Exam L5M15 VCE

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CIPS L5M15 Exam Syllabus Topics:

TopicDetails
Topic 1
  • 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 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 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.

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CIPS Advanced Negotiation Sample Questions (Q67-Q72):

NEW QUESTION # 67
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 # 68
Rationalising is the use of logic, facts, and reason in a negotiation. This is a pull style of influencing. Is this correct?

Answer: C

Explanation:
Rationalisingbelongs to thepush influencing style. It uses logic, facts, and evidence to convince others, leveraging authority or data. It contrasts withpull techniquessuch as inspiring and consulting, which engage others collaboratively.
Reference:CIPS L5M15 -Push vs Pull Influencing Techniques (Domain 3.1).


NEW QUESTION # 69
When a discussion is being driven by a consideration that has not been openly disclosed, leaving one party disadvantaged, this is known as what?

Answer: B

Explanation:
Ahidden agendainvolves unspoken motives or objectives influencing negotiation behaviour. Transparency and open communication help avoid mistrust and unfair advantage.
Reference:CIPS L5M15 -Unethical Behaviour in Negotiation: Hidden Agendas.


NEW QUESTION # 70
The quality of being honest and having strong moral principles is known as what?

Answer: A

Explanation:
Integrityrefers to ethical consistency-acting honestly, fairly, and in accordance with moral principles, even under pressure. It underpins trust and credibility in procurement and negotiation.
Reference:CIPS L5M15 -Ethics and Professional Standards (Integrity).


NEW QUESTION # 71
Which of the following best describes a "Skunkworks" department in an organisation?

Answer: A

Explanation:
"Skunkworks" refers to a small, independent unit within an organisation that focuses on innovation and experimental projects. It operates with autonomy and minimal bureaucracy, often outside the main corporate structure, to accelerate development.
Reference:CIPS L5M15 -Innovation and Organisational Structure(Skunkworks concept).


NEW QUESTION # 72
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