CIPS L5M15 Exam Dumps

Get All Advanced Negotiation Exam Questions with Validated Answers

L5M15 Pack
Vendor: CIPS
Exam Code: L5M15
Exam Name: Advanced Negotiation
Exam Questions: 88
Last Updated: October 28, 2025
Related Certifications: Level 5 Advanced Diploma in Procurement and Supply
Exam Tags: Advanced Procurement Managers and Supply Chain Professionals
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Free CIPS L5M15 Exam Actual Questions

Question No. 1

What is meant by the Power Approach to negotiation?

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Correct Answer: C

Following Andrew Cox, relative power strongly shapes sourcing outcomes; greater buyer (or supplier) power enables a more proactive stance in shaping terms and managing the relationship. Power asymmetry does not automatically preclude close relationships.


Question No. 2

Why is it important to build rapport during a negotiation?

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Correct Answer: B

In negotiation, rapport is about creating a foundation of mutual trust, respect, and understanding so that information flows more freely, misinterpretations are reduced, and collaborative problem-solving becomes easier. Strong rapport supports effective communication and smoother movement toward agreement.


Question No. 3

Which of the following behaviours can lead to a breakdown in trust because of the perceived lack of honesty? Select TWO

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Correct Answer: B, C

Behaviours that undermine honesty (e.g., exaggerated claims and favouritism) erode credibility and trust in negotiations. Hardball techniques can be competitive but are not inherently dishonest; lack of a fixed agenda affects structure, not honesty.


Question No. 4

Which of the following are examples of reciprocated concessions? Select TWO

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Correct Answer: C, D

Reciprocated concessions occur when both sides trade something of value---such as exchanging discounts for improved terms. This supports balanced negotiation progress and fosters trust.


Question No. 5

A manager identifies an issue and discusses it with the team, taking on board their input. Which leadership strategy is this?

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Correct Answer: C

Consulting leadership involves engaging team members in decision-making, valuing their input before implementing actions. It encourages ownership, trust, and collaboration---sitting between directive and participative styles.


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