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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 # 11:

Which influencing styles are most suitable for ahigh-risk, high-valueproject aiming to form a partnership?

Options:

Bridging, integration, coalition

Inspiring, collaborating, consulting

Rationalising, appraising

Asserting, pressuring

Answer

Explanation

In high-value, high-risk partnerships, success depends oncollaboration, trust, and shared goals. Hence,inspiring,consulting, andcollaboratingstyles promote open communication and joint problem-solving.

[Reference:CIPS L5M15 –Supply Position Model and Influencing Styles (Domain 3.2)., ]

Questions # 12:

When mightcrowdsourcingbe useful in a negotiation?

Options:

Researching a supplier

During the negotiation, to gain better insight

Deciding on final prices

Assessing the other party’s BATNA

Answer

Explanation

In CIPS terms,crowdsourcingmeans collecting information or opinions from a large group via digital platforms. It can be useful forresearching suppliers, validating performance, and benchmarking reputations before negotiations.

[Reference:CIPS L5M15 –Information Gathering & External Intelligence Tools (Domain 2.1)., ]

Questions # 13:

Honesty and integrity are core elements of business ethical codes of practice. Demonstrating these behaviours can help avoid which of the following?

Options:

Reputational damage

Physical damage

Loss of contracts

Loss of staff

Answer

Explanation

Acting with honesty and integrity safeguards an organisation’s reputation, ensuring public trust and compliance with professional standards. Ethical misconduct, by contrast, risks serious reputational harm and stakeholder distrust.

[Reference:CIPS L5M15 –Ethics and Reputation Management in Procurement and Negotiation., , , ]

Questions # 14:

For a high-value or high-risk project, which of the following are key actions in negotiation?Select TWO.

Options:

Have a win–lose approach to negotiation.

Prepare thoroughly before the negotiation.

Use a multi-disciplinary team.

Use ploys and tactics.

Host the meeting at your premises.

Answer

B, C

Explanation

High-risk or high-value negotiations require thorough preparation—understanding goals, alternatives, and stakeholder expectations—and often benefit from a cross-functional team bringing varied expertise. This improves quality of analysis and decision-making.

[Reference:CIPS L5M15 –Negotiation Preparation and Planning for Complex Projects., ]

Questions # 15:

Which of the following tactics would be considered ahardtactic in negotiation?

Options:

Collaboration tactic

Pressure tactic

Inspirational appeal

Rational persuasion

Answer

Explanation

Pressure tacticsare categorised as “hard” negotiation behaviours. They apply coercion or authority to gain compliance. In contrast, tactics such as collaboration, inspirational appeal, and rational persuasion are “soft” and relationship-oriented.

[Reference:CIPS L5M15 –Negotiation Tactics: Hard vs Soft Approaches (Domain 3.1)., ]

Questions # 16:

In preparing for a negotiation, an in-house procurement analyst has completed research and will present this to the team before negotiations begin. Which of the following tools could they use to organise the data?Select TWO.

Options:

Relationship Spectrum

Data Cube

STEEPLE Analysis

SWAP Analysis

Answer

B, C

Explanation

TheData Cubeis a multi-dimensional framework for presenting data clearly, whileSTEEPLE analysis(Social, Technological, Economic, Environmental, Political, Legal, Ethical) helps analyse the external environment. These tools aid structured preparation for negotiation.

[Reference:CIPS L5M15 –Analytical Tools for Negotiation Preparation., ]

Questions # 17:

When a discussion is being driven by a consideration that has not been openly disclosed, leaving one party disadvantaged, this is known as what?

Options:

Favouritism

Exaggerated claim

Lack of confidentiality

Hidden agenda

Answer

Explanation

Ahidden agendainvolves unspoken motives or objectives influencing negotiation behaviour. Transparency and open communication help avoid mistrust and unfair advantage.

[Reference:CIPS L5M15 –Unethical Behaviour in Negotiation: Hidden Agendas., ]

Questions # 18:

Which of the following models would you use forsupplier preferencing?

Options:

SWOT

Kraljic

Five Forces

Relationship Spectrum

Answer

Explanation

TheKraljic Matrixis used to assess procurement categories and supplier relationships based onvalue and risk, helping buyers tailor their negotiation and relationship management strategies.

[Reference:CIPS L5M15 –Supplier Preferencing & Portfolio Models (Domain 1.2)., ]

Questions # 19:

Research by Meredith Belbin into team roles and predicting success showed that the most successful teams had which of the following characteristics?

Options:

A successful team should have nine people.

A successful team needs highly intelligent people.

A successful team requires different people to play different roles.

A successful team must have a clear leader.

Answer

Explanation

Meredith Belbin’s research found that high-performing teams have a balanced mix of complementary roles rather than simply highly skilled individuals. The nine Belbin roles (e.g., Plant, Coordinator, Implementer, Completer Finisher) reflect diverse strengths that, when combined, improve overall team performance.

[Reference:CIPS L5M15 –Team Roles and Effectiveness(Belbin’s Team Role Theory)., ]

Questions # 20:

According to Maslow’s hierarchy of needs, which is the most basic human need?

Options:

Safety

Belonging

Emotional

Physiological

Answer

Explanation

Physiologicalneeds (air, water, food, rest) sit at the base of Maslow’s pyramid. Higher-order needs (safety, belonging, esteem, self-actualisation) become salient once lower levels are reasonably satisfied.

[Reference:CIPS L5M15 – Motivation theories applied to negotiation., ]

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