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CIPS L5M15 Exam Syllabus Topics:

TopicDetails
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 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 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.

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CIPS Advanced Negotiation Sample Questions (Q75-Q80):

NEW QUESTION # 75
Mohammed is a Procurement Manager who believes push influencing techniques are the most effective for securing low prices. Is this correct?

Answer: D

Explanation:
Effective negotiators adapt betweenpush and pull stylesdepending on context. While push techniques (assertion, logic) can help when cost pressure is key,pull techniques(consulting, inspiring) strengthen relationships and trust-vital for long-term supplier collaboration.
Reference:CIPS L5M15 -Adaptive Influencing Styles in Negotiation (Domain 3.1).


NEW QUESTION # 76
In anexploitative authoritativeform of management, which of the following is true?

Answer: A

Explanation:
Underexploitative authoritativemanagement (Rensis Likert model), leaders rely onfear and punishmentto control subordinates. Communication is top-down and trust is minimal-contrasting with participative or consultative styles.
Reference:CIPS L5M15 -Leadership Models and Motivation (Domain 3.2).


NEW QUESTION # 77
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?

Answer: D

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 # 78
What is meant by "marginal gains"?

Answer: A

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 # 79
Which of the following models would you use forsupplier preferencing?

Answer: A

Explanation:
TheKraljic Matrixis used to assess procurement categories and supplier relationships based onvalue and risk
, helping buyers tailor their negotiation and relationship management strategies.
Reference:CIPS L5M15 -Supplier Preferencing & Portfolio Models (Domain 1.2).


NEW QUESTION # 80
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