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Free PDF Quiz 2026 Professional CIPS L5M15 Valid Exam Forum

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Free PDF Quiz 2026 Professional CIPS L5M15 Valid Exam Forum

Posted at 14 hour before      View：20 | Replies：0        Print      Only Author   [Copy Link] 1#
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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 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 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 (Q26-Q31):NEW QUESTION # 26
Which of the following isnota base of power?
  • A. Informational
  • B. Legitimate
  • C. Financial
  • D. Referent
Answer: C
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 # 27
What is the primary purpose of a negotiation?
  • A. To get a better price.
  • B. To win.
  • C. To reach an agreement.
  • D. To beat the other team.
Answer: C
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 # 28
Which of the following areincentivesto increase supplier performance?Select TWO
  • A. Service credits
  • B. Gain share
  • C. Pain share
  • D. Bonus payments
Answer: B,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 # 29
Jonathan is a procurement manager who has been asked to gatherprimary datafor an upcoming negotiation.
He sends out a survey. Was this correct?
  • A. No - the survey will produce secondary data.
  • B. No - surveys do not provide suitable information.
  • C. Yes - the survey will ensure Jonathan wins the negotiation.
  • D. Yes - the survey will provide primary data.
Answer: D
Explanation:
Primary datais original information gathered firsthand for a specific purpose-such as surveys, interviews, or focus groups. By contrast,secondary datacomes from existing sources. A survey, therefore, is an appropriate primary data-gathering tool.
Reference:CIPS L5M15 -Intelligence Gathering for Negotiation (Domain 1.1).

NEW QUESTION # 30
In what circumstances would it be acceptable to use gamesmanship and brinkmanship tactics?
  • A. For long-term contracts
  • B. Where the relationship is not important
  • C. For high-risk products
  • D. In international negotiations
Answer: B
Explanation:
Gamesmanship/brinkmanshipare aggressive, high-pressure tactics that can harm relationships. They are generally reserved forone-off or transactionalsituations where ongoing relationship quality is not a priority.
Reference:CIPS L5M15 - Competitive Tactics: Gamesmanship & Brinkmanship (Domain 2.2).

NEW QUESTION # 31
......
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