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L5M15 Latest Study Plan & L5M15 Latest Exam Materials

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L5M15 Latest Study Plan & L5M15 Latest Exam Materials

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CIPS Advanced Negotiation Sample Questions (Q59-Q64):NEW QUESTION # 59
Explaining the benefit of an option is a soft tactic often used in negotiations. What is this commonly known as?
  • A. Apprising
  • B. Inspirational appeal
  • C. Consultation
  • D. Ingratiation
Answer: A
Explanation:
"Apprising" means spelling out how a proposal benefits the other party (e.g., efficiencies, cost savings, risk reduction). It's a classic soft, pull-style tactic that aims to increase willingness by linking options to the counterpart's interests.
Reference:CIPS L5M15 - Negotiation tactics: soft/pull tactics (Apprising).

NEW QUESTION # 60
In which circumstances may a buyer suggest that a negotiation meeting be held at thesupplier's premises?
  • A. To ensure the supplier has the advantage
  • B. To allow the buyer to find out more about the supplier
  • C. To ensure negotiations run smoothly
  • D. To ensure the buyer has the advantage
Answer: B
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 # 61
Georgia is entering into a negotiation with a supplier she knows well. Her manager asks that she "frame the agenda" at the beginning of the meeting. What does this mean?
  • A. Explain the purpose of the meeting at the beginning.
  • B. State the agenda first and do not deviate from it.
  • C. Shift the focus of the meeting in a certain direction.
  • D. Use a persuasive style of negotiation.
Answer: C
Explanation:
"Framing" means shaping how issues and proposals are perceived and interpreted. In negotiation, framing the agenda involves influencing focus and direction early in the discussion, ensuring that key topics are viewed from a preferred perspective. It helps establish a positive or strategic tone for dialogue.
Reference:CIPS L5M15 -Section: Framing Agendas and Perception Management.

NEW QUESTION # 62
When a discussion is being driven by a consideration that has not been openly disclosed, leaving one party disadvantaged, this is known as what?
  • A. Favouritism
  • B. Lack of confidentiality
  • C. Exaggerated claim
  • D. Hidden agenda
Answer: D
Explanation:
Ahidden agendainvolves unspoken motives or objectives influencing negotiation behaviour. Transparency and open communication help avoid mistrust and unfair advantage.
Reference:CIPS L5M15 -Unethical Behaviour in Negotiation: Hidden Agendas.

NEW QUESTION # 63
To achieve a positive outcome for both parties in a negotiation you should be both honest and open. Is this statement true?
  • A. No - you should not be open with the other party.
  • B. No - you should not be honest with the other party.
  • C. Yes - these are the two most important characteristics for a win-win negotiation.
  • D. Yes - being both honest and open ensures success.
Answer: A
Explanation:
CIPS distinguishes betweenhonestyandopenness. Negotiators must always acthonestly(ethical integrity), but openness-disclosing all information-can weaken your position. The key is to balance transparency with confidentiality and strategic discretion.
Reference:CIPS L5M15 -Ethical Negotiation and Information Disclosure (Domain 2.1).

NEW QUESTION # 64
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