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Exam L5M15 Torrent - L5M15 Official Cert Guide

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CIPS L5M15 Exam Syllabus Topics:

Topic
Details

Topic 1

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 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 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.

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CIPS Advanced Negotiation Sample Questions (Q71-Q76):

NEW QUESTION # 71
Which of the following are advantages of having an agenda within a negotiation?Select TWO.

A. It allows for flexibility.
B. Becoming too scripted can reduce flexibility.
C. It minimises distractions.
D. It ensures all key topics are covered.

Answer: C,D

Explanation:
A clear agenda maintains structure, ensures that important issues are discussed, and prevents digression. It keeps discussions focused and efficient, though overly rigid agendas can limit responsiveness to opportunities.
Reference:CIPS L5M15 -Negotiation Process: The Use and Value of Agendas.

NEW QUESTION # 72
The "Pinocchio Effect" looks at which characteristic during a negotiation?

A. Stability
B. Childishness
C. Ploys and tactics
D. Honesty

Answer: D

Explanation:
The "Pinocchio Effect" refers to identifying deception cues during negotiation-named after the fictional character whose nose grew when he lied. It explores body language and behavioural indicators of dishonesty.
Reference:CIPS L5M15 -Non-Verbal Communication and Truthfulness in Negotiation.

NEW QUESTION # 73
A combination of which two behaviours fails to establish effective buyer-supplier relationships and can lead to aggressive negotiation tactics?

A. Tough
B. Warm
C. Soft
D. Cold

Answer: A,D

Explanation:
Acold(detached) andtough(adversarial) style discourages collaboration and may escalate conflict. CIPS categorises influencing behaviour across two dimensions-warm vs cold and tough vs soft-with "cold and tough" seen as destructive.
Reference:CIPS L5M15 -Influencing Behaviour Grid (Warm/Cold vs Tough/Soft, Domain 1.2).

NEW QUESTION # 74
Which of the following areincentivesto increase supplier performance?Select TWO

A. Gain share
B. Pain share
C. Service credits
D. Bonus payments

Answer: A,D

Explanation:
Gain shareandbonus paymentsare positive incentives that encourage suppliers to perform beyond baseline requirements. Gain share rewards suppliers for creating mutual cost savings or innovation benefits, while bonus payments recognise exceeding service or delivery targets.
In contrast, pain share and service credits are deterrents for underperformance, not motivators.
Reference:CIPS L5M15 -Supplier Performance Incentives and Contractual Mechanisms (Domain 1.3).

NEW QUESTION # 75
Which stage of team development is typically characterised by frustration and conflict?

A. Forming
B. Adjourning
C. Storming
D. Norming

Answer: C

Explanation:
In Tuckman's model,stormingfollows forming and features challenge, tension, and testing of roles. Effective leadership and clarity of purpose help teams move intonormingandperforming.
Reference:CIPS L5M15 - Teams in negotiation: Tuckman stages.

NEW QUESTION # 76
......

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L5M15 Official Cert Guide: https://www.real4test.com/L5M15_real-exam.html

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