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CIPS
CIPS Level 5 Advanced Diploma in Procurement and Supply
L5M15
Advanced Negotiation Questions and Answers

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Questions # 1:

Which of the following isnota cross-cultural factor of negotiation?

Options:

Religion/belief/culture

Legal system

Financial and fiscal system

Environment

Answer

Explanation

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.

[Reference:CIPS Level 5, L5M15 – Topic: Cross-Cultural Considerations in Negotiation., ]

Questions # 2:

Josh plans to use a Myers–Briggs assessment for junior candidates. What type of test is this?

Options:

Personality test

Competence test

Procurement test

Intelligence test

Answer

Explanation

Myers–Briggs Type Indicator (MBTI) profiles personality preferences (e.g., introversion/extraversion). It is not a measure of intelligence or job competence.

[Reference:CIPS L5M15 – Assessing people in negotiation contexts: personality tools., ]

Questions # 3:

Which of the following aredisadvantagesof entering into a strategic alliance?Select TWO

Options:

Confidentiality

Disputes

Access to resources

Economies of scale

Answer

A, B

Explanation

While alliances can deliver benefits (e.g., shared resources, economies of scale), they also poserisks, notablyconfidentiality issues(data sharing vulnerability) andpotential disputesover governance, profit sharing, or objectives.

[Reference:CIPS L5M15 –Strategic Alliances: Advantages & Disadvantages (Domain 3.1)., ]

Questions # 4:

What is meant by thePower Approachto negotiation?

Options:

Agreements are made on mutual interest

Inequality of power is a barrier to close relationships

More relative power means the negotiator can be proactive rather than reactive

Relationships based on power should be discouraged

Answer

Explanation

Following Andrew Cox,relative powerstrongly shapes sourcing outcomes;greater buyer (or supplier) powerenables a moreproactivestance in shaping terms and managing the relationship. Power asymmetry does not automatically preclude close relationships.

[Reference:CIPS L5M15 — The Power Perspective in Buyer–Supplier Relationships (Domain 2.2)., ]

Questions # 5:

Every negotiation requires a rehearsal. Is this statement TRUE?

Options:

Yes – every negotiation should be rehearsed.

Yes – you are more likely to fail if not rehearsed.

No – only high-risk negotiations require rehearsals.

No – routine negotiations do not require rehearsals.

Answer

Explanation

Not all negotiations need formal rehearsals. Forroutine or low-value supplier interactions, preparation may be minimal. Rehearsals are best suited forstrategic or high-stakesnegotiations involving teams or complex outcomes.

[Reference:CIPS L5M15 –Negotiation Planning and Rehearsal (Domain 1.1)., ]

Questions # 6:

Yi Ting is advised to use the Principled Approach. Which must she remember?Select TWO

Options:

Separate people from problems

Do not deviate from the agenda

Focus on interests not positions

She will be negotiating alone

Answer

A, C

Explanation

Two core principles are toseparate people from the problemand tofocus on interests rather than positions. (The other two statements are not defining elements of the approach.)

[Reference:CIPS L5M15 — The Four Principles of Principled Negotiation (Domain 2.2)., ]

Questions # 7:

Jonathan is a procurement manager who has been asked to gatherprimary datafor an upcoming negotiation. He sends out a survey. Was this correct?

Options:

Yes – the survey will provide primary data.

Yes – the survey will ensure Jonathan wins the negotiation.

No – surveys do not provide suitable information.

No – the survey will produce secondary data.

Answer

Explanation

Primary datais original information gathered firsthand for a specific purpose—such as surveys, interviews, or focus groups. By contrast,secondary datacomes from existing sources. A survey, therefore, is an appropriate primary data-gathering tool.

[Reference:CIPS L5M15 –Intelligence Gathering for Negotiation (Domain 1.1)., ]

Questions # 8:

Alan needs to communicate the outcome of a negotiation to his internal stakeholders. His internal stakeholders havehigh power. Which communication methods would be best?Select TWO

Options:

Notice board

Article on the website

Team meeting

Answer

C, D

Explanation

When stakeholders holdhigh poweror influence, communication should bedirect and engaging, ensuring clarity and accountability.

Face-to-faceteam meetingsallow discussion and immediate feedback, whileemailsprovide documented communication. Noticeboards and website articles are better suited for lower-power or external audiences.

[Reference:CIPS L5M15 –Stakeholder Communication and Engagement Strategies (Domain 1.3)., ]

Questions # 9:

What is the mainadvantagefor a supplier using a pain-share contract?

Options:

The supplier will be penalised for not achieving a target cost.

There is a shared approach to risk.

It ensures cost certainty on the contract.

It ensures a better relationship with the buyer.

Answer

Explanation

Pain/gain share arrangements distribute both upside (gain) and downside (pain) between buyer and supplier, promoting fairness and shared accountability. This shared-risk structure encourages collaboration and continuous improvement.

[Reference:CIPS L5M15 –Risk and Reward Sharing in Contracts., ]

Questions # 10:

Procurement or contract risk can come in many forms. A STEEPLE analysis can provide awareness of potential risk factors. Which of the following factors are included within a STEEPLE analysis?

Options:

Social, time, environment

Legitimate, ethical, economic

Ergonomic, technological, political

Legal, ethical, political

Answer

Explanation

STEEPLE analysis(Social, Technological, Economic, Environmental, Political, Legal, Ethical) helps identify external factors that could create risks or opportunities in procurement. It broadens situational awareness beyond immediate operational issues.

[Reference:CIPS L5M15 –Environmental Scanning and Risk Awareness: STEEPLE Model (Domain 2.1)., ]

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