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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 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.
Topic 3
  • 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.

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CIPS Advanced Negotiation Sample Questions (Q31-Q36):

NEW QUESTION # 31
To achieve a positive outcome for both parties in a negotiation you should be both honest and open. Is this statement true?

Answer: C

Explanation:
CIPS distinguishes betweenhonestyandopenness. Negotiators must always acthonestly(ethical integrity), but openness-disclosing all information-can weaken your position. The key is to balance transparency with confidentiality and strategic discretion.
Reference:CIPS L5M15 -Ethical Negotiation and Information Disclosure (Domain 2.1).


NEW QUESTION # 32
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?

Answer: A

Explanation:
Astrategic partnershipis a formal, high-involvement relationship with shared resources and joint governance-appropriate where risk/value is high and close collaboration is essential. Strategic alliances can be looser and not always resource-sharing.
Reference:CIPS L5M15 - Relationship types and suitability (high risk/high value).


NEW QUESTION # 33
Which of the following is a disadvantage of apositionalapproach to negotiation?Select TWO.

Answer: A,D

Explanation:
Positional bargaining starts with fixed opening stances and trades concessions from those stances. This often reduces flexibility and can make participants defensive or entrenched, inhibiting creativity and joint problem- solving.
Reference:CIPS L5M15 - Approaches to negotiation: Positional vs Principled.


NEW QUESTION # 34
What is the primary purpose of a negotiation?

Answer: A

Explanation:
Negotiation is defined by CIPS as a structured process between two or more parties aiming to reach a mutually acceptable agreement. While improving value or terms is often a goal, the essence of negotiation is achieving agreement, not victory over the other side.
Reference:CIPS L5M15 -Definition and Purpose of Negotiation (Introduction, p.2).


NEW QUESTION # 35
Which sentence about theHuman Relations approachto company structure isnot true?

Answer: C

Explanation:
Statement D describes aFunctional Structure, not Human Relations. TheHuman Relations approach emphasises team collaboration, empowerment, and flexible cross-functional working to meet both organisational and social needs.
Reference:CIPS L5M15 -Organisational Structures and Human Relations Theory (Domain 3.2).


NEW QUESTION # 36
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