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L5M15 exam questions: Advanced Negotiation & L5M15 study materials

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CIPS Advanced Negotiation Sample Questions (Q21-Q26):

NEW QUESTION # 21
The "Pinocchio Effect" looks at which characteristic during a negotiation?

A. Stability
B. Honesty
C. Childishness
D. Ploys and tactics

Answer: B

Explanation:
The "Pinocchio Effect" refers to identifying deception cues during negotiation-named after the fictional character whose nose grew when he lied. It explores body language and behavioural indicators of dishonesty.
Reference:CIPS L5M15 -Non-Verbal Communication and Truthfulness in Negotiation.

NEW QUESTION # 22
Under what circumstances would you useparallel workingwith two suppliers?

A. When large orders exceed one supplier's capacity.
B. When changing supplier, to ensure a smooth transition.
C. When maintaining good relations with an old supplier.
D. When the item is a bottleneck item, to reduce risk.

Answer: B

Explanation:
Parallel working (or parallel running)is used when switching suppliers to ensure continuity of supply. Both suppliers operate simultaneously for a transition period until the new supplier demonstrates stability and quality.
Reference:CIPS L5M15 -Supplier Transition and Continuity Planning (Domain 1.3).

NEW QUESTION # 23
Which of the following is a disadvantage of apositionalapproach to negotiation?Select TWO.

A. It allows for little flexibility.
B. It allows the other party to know what you wish to achieve.
C. Individuals can become rigid and entrenched.
D. It always leads to a win-lose outcome.

Answer: A,C

Explanation:
Positional bargaining starts with fixed opening stances and trades concessions from those stances. This often reduces flexibility and can make participants defensive or entrenched, inhibiting creativity and joint problem- solving.
Reference:CIPS L5M15 - Approaches to negotiation: Positional vs Principled.

NEW QUESTION # 24
Which of the following is anegativebody-language signal?

A. Eye contact
B. Mirroring the other person's body language
C. Smiling
D. Crossed arms

Answer: D

Explanation:
Crossed arms are commonly read as closed/defensive, which can hinder rapport. In contrast, natural smiling, appropriate eye contact, and subtle mirroring generally support openness and trust.
Reference:CIPS L5M15 - Communication and rapport: non-verbal behaviours.

NEW QUESTION # 25
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?

A. Legal, ethical, political
B. Legitimate, ethical, economic
C. Ergonomic, technological, political
D. Social, time, environment

Answer: A

Explanation:
STEEPLE analysis(Social, Technological, Economic, Environmental, Political, Legal, Ethical) helps identify external factors that could create risks or opportunities in procurement. It broadens situational awareness beyond immediate operational issues.
Reference:CIPS L5M15 -Environmental Scanning and Risk Awareness: STEEPLE Model (Domain 2.1).

NEW QUESTION # 26
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