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CIPS L5M15 Exam Syllabus Topics:

Topic
Details

Topic 1

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 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 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 (Q32-Q37):

NEW QUESTION # 32
Which of the following aredisadvantagesof entering into a strategic alliance?Select TWO

A. Economies of scale
B. Access to resources
C. Disputes
D. Confidentiality

Answer: C,D

Explanation:
While alliances can deliver benefits (e.g., shared resources, economies of scale), they also poserisks, notably confidentiality issues(data sharing vulnerability) andpotential disputesover governance, profit sharing, or objectives.
Reference:CIPS L5M15 -Strategic Alliances: Advantages & Disadvantages (Domain 3.1).

NEW QUESTION # 33
Robert and Debbie want to formalise a business relationship and share resources to deliver a high-risk, high- value project. What type of relationship should they seek?

A. Arm's-length relationship
B. Preferred supplier
C. Strategic alliance
D. Strategic partnership

Answer: D

Explanation:
Astrategic partnershipis a formal, high-involvement relationship with shared resources and joint governance-appropriate where risk/value is high and close collaboration is essential. Strategic alliances can be looser and not always resource-sharing.
Reference:CIPS L5M15 - Relationship types and suitability (high risk/high value).

NEW QUESTION # 34
For a high-value or high-risk project, which of the following are key actions in negotiation?Select TWO.

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

Answer: C,D

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 # 35
Josh plans to use a Myers-Briggs assessment for junior candidates. What type of test is this?

A. Competence test
B. Personality test
C. Procurement test
D. Intelligence test

Answer: B

Explanation:
Myers-Briggs Type Indicator (MBTI) profiles personality preferences (e.g., introversion/extraversion). It is not a measure of intelligence or job competence.
Reference:CIPS L5M15 - Assessing people in negotiation contexts: personality tools.

NEW QUESTION # 36
Which of the following models would you use forsupplier preferencing?

A. SWOT
B. Five Forces
C. Kraljic
D. Relationship Spectrum

Answer: C

Explanation:
TheKraljic Matrixis used to assess procurement categories and supplier relationships based onvalue and risk
, helping buyers tailor their negotiation and relationship management strategies.
Reference:CIPS L5M15 -Supplier Preferencing & Portfolio Models (Domain 1.2).

NEW QUESTION # 37
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