CIPS Advanced Negotiation - L5M15 Exam Questions [2026]

QUESTION NO: 1
According to Maslow's hierarchy of needs, which is the most basic human need?

A. Physiological B. Safety C. Emotional D. Belonging

Correct Answer: A

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QUESTION NO: 2
Which of the following aredisadvantagesof entering into a strategic alliance?Select TWO

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

Correct Answer: B,C

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QUESTION NO: 3
What is meant by thePower Approachto negotiation?

A. More relative power means the negotiator can be proactive rather than reactive B. Inequality of power is a barrier to close relationships C. Relationships based on power should be discouraged D. Agreements are made on mutual interest

Correct Answer: A

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QUESTION NO: 4
Clear negotiation objectives can be taken from a Business Needs Analysis. Which of the following areas would be included within a Business Needs Analysis?Select THREE

A. Location B. Budget C. Staff D. Quality E. Timescales

Correct Answer: B,D,E

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QUESTION NO: 5
In preparing for a negotiation, an analysis of overall strategy can result in improved tactical planning and a better overall outcome. Is this statement TRUE?

A. No - tactics are a high-level plan designed to achieve a long-term goal. B. Yes - to develop a negotiation strategy you should consult with key stakeholders before deciding on tactics. C. No - tactics are achieved following the strategy. D. Yes - strategy flows from the tactics.

Correct Answer: B

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QUESTION NO: 6
In what circumstances would it be acceptable to use gamesmanship and brinkmanship tactics?

A. For long-term contracts B. For high-risk products C. In international negotiations D. Where the relationship is not important

Correct Answer: D

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QUESTION NO: 7
A manager identifies an issue and discusses it with the team, taking on board their input. Which leadership strategy is this?

A. Selling B. Telling C. Consulting D. Joining

Correct Answer: C

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QUESTION NO: 8
Which of the following isnota cross-cultural factor of negotiation?

A. Religion/belief/culture B. Environment C. Financial and fiscal system D. Legal system

Correct Answer: B

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QUESTION NO: 9
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?

A. Dominating and aggressive B. Overly friendly C. Confident and assertive D. Disinterested

Correct Answer: C

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QUESTION NO: 10
Jonathan is a procurement manager who has been asked to gatherprimary datafor an upcoming negotiation.
He sends out a survey. Was this correct?

A. Yes - the survey will provide primary data. B. No - the survey will produce secondary data. C. No - surveys do not provide suitable information. D. Yes - the survey will ensure Jonathan wins the negotiation.

Correct Answer: A

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