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CIPS L5M15 Exam Syllabus Topics:

TopicDetails
Topic 1
  • Understand methods and behavioural factors which can influence others: This section of the exam measures skills of Category Managers and covers the influence of behavioural and interpersonal dynamics in negotiation and collaboration. It explores methods to influence individuals and groups by building trust, creating alliances, and managing conflict, ambiguity, and resistance effectively. Learners examine how attitudes, motivation, and organisational behaviour affect outcomes, including the influence of leadership style, empowerment, participation, and communication. The section emphasizes understanding how organisational structures and informal networks shape negotiation power and decision-making processes within procurement and supply environments.
Topic 2
  • Understand negotiation relationships and ethics: This section of the exam measures skills of Supply Chain Professionals and covers the role of relationships, trust, and ethics within negotiations. It explains how honesty and long-term partnerships contribute to effective outcomes and examines how situational assessment affects negotiation tone and results. The section also introduces ethical considerations, including the differences between positional and principled negotiation, separating personal factors from issues, and pursuing win-win solutions. It highlights the importance of cultural sensitivity, transparency, and the avoidance of unethical practices such as bribery, corruption, or fraud within professional negotiations.
Topic 3
  • Understand the key stages which impact on the negotiation process and outcomes: This section of the exam measures skills of Procurement Managers and covers the major phases of negotiation, from preparation to conclusion. It includes understanding how pre-negotiation planning influences success, analyzing whether to negotiate individually or as a team, and preparing with clear objectives, strategies, and intelligence. It also explores structuring a negotiation agenda, applying effective negotiation tools and tactics, handling concessions, understanding opponent motivations, managing deadlocks, and ensuring successful conclusion and documentation of agreements. Post-negotiation focus is on implementing agreements, selling outcomes to stakeholders, and monitoring performance for continuous improvement.

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CIPS Advanced Negotiation Sample Questions (Q55-Q60):

NEW QUESTION # 55
Which of the following stages in group development comesfirst?

Answer: C

Explanation:
In Tuckman's team development model:Forming # Storming # Norming # Performing # Adjourning
/Mourning. "Storming" is the first stage listed here and marks initial conflict as roles and norms form.
Reference:CIPS L5M15 -Team Dynamics: Tuckman's Stages (Domain 3.1).


NEW QUESTION # 56
Which of the following aredisadvantagesof entering into a strategic alliance?Select TWO

Answer: A,B

Explanation:
While alliances can deliver benefits (e.g., shared resources, economies of scale), they also poserisks, notably confidentiality issues(data sharing vulnerability) andpotential disputesover governance, profit sharing, or objectives.
Reference:CIPS L5M15 -Strategic Alliances: Advantages & Disadvantages (Domain 3.1).


NEW QUESTION # 57
When you have awareness of a skill but are not yet proficient, which stage of competence applies?

Answer: A

Explanation:
Conscious incompetencemeans recognising a skill gap-you understand what's required but haven't yet mastered it. It's the second stage in the four-stage competence model: (1) Unconscious incompetence # (2) Conscious incompetence # (3) Conscious competence # (4) Unconscious competence.
Reference:CIPS L5M15 -Learning & Skills Development in Negotiation (Domain 3.2).


NEW QUESTION # 58
Honesty and integrity are core elements of business ethical codes of practice. Demonstrating these behaviours can help avoid which of the following?

Answer: A

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.


NEW QUESTION # 59
Which stage of team development is typically characterised by frustration and conflict?

Answer: C

Explanation:
In Tuckman's model,stormingfollows forming and features challenge, tension, and testing of roles. Effective leadership and clarity of purpose help teams move intonormingandperforming.
Reference:CIPS L5M15 - Teams in negotiation: Tuckman stages.


NEW QUESTION # 60
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