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Advanced Negotiation Question and Answers

Advanced Negotiation

Last Update Nov 2, 2025
Total Questions : 88

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Questions 1

A manager identifies an issue and discusses it with the team, taking on board their input. Which leadership strategy is this?

Options:

A.  

Selling

B.  

Joining

C.  

Consulting

D.  

Telling

Discussion 0
Questions 2

A combination of which two behaviours fails to establish effective buyer–supplier relationships and can lead to aggressive negotiation tactics?

Options:

A.  

Warm

B.  

Cold

C.  

Tough

D.  

Soft

Discussion 0
Questions 3

Rationalising is the use of logic, facts, and reason in a negotiation. This is a pull style of influencing. Is this correct?

Options:

A.  

Yes – rationalising is an inspirational technique.

B.  

Yes – rationalising influences outcomes by uniting others.

C.  

No – rationalising is a push technique which relies on persuasion and leverage.

D.  

No – rationalisation relies on personal confidence.

Discussion 0
Questions 4

Which of the following behaviours can lead to a breakdown in trust because of the perceived lack of honesty?Select TWO

Options:

A.  

Using hardball negotiation techniques

B.  

Exaggerated claims

C.  

Favouritism

D.  

Lack of a fixed agenda

Discussion 0
Questions 5

In what circumstances would it be acceptable to use gamesmanship and brinkmanship tactics?

Options:

A.  

For high-risk products

B.  

Where the relationship is not important

C.  

For long-term contracts

D.  

In international negotiations

Discussion 0
Questions 6

Which of the following is anegativebody-language signal?

Options:

A.  

Smiling

B.  

Mirroring the other person’s body language

C.  

Eye contact

D.  

Crossed arms

Discussion 0
Questions 7

When mightcrowdsourcingbe useful in a negotiation?

Options:

A.  

Researching a supplier

B.  

During the negotiation, to gain better insight

C.  

Deciding on final prices

D.  

Assessing the other party’s BATNA

Discussion 0
Questions 8

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

Options:

A.  

Confidentiality

B.  

Disputes

C.  

Access to resources

D.  

Economies of scale

Discussion 0
Questions 9

Which of the following is a soft skill that is important in procurement and supply?

Options:

A.  

Financial acumen

B.  

Influencing skills

C.  

Computer skills

D.  

Knowledge

Discussion 0
Questions 10

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

Options:

A.  

Collaboration tactic

B.  

Pressure tactic

C.  

Inspirational appeal

D.  

Rational persuasion

Discussion 0
Questions 11

Haggling and coercive behaviour can lead to a win–win outcome in a negotiation. Is this true?

Options:

A.  

Yes – both parties achieve their objectives.

B.  

Yes – this is the most effective way to ensure a win–win outcome.

C.  

No – a win–win outcome requires both parties to achieve their objectives through a value-creating approach.

D.  

No – haggling and coercive behaviour can only lead to a lose–lose outcome.

Discussion 0
Questions 12

Josh plans to use a Myers–Briggs assessment for junior candidates. What type of test is this?

Options:

A.  

Personality test

B.  

Competence test

C.  

Procurement test

D.  

Intelligence test

Discussion 0
Questions 13

InHerzberg’s Two-Factor Theory, which of the following factors affect motivation?Select TWO

Options:

A.  

Motivation factors

B.  

Demotivation factors

C.  

Hygiene factors

D.  

Fun factors

Discussion 0
Questions 14

Explaining the benefit of an option is a soft tactic often used in negotiations. What is this commonly known as?

Options:

A.  

Inspirational appeal

B.  

Consultation

C.  

Ingratiation

D.  

Apprising

Discussion 0
Questions 15

Which of the following stages in group development comesfirst?

Options:

A.  

Performing

B.  

Norming

C.  

Storming

D.  

Mourning

Discussion 0
Questions 16

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:

A.  

Favouritism

B.  

Exaggerated claim

C.  

Lack of confidentiality

D.  

Hidden agenda

Discussion 0
Questions 17

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?

Options:

A.  

High value, low risk

B.  

High value, high risk

C.  

Low value, high risk

D.  

Low value, low risk

Discussion 0
Questions 18

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

Options:

A.  

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

B.  

Yes – push techniques show power whereas pull techniques show weakness.

C.  

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

D.  

No – Mohammed should always use pull techniques instead of push.

Discussion 0
Questions 19

The win–lose approach to negotiation is also sometimes known as what?

Options:

A.  

Gamesmanship

B.  

Positional negotiation

C.  

Distributive bargaining

D.  

Brinkmanship

Discussion 0
Questions 20

The extent to which hierarchy and subordinate relationships are accepted is which of Hofstede’s cultural dimensions?

Options:

A.  

Power distance

B.  

Uncertainty avoidance

C.  

Individualism vs collectivism

D.  

Long-term orientation

Discussion 0
Questions 21

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

Options:

A.  

Sarah achieved all of her objectives

B.  

The approach may damage the long-term relationship

C.  

The supplier will have more respect for Sarah

D.  

The contract may be rendered void

Discussion 0
Questions 22

Which of the following is a disadvantage of apositionalapproach to negotiation?Select TWO.

Options:

A.  

It allows for little flexibility.

B.  

It allows the other party to know what you wish to achieve.

C.  

It always leads to a win–lose outcome.

D.  

Individuals can become rigid and entrenched.

Discussion 0
Questions 23

Which sentence about theHuman Relations approachto company structure isnot true?

Options:

A.  

It uses flatter organisational structures with decentralised authority.

B.  

Teams work to create synergies and fulfil social needs.

C.  

It allows for cross-functional teams and empowerment.

D.  

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

Discussion 0
Questions 24

Procurement or contract risk can come in many forms. A STEEPLE analysis can provide awareness of potential risk factors. Which of the following factors are included within a STEEPLE analysis?

Options:

A.  

Social, time, environment

B.  

Legitimate, ethical, economic

C.  

Ergonomic, technological, political

D.  

Legal, ethical, political

Discussion 0
Questions 25

What is the primary purpose of a negotiation?

Options:

A.  

To win.

B.  

To reach an agreement.

C.  

To beat the other team.

D.  

To get a better price.

Discussion 0
Questions 26

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

Options:

A.  

Reputational damage

B.  

Physical damage

C.  

Loss of contracts

D.  

Loss of staff

Discussion 0