Select to Complete the Advanced Negotiation (L5M15) Exam Module to Achieve CIPS Level 5 Qualification By Using L5M15 Exam Dumps (V8.02)

1. DSA is expanding its procurement team and wants recruits with soft skills useful in procurement.

Which of the following are soft skills? Select THREE.

2. In preparing for a negotiation, an in-house procurement analyst has completed research and will present this to the team before negotiations begin.

Which of the following tools could they use to organise the data? Select TWO.

3. What was the principal conclusion of the Hawthorne experiments?

4. In preparing for a negotiation, an analysis of overall strategy can result in improved tactical planning and a better overall outcome. Is this statement TRUE?

5. Which stage of team development is typically characterised by frustration and conflict?

6. Where two parties share the cost of implementing new production capabilities or in sharing costly storage/transport infrastructure, what type of strategic alliance is this?

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

8. Which of the following is not a personality characteristic in the OCEAN “Big Five” model?

9. Haggling and coercive behaviour can lead to a winCwin outcome in a negotiation. Is this true?

10. Which of the following is not a cross-cultural factor of negotiation?

11. Which of the following is a negative body-language signal?

12. Which of the following best describes a “Skunkworks” department in an organisation?

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

14. Kelly is a lead negotiator preparing for a meeting with a supplier. Her approach is to appear “warm and tough.” Which of the following behaviours should Kelly exhibit?

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

16. Research by Meredith Belbin into team roles and predicting success showed that the most successful teams had which of the following characteristics?

17. Explaining the benefit of an option is a soft tactic often used in negotiations.

What is this commonly known as?

18. Josh plans to use a MyersCBriggs assessment for junior candidates.

What type of test is this?

19. 1.Why is it important to build rapport during a negotiation?

20. Robert and Debbie want to formalise a business relationship and share resources to deliver a high-risk, high-value project.

What type of relationship should they seek?

21. Which of the following could be considered a Pull-style influencing/negotiation tactic? Select TWO.

22. A push style of negotiation uses logic, facts, and reasoning to make a case for change. Is this true?

23. What is meant by “marginal gains”?

24. Which of the following are advantages of having an agenda within a negotiation? Select TWO.

25. The winClose approach to negotiation is also sometimes known as what?

26. Different negotiation outcomes are required in different circumstances.

In a “Yellow” circumstance (high risk, high value), which of the following is the best approach?

27. An inexperienced negotiator may feel that resistance to their position is a personal attack.

In this situation, which of the following components of principled negotiation should they refer to?

28. Which of the following is a disadvantage of a positional approach to negotiation? Select TWO.

29. Peter is negotiating with a supplier and is not concerned about the outcome because he has a strong alternative. The line of legitimacy has been crossed and it is acceptable in his company that he wins “at any cost.” He is willing to push the negotiation to extremes to achieve the desired result.

Which of the following best describes Peter’s tactic?

30. Bob is preparing for a negotiation with an important potential business partner. His approach is to devise options for mutual gain before deciding what to do.

Which approach to negotiation is Bob taking?