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CIPS L5M15 Exam Syllabus Topics:

Topic	Details
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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CIPS Advanced Negotiation Sample Questions (Q75-Q80):

NEW QUESTION # 75
A belief that someone is both highly competent and that they care is an example of which characteristic?

A. Affection
B. Trust
C. Distrust
D. Respect

Answer: B

Explanation:
Trust in negotiation is built when a counterpart is perceived as both capable (competence) and benevolent (care). Without either dimension, relationships may erode into mere respect or distrust.
Reference:CIPS L5M15 -Building Trust in Supplier Relationships.

NEW QUESTION # 76
For a high-value or high-risk project, which of the following are key actions in negotiation?Select TWO.

A. Host the meeting at your premises.
B. Use ploys and tactics.
C. Use a multi-disciplinary team.
D. Have a win-lose approach to negotiation.
E. Prepare thoroughly before the negotiation.

Answer: C,E

Explanation:
High-risk or high-value negotiations require thorough preparation-understanding goals, alternatives, and stakeholder expectations-and often benefit from a cross-functional team bringing varied expertise. This improves quality of analysis and decision-making.
Reference:CIPS L5M15 -Negotiation Preparation and Planning for Complex Projects.

NEW QUESTION # 77
Using praise or flattery in a negotiation is the use of which of the following tactics?

A. Exchange
B. Personal appeal
C. Ingratiation
D. Collaboration

Answer: C

Explanation:
Ingratiationinvolves using flattery, praise, or friendliness to increase likability and influence. It's a soft tactic often used to build rapport and reduce resistance before discussing substantive issues.
Reference:CIPS L5M15 -Soft Tactics and Relationship Building (Domain 3.1).

NEW QUESTION # 78
Which of the following isnota base of power?

A. Financial
B. Referent
C. Informational
D. Legitimate

Answer: A

Explanation:
The six recognisedbases of powerare informational, legitimate, referent, coercive, reward, and expert.
Financial power is not classified separately-it can fall under reward or resource power, but not as a formal category.
Reference:CIPS L5M15 -Power in Negotiation (French & Raven's Six Bases) (Domain 3.1).

NEW QUESTION # 79
What is meant by "marginal gains"?

A. There should be a low margin for error when trying to improve.
B. A supplier should seek to meet their KPIs but not excel.
C. Small incremental gains can lead to a larger improvement.
D. All improvements are of equal value.

Answer: C

Explanation:
The "marginal gains" philosophy is that making numerous small, continuous improvements across processes results in significant overall performance enhancement. This principle is often applied to supplier development and continuous improvement programmes.
Reference:CIPS L5M15 -Supplier Performance and Continuous Improvement(Marginal Gains Theory).

NEW QUESTION # 80
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