L5M15 by CIPS Actual Free Exam Questions And Answers

Question 1

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

A. Loss of contracts

B. Reputational damage

C. Physical damage

D. Loss of staff

Discussion 0

Correct Answer: B Vote an answer

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Question 2

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

A. Access to resources

B. Disputes

C. Economies of scale

D. Confidentiality

Discussion 0

Correct Answer: B,D Vote an answer

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Question 3

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

A. Safety

B. Physiological

C. Emotional

D. Belonging

Discussion 0

Correct Answer: B Vote an answer

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Question 4

Which of the following could be considered aPull-styleinfluencing/negotiation tactic?Select TWO.

A. Negotiating

B. Inspiring

C. Rationalising

D. Asserting

Discussion 0

Correct Answer: A,B Vote an answer

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Question 5

The "Pinocchio Effect" looks at which characteristic during a negotiation?

A. Honesty

B. Ploys and tactics

C. Stability

D. Childishness

Discussion 0

Correct Answer: A Vote an answer

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Question 6

Which sentence about theHuman Relations approachto company structure isnot true?

A. Teams work to create synergies and fulfil social needs.

B. It allows for cross-functional teams and empowerment.

C. It uses flatter organisational structures with decentralised authority.

D. Tasks are grouped together by their common nature or task focus.

Discussion 0

Correct Answer: D Vote an answer

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Question 7

Sarah is a procurement manager who used a win-lose stance and deceptive techniques to reach her goals.
Which consequences may follow?Select TWO

A. The approach may damage the long-term relationship

B. Sarah achieved all of her objectives

C. The supplier will have more respect for Sarah

D. The contract may be rendered void

Discussion 0

Correct Answer: A,D Vote an answer

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Question 8

Daniel is the lead negotiator for a deal with a potential supplier. He is quick-thinking, assertive, and has strong market knowledge. Which type of product is Daniel negotiating about?

A. Low value, low risk

B. High value, low risk

C. Low value, high risk

D. High value, high risk

Discussion 0

Correct Answer: B Vote an answer

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Question 9

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

A. No - Mohammed can also use pull techniques, which may help build trust.

B. Yes - you should always use a push technique when discussing price.

C. Yes - push techniques show power whereas pull techniques show weakness.

D. No - Mohammed should always use pull techniques instead of push.

Discussion 0

Correct Answer: A Vote an answer

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Question 10

What is meant by thePower Approachto negotiation?

A. Agreements are made on mutual interest

B. Inequality of power is a barrier to close relationships

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

D. Relationships based on power should be discouraged

Discussion 0

Correct Answer: C Vote an answer

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CIPS Advanced Negotiation - L5M15 Exam Practice Test

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