CIPS L5M15 Exam Practice Test Instant Access

Question 1

Khalid has finished a negotiation and needs to communicate the outcome to his stakeholders. One stakeholder has high importance but low interest. What approach should he take?

ADo not communicate the outcome with the stakeholder as they are not interested.

BSend key information but do not over-communicate.

CAs a key player, Khalid should seek their approval.

DKeep the stakeholder regularly updated with detailed information.

Answer : B

According to Mendelow's Stakeholder Matrix, stakeholders with high power (importance) but low interest should be ''kept satisfied.'' They need concise, high-level updates to stay informed without excessive detail. Over-communication risks disengagement.

Question 2

When a discussion is being driven by a consideration that has not been openly disclosed, leaving one party disadvantaged, this is known as what?

AFavouritism

BExaggerated claim

CLack of confidentiality

DHidden agenda

Answer : D

A hidden agenda involves unspoken motives or objectives influencing negotiation behaviour. Transparency and open communication help avoid mistrust and unfair advantage.

Question 3

Which sentence about the Human Relations approach to company structure is not true?

AIt uses flatter organisational structures with decentralised authority.

BTeams work to create synergies and fulfil social needs.

CIt allows for cross-functional teams and empowerment.

DTasks are grouped together by their common nature or task focus.

Answer : D

Statement D describes a Functional Structure, not Human Relations. The Human Relations approach emphasises team collaboration, empowerment, and flexible cross-functional working to meet both organisational and social needs.

Question 4

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 5

Why is it important to build rapport during a negotiation?

AIt is a hard influencing technique that will help secure the desired outcome.

BIt is the process of building a relationship of mutual trust and understanding.

CIt allows you to deviate from the agenda.

DIt demonstrates power and influence in the negotiation.

Answer : B

In negotiation, rapport is about creating a foundation of mutual trust, respect, and understanding so that information flows more freely, misinterpretations are reduced, and collaborative problem-solving becomes easier. Strong rapport supports effective communication and smoother movement toward agreement.

Question 6

Which of the following are advantages of videoconferencing? Select THREE

AParticipants can share screens.

BIt is convenient and quick.

CIt results in better outcomes than face-to-face meetings.

DNegotiators can watch facial expressions of the other party.

EYou can fully analyse the body language of the other party.

Answer : A, B, D

Videoconferencing offers benefits such as screen sharing, speed and convenience, and the ability to observe facial expressions. However, it limits full body-language assessment and may reduce personal connection compared to face-to-face interactions.

Question 7

Holding a meeting is the best way to communicate outcomes of negotiation with Key Player stakeholders. Is this correct?

AYes -- this is a good way to engage their active support.

BYes -- key players need to receive regular communication.

CNo -- key players have a lot of power and won't have time for meetings.

DNo -- you should not over-communicate with key players.

Answer : A

Key players in Mendelow's Stakeholder Matrix (high power, high interest) must be actively engaged and involved in important decisions. Meetings are an effective way to build commitment, gain input, and secure their ongoing support.

CIPS Advanced Negotiation L5M15 Exam Practice Test