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High Hit-Rate L5M15 - New Advanced Negotiation Test Objectives

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CIPS L5M15 Exam Syllabus Topics:

Topic
Details

Topic 1

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 2

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 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.

>> New L5M15 Test Objectives <<

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CIPS Advanced Negotiation Sample Questions (Q88-Q93):

NEW QUESTION # 88
What is meant by "marginal gains"?

A. All improvements are of equal value.
B. A supplier should seek to meet their KPIs but not excel.
C. Small incremental gains can lead to a larger improvement.
D. There should be a low margin for error when trying to improve.

Answer: C

Explanation:
The "marginal gains" philosophy is that making numerous small, continuous improvements across processes results in significant overall performance enhancement. This principle is often applied to supplier development and continuous improvement programmes.
Reference:CIPS L5M15 -Supplier Performance and Continuous Improvement(Marginal Gains Theory).

NEW QUESTION # 89
What is the primary purpose of a negotiation?

A. To get a better price.
B. To beat the other team.
C. To win.
D. To reach an agreement.

Answer: D

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 # 90
For a high-value or high-risk project, which of the following are key actions in negotiation?Select TWO.

A. Use ploys and tactics.
B. Host the meeting at your premises.
C. Have a win-lose approach to negotiation.
D. Use a multi-disciplinary team.
E. Prepare thoroughly before the negotiation.

Answer: D,E

Explanation:
High-risk or high-value negotiations require thorough preparation-understanding goals, alternatives, and stakeholder expectations-and often benefit from a cross-functional team bringing varied expertise. This improves quality of analysis and decision-making.
Reference:CIPS L5M15 -Negotiation Preparation and Planning for Complex Projects.

NEW QUESTION # 91
Alan needs to communicate the outcome of a negotiation to his internal stakeholders. His internal stakeholders havehigh power. Which communication methods would be best?Select TWO

A. Notice board
B. Team meeting
C. Email
D. Article on the website

Answer: B,C

Explanation:
When stakeholders holdhigh poweror influence, communication should bedirect and engaging, ensuring clarity and accountability.
Face-to-faceteam meetingsallow discussion and immediate feedback, whileemailsprovide documented communication. Noticeboards and website articles are better suited for lower-power or external audiences.
Reference:CIPS L5M15 -Stakeholder Communication and Engagement Strategies (Domain 1.3).

NEW QUESTION # 92
Under what circumstances would you useparallel workingwith two suppliers?

A. When large orders exceed one supplier's capacity.
B. When the item is a bottleneck item, to reduce risk.
C. When changing supplier, to ensure a smooth transition.
D. When maintaining good relations with an old supplier.

Answer: C

Explanation:
Parallel working (or parallel running)is used when switching suppliers to ensure continuity of supply. Both suppliers operate simultaneously for a transition period until the new supplier demonstrates stability and quality.
Reference:CIPS L5M15 -Supplier Transition and Continuity Planning (Domain 1.3).

NEW QUESTION # 93
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