?Select TWO.
  • A. It minimises distractions.
  • B. Becoming too scripted can reduce flexibility.
  • C. It ensures all key topics are covered.
  • D. It allows for flexibility.
Answer: A,C
Explanation:
A clear agenda maintains structure, ensures that important issues are discussed, and prevents digression. It keeps discussions focused and efficient, though overly rigid agendas can limit responsiveness to opportunities.
Reference:CIPS L5M15 -Negotiation Process: The Use and Value of Agendas.

NEW QUESTION # 77
Rationalising is the use of logic, facts, and reason in a negotiation. This is a pull style of influencing. Is this correct?
  • A. Yes - rationalising is an inspirational technique.
  • B. No - rationalising is a push technique which relies on persuasion and leverage.
  • C. No - rationalisation relies on personal confidence.
  • D. Yes - rationalising influences outcomes by uniting others.
Answer: B
Explanation:
Rationalisingbelongs to thepush influencing style. It uses logic, facts, and evidence to convince others, leveraging authority or data. It contrasts withpull techniquessuch as inspiring and consulting, which engage others collaboratively.
Reference:CIPS L5M15 -Push vs Pull Influencing Techniques (Domain 3.1).

NEW QUESTION # 78
......
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