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2026 L5M15: Advanced Negotiation Pass-Sure Reliable Braindumps Book

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CIPS L5M15 Exam Syllabus Topics:

Topic
Details

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.

CIPS Advanced Negotiation Sample Questions (Q42-Q47):

NEW QUESTION # 42
Using praise or flattery in a negotiation is the use of which of the following tactics?

A. Collaboration
B. Personal appeal
C. Exchange
D. Ingratiation

Answer: D

Explanation:
Ingratiationinvolves using flattery, praise, or friendliness to increase likability and influence. It's a soft tactic often used to build rapport and reduce resistance before discussing substantive issues.
Reference:CIPS L5M15 -Soft Tactics and Relationship Building (Domain 3.1).

NEW QUESTION # 43
When mightcrowdsourcingbe useful in a negotiation?

A. Researching a supplier
B. Assessing the other party's BATNA
C. During the negotiation, to gain better insight
D. Deciding on final prices

Answer: A

Explanation:
In CIPS terms,crowdsourcingmeans collecting information or opinions from a large group via digital platforms. It can be useful forresearching suppliers, validating performance, and benchmarking reputations before negotiations.
Reference:CIPS L5M15 -Information Gathering & External Intelligence Tools (Domain 2.1).

NEW QUESTION # 44
ABC Ltd is partnering with XYZ to create a new product. The Head of Technical Design who created the specification attends the meeting. What type of power does this person bring?

A. Expert
B. Referent
C. Legitimate
D. Coercive

Answer: A

Explanation:
Expert powerderives from specialised knowledge, experience, or skill. The Technical Design Head, as the specification creator, holds expert authority influencing decisions through technical competence rather than hierarchy.
Reference:CIPS L5M15 -Sources and Application of Expert Power (Domain 3.1).

NEW QUESTION # 45
Which of the following isnotan example of an environmental KPI?

A. Waste reduction
B. On-time delivery
C. Energy reduction
D. Biodiversity

Answer: B

Explanation:
"On-time delivery" measures operational performance, not environmental sustainability. Environmental KPIs focus on resource usage, emissions, waste, and biodiversity-measuring environmental impact rather than service metrics.
Reference:CIPS L5M15 -Key Performance Indicators (Environmental vs Operational).

NEW QUESTION # 46
When may the outcome of a negotiation be described aswin: perceived win?

A. When using positional bargaining
B. When negotiations are rushed
C. When there is a power imbalance between the two parties
D. When one of the parties is less experienced

Answer: C

Explanation:
Awin : perceived winoccurs where apowerful party winssubstantive outcomes while the weaker party believesit has also "won," often due topower asymmetryand framing.
Reference:CIPS L5M15 - Power, Perception and Outcome Typologies (Domain 2.2).

NEW QUESTION # 47
......

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