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L5M15 Valid Test Duration - Detailed L5M15 Answers

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CIPS L5M15 Exam Syllabus Topics:

Topic
Details

Topic 1

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 2

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.

Topic 3

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.

CIPS Advanced Negotiation Sample Questions (Q22-Q27):

NEW QUESTION # 22
Why is it important to build rapport during a negotiation?

A. It demonstrates power and influence in the negotiation.
B. It allows you to deviate from the agenda.
C. It is a hard influencing technique that will help secure the desired outcome.
D. It is the process of building a relationship of mutual trust and understanding.

Answer: D

Explanation:
In negotiation, rapport is about creating a foundation of mutual trust, respect, and understanding so that information flows more freely, misinterpretations are reduced, and collaborative problem-solving becomes easier. Strong rapport supports effective communication and smoother movement toward agreement.
Reference:CIPS Level 5, Advanced Negotiation (L5M15) - Topic: Building Rapport (Communication and Interpersonal Skills).

NEW QUESTION # 23
Which of the following models would you use forsupplier preferencing?

A. SWOT
B. Five Forces
C. Kraljic
D. Relationship Spectrum

Answer: C

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).

NEW QUESTION # 24
Which of the following areincentivesto increase supplier performance?Select TWO

A. Gain share
B. Pain share
C. Bonus payments
D. Service credits

Answer: A,C

Explanation:
Gain shareandbonus paymentsare positive incentives that encourage suppliers to perform beyond baseline requirements. Gain share rewards suppliers for creating mutual cost savings or innovation benefits, while bonus payments recognise exceeding service or delivery targets.
In contrast, pain share and service credits are deterrents for underperformance, not motivators.
Reference:CIPS L5M15 -Supplier Performance Incentives and Contractual Mechanisms (Domain 1.3).

NEW QUESTION # 25
Which of the following isnota personality characteristic in the OCEAN "Big Five" model?

A. Sensitivity
B. Agreeableness
C. Openness
D. Neuroticism

Answer: A

Explanation:
The Big Five traits areOpenness, Conscientiousness, Extraversion, Agreeableness, Neuroticism (OCEAN)
. "Sensitivity" is not one of the five canonical factors.
Reference:CIPS L5M15 - Individual differences and Big Five personality traits.

NEW QUESTION # 26
Which of the following could be considered aPull-styleinfluencing/negotiation tactic?Select TWO.

A. Rationalising
B. Asserting
C. Negotiating
D. Inspiring

Answer: C,D

Explanation:
Pull tactics engage, involve, and motivate others (e.g., inspiring with vision, inviting joint problem-solving, exploring interests). Push tactics rely on directing, arguing, or asserting with facts and logic. Thus "inspiring" and "negotiating" are pull; "rationalising" and "asserting" are push.
Reference:CIPS Level 5, L5M15 - Topic: Push vs Pull Influencing Styles.

NEW QUESTION # 27
......

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