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: June 26, 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 which circumstances may a buyer suggest that a negotiation meeting be held at the supplier's premises?

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Correct Answer: C

Holding a meeting at the supplier's site allows the buyer to gain insights into the supplier's capacity, infrastructure, culture, and quality systems. This firsthand observation strengthens understanding and informs negotiation strategy.


Question No. 2

Which of the following is not a cross-cultural factor of negotiation?

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Correct Answer: D

Cross-cultural negotiation factors include social/ethical norms, legal and political systems, business systems, infrastructure, and financial/fiscal systems. ''Environment'' in the ecological sense is not typically classified by CIPS as a cross-cultural negotiation factor.


Question No. 3

Mohammed is a Procurement Manager who believes push influencing techniques are the most effective for securing low prices. Is this correct?

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Correct Answer: C

Effective negotiators adapt between push and pull styles depending on context. While push techniques (assertion, logic) can help when cost pressure is key, pull techniques (consulting, inspiring) strengthen relationships and trust---vital for long-term supplier collaboration.


Question No. 4

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

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Correct Answer: B, C

A cold (detached) and tough (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.


Question No. 5

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?

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Correct Answer: B

A strategic partnership is 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.


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