CIPS L5M15 Exam Questions Instant Access - No Installation Required

Question 1

Which of the following tactics would be considered a hard tactic in negotiation?

ACollaboration tactic

BPressure tactic

CInspirational appeal

DRational persuasion

Answer : B

Pressure tactics are 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.

Question 2

Daniel is the lead negotiator for a deal with a potential supplier. He is quick-thinking, assertive, and has strong market knowledge. Which type of product is Daniel negotiating about?

AHigh value, low risk

BHigh value, high risk

CLow value, high risk

DLow value, low risk

Answer : A

Assertive, decisive negotiation styles align with high-value, low-risk situations, typically requiring competitive behaviour to maximise value without the complexity of shared risk.

Question 3

Clear negotiation objectives can be taken from a Business Needs Analysis. Which of the following areas would be included within a Business Needs Analysis? Select THREE

ABudget

BTimescales

CQuality

DLocation

EStaff

Answer : A, B, C

A Business Needs Analysis (BNA) identifies what the organisation requires from a contract or supplier before negotiation. Typical key criteria include budget (cost constraints), timescales (delivery or project duration), and quality (performance expectations). These factors form measurable negotiation objectives and KPIs.

Question 4

Which of the following models would you use for supplier preferencing?

ASWOT

BKraljic

CFive Forces

DRelationship Spectrum

Answer : B

The Kraljic Matrix is used to assess procurement categories and supplier relationships based on value and risk, helping buyers tailor their negotiation and relationship management strategies.

Question 5

Which influencing styles are most suitable for a high-risk, high-value project aiming to form a partnership?

ABridging, integration, coalition

BInspiring, collaborating, consulting

CRationalising, appraising

DAsserting, pressuring

Answer : B

In high-value, high-risk partnerships, success depends on collaboration, trust, and shared goals. Hence, inspiring, consulting, and collaborating styles promote open communication and joint problem-solving.

Question 6

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

AHave a win--lose approach to negotiation.

BPrepare thoroughly before the negotiation.

CUse a multi-disciplinary team.

DUse ploys and tactics.

EHost the meeting at your premises.

Answer : B, C

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.

Question 7

According to Maslow's hierarchy of needs, which is the most basic human need?

ASafety

BBelonging

CEmotional

DPhysiological

Answer : D

Physiological needs (air, water, food, rest) sit at the base of Maslow's pyramid. Higher-order needs (safety, belonging, esteem, self-actualisation) become salient once lower levels are reasonably satisfied.

CIPS Advanced Negotiation L5M15 Exam Questions