CIPS L5M15 Exam Questions Instant Access - No Installation Required

Question 1

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 2

Every negotiation requires a rehearsal. Is this statement TRUE?

AYes -- every negotiation should be rehearsed.

BYes -- you are more likely to fail if not rehearsed.

CNo -- only high-risk negotiations require rehearsals.

DNo -- routine negotiations do not require rehearsals.

Answer : D

Not all negotiations need formal rehearsals. For routine or low-value supplier interactions, preparation may be minimal. Rehearsals are best suited for strategic or high-stakes negotiations involving teams or complex outcomes.

Question 3

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?

ALegitimate

BReferent

CExpert

DCoercive

Answer : C

Expert power derives 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.

Question 4

Alan needs to communicate the outcome of a negotiation to his internal stakeholders. His internal stakeholders have high power. Which communication methods would be best? Select TWO

ANotice board

BArticle on the website

CTeam meeting

DEmail

Answer : C, D

When stakeholders hold high power or influence, communication should be direct and engaging, ensuring clarity and accountability.

Face-to-face team meetings allow discussion and immediate feedback, while emails provide documented communication. Noticeboards and website articles are better suited for lower-power or external audiences.

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

Jonathan is a procurement manager who has been asked to gather primary data for an upcoming negotiation. He sends out a survey. Was this correct?

AYes -- the survey will provide primary data.

BYes -- the survey will ensure Jonathan wins the negotiation.

CNo -- surveys do not provide suitable information.

DNo -- the survey will produce secondary data.

Answer : A

Primary data is original information gathered firsthand for a specific purpose---such as surveys, interviews, or focus groups. By contrast, secondary data comes from existing sources. A survey, therefore, is an appropriate primary data-gathering tool.

Question 7

When might crowdsourcing be useful in a negotiation?

AResearching a supplier

BDuring the negotiation, to gain better insight

CDeciding on final prices

DAssessing the other party's BATNA

Answer : A

In CIPS terms, crowdsourcing means collecting information or opinions from a large group via digital platforms. It can be useful for researching suppliers, validating performance, and benchmarking reputations before negotiations.

CIPS Advanced Negotiation L5M15 Exam Questions