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: August 20, 2026
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

In a negotiation that centres on Behavioural Negotiation tactics, which of the following is true?

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Correct Answer: B

Behavioural negotiation emphasises constructive influencing behaviours---active listening, empathy, and fairness---to strengthen relationships and achieve sustainable results, rather than adversarial or manipulative approaches.


Question No. 2

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?

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Correct Answer: D

Developing negotiation strategy requires stakeholder consultation to align the negotiation with organisational objectives. Strategy defines direction; tactics are the methods used to achieve it. Planning strategy first ensures tactics serve long-term goals effectively.


Question No. 3

What was the principal conclusion of the Hawthorne experiments?

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Correct Answer: C

The ''Hawthorne effect'' suggests performance can improve simply because people know they are being studied/observed---attention and interest from management can boost engagement.


Question No. 4

In which part of the relationship cycle is a supplier likely to be least motivated?

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Correct Answer: D

Supplier motivation typically declines mid-contract, once initial enthusiasm fades and before renewal discussions begin. Motivation peaks during negotiation, contract signing, and early delivery when relationships are still being established.


Question No. 5

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

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Correct Answer: D

Conscious incompetence means recognising a skill gap---you understand what's required but haven't yet mastered it. It's the second stage in the four-stage competence model: (1) Unconscious incompetence (2) Conscious incompetence (3) Conscious competence (4) Unconscious competence.


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