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| Vendor: | CIPS |
|---|---|
| Exam Code: | L5M15 |
| Exam Name: | Advanced Negotiation |
| Exam Questions: | 88 |
| Last Updated: | April 16, 2026 |
| Related Certifications: | Level 5 Advanced Diploma in Procurement and Supply |
| Exam Tags: | Advanced Procurement Managers and Supply Chain Professionals |
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Every negotiation requires a rehearsal. Is this statement TRUE?
Not all negotiations need formal rehearsals. For routine or low-value supplier interactions, preparation may be minimal. Rehearsals are best suited for strategic or high-stakes negotiations involving teams or complex outcomes.
Using praise or flattery in a negotiation is the use of which of the following tactics?
Ingratiation involves using flattery, praise, or friendliness to increase likability and influence. It's a soft tactic often used to build rapport and reduce resistance before discussing substantive issues.
A push style of negotiation uses logic, facts, and reasoning to make a case for change. Is this true?
Push tactics emphasise advocacy: using facts, logic, and directive communication to move others. They can deliver short-term compliance and clarity but may limit ownership/commitment compared with pull tactics, which are more involving and collaborative.
Josh plans to use a Myers--Briggs assessment for junior candidates. What type of test is this?
Myers--Briggs Type Indicator (MBTI) profiles personality preferences (e.g., introversion/extraversion). It is not a measure of intelligence or job competence.
Which of the following are incentives to increase supplier performance? Select TWO
Gain share and bonus payments are 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.
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