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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 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 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.

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Latest CIPS L5M15 Exam Objectives, Reliable L5M15 Dumps Ebook

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CIPS Advanced Negotiation Sample Questions (Q82-Q87):

NEW QUESTION # 82
In preparing for a negotiation, an analysis of overall strategy can result in improved tactical planning and a better overall outcome. Is this statement TRUE?

Answer: D

Explanation:
Developing negotiation strategy requires stakeholder consultation to align the negotiation with organisational objectives. Strategy defines direction; tactics are the methods used to achieve it. Planning strategy first ensures tactics serve long-term goals effectively.
Reference:CIPS L5M15 -Negotiation Strategy and Tactics.


NEW QUESTION # 83
Honesty and integrity are core elements of business ethical codes of practice. Demonstrating these behaviours can help avoid which of the following?

Answer: C

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 # 84
A push style of negotiation uses logic, facts, and reasoning to make a case for change. Is this true?

Answer: A

Explanation:
Push tactics emphasise advocacy: using facts, logic, and directive communication to move others. They can deliver short-term compliance and clarity but may limit ownership/commitment compared with pull tactics, which are more involving and collaborative.
Reference:CIPS Level 5, L5M15 - Topic: Push vs Pull Influencing Styles in Negotiation.


NEW QUESTION # 85
When you have awareness of a skill but are not yet proficient, which stage of competence applies?

Answer: C

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 # 86
Where two parties share the cost of implementing new production capabilities or in sharing costly storage
/transport infrastructure, what type of strategic alliance is this?

Answer: D

Explanation:
Sharing warehousing, distribution, or production capacity is characteristic ofoperations and logistics alliances-aimed at cost leverage, service improvements, and risk sharing in physical operations.
Reference:CIPS L5M15 - Types of alliances: operations/logistics collaboration.


NEW QUESTION # 87
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