Prepare For CIPS L5M15 Exam Offline

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CIPS Advanced Negotiation Sample Questions (Q85-Q90):

NEW QUESTION # 85
Every negotiation requires a rehearsal. Is this statement TRUE?

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 # 86
InHerzberg's Two-Factor Theory, which of the following factors affect motivation?Select TWO

Answer: A,C

Explanation:
Herzberg identifiedmotivators(e.g., achievement, recognition, responsibility) that increase satisfaction, and hygiene factors(e.g., pay, conditions) that prevent dissatisfaction. Both affect workplace motivation in different ways.
Reference:CIPS L5M15 -Motivation Theories in Negotiation Contexts (Domain 3.2).


NEW QUESTION # 87
Party City Ltd is negotiating with Cuppa Inc. After two hours, the discussion reaches a deadlock. What should Party City Ltd do?

Answer: C

Explanation:
When negotiations stall, best practice (according to CIPS) is topause the meetingrather than escalate tension or concede prematurely. Taking a break allows time to reflect, regroup, and explore creative solutions. Other remedies include summarising agreed points, involving a neutral mediator, or escalating strategically.
Reference:CIPS L5M15 -Managing Deadlock and Stalemate in Negotiations.


NEW QUESTION # 88
Which of the following models would you use forsupplier preferencing?

Answer: D

Explanation:
TheKraljic Matrixis used to assess procurement categories and supplier relationships based onvalue and risk
, helping buyers tailor their negotiation and relationship management strategies.
Reference:CIPS L5M15 -Supplier Preferencing & Portfolio Models (Domain 1.2).


NEW QUESTION # 89
In a negotiation that centres onBehavioural Negotiation tactics, which of the following is true?

Answer: B

Explanation:
Behavioural negotiationemphasisesconstructive influencing behaviours-active listening, empathy, and fairness-to strengthen relationships and achieve sustainable results, rather than adversarial or manipulative approaches.
Reference:CIPS L5M15 -Behavioural Approaches to Negotiation (Domain 2.1).


NEW QUESTION # 90
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