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CIPS L5M15 Exam Syllabus Topics:

Topic
Details

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 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 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 (Q59-Q64):

NEW QUESTION # 59
Rationalising is the use of logic, facts, and reason in a negotiation. This is a pull style of influencing. Is this correct?

A. No - rationalising is a push technique which relies on persuasion and leverage.
B. Yes - rationalising influences outcomes by uniting others.
C. No - rationalisation relies on personal confidence.
D. Yes - rationalising is an inspirational technique.

Answer: A

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 # 60
Why is it important to build rapport during a negotiation?

A. It demonstrates power and influence in the negotiation.
B. It is the process of building a relationship of mutual trust and understanding.
C. It is a hard influencing technique that will help secure the desired outcome.
D. It allows you to deviate from the agenda.

Answer: B

Explanation:
In negotiation, rapport is about creating a foundation of mutual trust, respect, and understanding so that information flows more freely, misinterpretations are reduced, and collaborative problem-solving becomes easier. Strong rapport supports effective communication and smoother movement toward agreement.
Reference:CIPS Level 5, Advanced Negotiation (L5M15) - Topic: Building Rapport (Communication and Interpersonal Skills).

NEW QUESTION # 61
In which part of the relationship cycle is a supplier likely to beleast motivated?

A. Signing the contract
B. Mid-term contract
C. Handover from previous supplier
D. Negotiation

Answer: B

Explanation:
Supplier motivation typicallydeclines mid-contract, once initial enthusiasm fades and before renewal discussions begin. Motivation peaks during negotiation, contract signing, and early delivery when relationships are still being established.
Reference:CIPS L5M15 -Supplier Relationship Lifecycle and Motivation (Domain 1.3).

NEW QUESTION # 62
The "Pinocchio Effect" looks at which characteristic during a negotiation?

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

Answer: A

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 # 63
The pain/gain share approach is used to incentivise contractors in long-term contracts to achieve a target cost or extra efficiencies. In which industry is this mechanism most common?

A. Agriculture
B. Construction
C. Finance
D. Services

Answer: B

Explanation:
Constructionprojects often use pain/gain share mechanisms to align contractor performance with client objectives. They balance risk and reward-sharing savings or overruns based on project outcomes.
Reference:CIPS L5M15 -Contractual Incentives and Risk-Sharing Models (Pain/Gain Share).

NEW QUESTION # 64
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