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CIPS Advanced Negotiation Sample Questions (Q53-Q58):
NEW QUESTION # 53
Which of the following are advantages of having an agenda within a negotiation?Select TWO.
- A. It minimises distractions.
- B. It ensures all key topics are covered.
- C. It allows for flexibility.
- D. Becoming too scripted can reduce flexibility.
Answer: A,B
Explanation:
A clear agenda maintains structure, ensures that important issues are discussed, and prevents digression. It keeps discussions focused and efficient, though overly rigid agendas can limit responsiveness to opportunities.
Reference:CIPS L5M15 -Negotiation Process: The Use and Value of Agendas.
NEW QUESTION # 54
Using praise or flattery in a negotiation is the use of which of the following tactics?
- A. Collaboration
- B. Personal appeal
- C. Exchange
- D. Ingratiation
Answer: D
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 # 55
Oscar is joining a negotiation team. His brother is the CEO of the supplier. What behaviour is this an example of?
- A. Hidden agenda
- B. Favouritism
- C. False claim
- D. Conflict of interest
Answer: D
Explanation:
Aconflict of interestarises when personal relationships or financial interests could influence-or appear to influence-professional judgement. It must be declared and managed to maintain ethical integrity.
Reference:CIPS L5M15 -Ethical Behaviour and Conflicts of Interest.
NEW QUESTION # 56
In preparing for a negotiation, an in-house procurement analyst has completed research and will present this to the team before negotiations begin. Which of the following tools could they use to organise the data?Select TWO.
- A. Relationship Spectrum
- B. STEEPLE Analysis
- C. Data Cube
- D. SWAP Analysis
Answer: B,C
Explanation:
TheData Cubeis a multi-dimensional framework for presenting data clearly, whileSTEEPLE analysis (Social, Technological, Economic, Environmental, Political, Legal, Ethical) helps analyse the external environment. These tools aid structured preparation for negotiation.
Reference:CIPS L5M15 -Analytical Tools for Negotiation Preparation.
NEW QUESTION # 57
A combination of which two behaviours fails to establish effective buyer-supplier relationships and can lead to aggressive negotiation tactics?
- A. Cold
- B. Soft
- C. Tough
- D. Warm
Answer: A,C
Explanation:
Acold(detached) andtough(adversarial) style discourages collaboration and may escalate conflict. CIPS categorises influencing behaviour across two dimensions-warm vs cold and tough vs soft-with "cold and tough" seen as destructive.
Reference:CIPS L5M15 -Influencing Behaviour Grid (Warm/Cold vs Tough/Soft, Domain 1.2).
NEW QUESTION # 58
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