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[Hardware] New L5M15 Test Practice, Pass L5M15 Test

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【Hardware】 New L5M15 Test Practice, Pass L5M15 Test

Posted at yesterday 19:04      View：19 | Replies：0        Print      Only Author   [Copy Link] 1#
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CIPS L5M15 Exam Syllabus Topics:
TopicDetails
Topic 1
  • 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 2
  • 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 3
  • 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.

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CIPS Advanced Negotiation Sample Questions (Q31-Q36):NEW QUESTION # 31
An inexperienced negotiator may feel that resistance to their position is a personal attack. In this situation, which of the following components of principled negotiation should they refer to?
  • A. Focus on interests, not positions
  • B. Devise options for mutual gain
  • C. Separate people from problems
  • D. Insist results are based on objective criteria
Answer: C
Explanation:
Separating people from the problem means you treat the relationship and the substantive issues as distinct.
Pushback on a proposal is not a personal attack; it's part of clarifying interests and criteria. Keeping relationship concerns separate helps maintain respect and reduces defensiveness.
Reference:CIPS Level 5, L5M15 - Topic: Principled Negotiation (People vs. Problem).

NEW QUESTION # 32
Which of the following tactics would be considered ahardtactic in negotiation?
  • A. Collaboration tactic
  • B. Inspirational appeal
  • C. Pressure tactic
  • D. Rational persuasion
Answer: C
Explanation:
Pressure tacticsare categorised as "hard" negotiation behaviours. They apply coercion or authority to gain compliance. In contrast, tactics such as collaboration, inspirational appeal, and rational persuasion are "soft" and relationship-oriented.
Reference:CIPS L5M15 -Negotiation Tactics: Hard vs Soft Approaches (Domain 3.1).

NEW QUESTION # 33
Which of the following are advantages of having an agenda within a negotiation?Select TWO.
  • A. It ensures all key topics are covered.
  • B. It allows for flexibility.
  • C. It minimises distractions.
  • D. Becoming too scripted can reduce 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 # 34
Mohammed is a Procurement Manager who believes push influencing techniques are the most effective for securing low prices. Is this correct?
  • A. Yes - you should always use a push technique when discussing price.
  • B. No - Mohammed can also use pull techniques, which may help build trust.
  • C. Yes - push techniques show power whereas pull techniques show weakness.
  • D. No - Mohammed should always use pull techniques instead of push.
Answer: B
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 # 35
Which of the following areincentivesto increase supplier performance?Select TWO
  • A. Pain share
  • B. Service credits
  • C. Gain share
  • D. Bonus payments
Answer: C,D
Explanation:
Gain shareandbonus paymentsare positive incentives that encourage suppliers to perform beyond baseline requirements. Gain share rewards suppliers for creating mutual cost savings or innovation benefits, while bonus payments recognise exceeding service or delivery targets.
In contrast, pain share and service credits are deterrents for underperformance, not motivators.
Reference:CIPS L5M15 -Supplier Performance Incentives and Contractual Mechanisms (Domain 1.3).

NEW QUESTION # 36
......
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