Free L5M15 Questions for CIPS Advanced Negotiation L5M15 Exam as PDF & Practice Test Engine
What is meant by "marginal gains"?
Correct Answer: A
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Kelly is a lead negotiator preparing for a meeting with a supplier. Her approach is to appear "warm and tough." Which of the following behaviours should Kelly exhibit?
Correct Answer: C
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In a negotiation that centres onBehavioural Negotiation tactics, which of the following is true?
Correct Answer: B
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Which of the following could be considered aPull-styleinfluencing/negotiation tactic?Select TWO.
Correct Answer: A,D
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The win-lose approach to negotiation is also sometimes known as what?
Correct Answer: A
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Daniel is the lead negotiator for a deal with a potential supplier. He is quick-thinking, assertive, and has strong market knowledge. Which type of product is Daniel negotiating about?
Correct Answer: A
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Georgia is entering into a negotiation with a supplier she knows well. Her manager asks that she "frame the agenda" at the beginning of the meeting. What does this mean?
Correct Answer: A
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The "Pinocchio Effect" looks at which characteristic during a negotiation?
Correct Answer: A
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When may the outcome of a negotiation be described aswin: perceived win?
Correct Answer: C
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A combination of which two behaviours fails to establish effective buyer-supplier relationships and can lead to aggressive negotiation tactics?
Correct Answer: A,B
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