L5M15 by CIPS Actual Free Exam Q&As

Question 1

Using praise or flattery in a negotiation is the use of which of the following tactics?

A. Collaboration B. Personal appeal C. Exchange D. Ingratiation

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Correct Answer: D Vote an answer

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Question 2

Which of the following isnota cross-cultural factor of negotiation?

A. Financial and fiscal system B. Religion/belief/culture C. Environment D. Legal system

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Correct Answer: C Vote an answer

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Question 3

TYD is a furniture manufacturer with various customers. One of them is considered a "nuisance customer." What approach should TYD take with this customer?

A. Develop relationship B. Partner C. Minimise input D. Exploit

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Correct Answer: C Vote an answer

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Question 4

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

A. Send key information but do not over-communicate. B. Do not communicate the outcome with the stakeholder as they are not interested. C. Keep the stakeholder regularly updated with detailed information. D. As a key player, Khalid should seek their approval.

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Correct Answer: A Vote an answer

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Question 5

When you have awareness of a skill but are not yet proficient, which stage of competence applies?

A. Conscious competence B. Unconscious competence C. Unconscious incompetence D. Conscious incompetence

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Correct Answer: D Vote an answer

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Question 6

Explaining the benefit of an option is a soft tactic often used in negotiations. What is this commonly known as?

A. Consultation B. Inspirational appeal C. Apprising D. Ingratiation

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Correct Answer: C Vote an answer

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Question 7

DSA is expanding its procurement team and wants recruits with soft skills useful in procurement. Which of the following are soft skills?Select THREE.

A. Change management B. Communication C. Knowledge of local markets D. Influencing E. Mathematical capability

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Correct Answer: A,B,D Vote an answer

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Question 8

What was the principal conclusion of the Hawthorne experiments?

A. People work harder when they're being observed. B. People are motivated by money. C. People work better when the lighting is better. D. People are inherently lazy.

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Correct Answer: A Vote an answer

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Question 9

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

A. Inspiring, collaborating, consulting B. Bridging, integration, coalition C. Rationalising, appraising D. Asserting, pressuring

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Correct Answer: A Vote an answer

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Question 10

Which of the following are examples ofreciprocated concessions?Select TWO

A. Party A offers a discount for better payment terms. B. Party A offers a larger delivery, and Party B agrees to pay 50% upfront while Party A waives the delivery charge. C. Party A walks away, and Party B offers a concession to continue talks. D. Party A agrees a 2% discount and Party B accepts.

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Correct Answer: A,B Vote an answer

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CIPS Advanced Negotiation - L5M15 Exam Practice Test