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Exam L5M15 Realistic Dumps Verified Questions Free [Apr 04, 2026]

Valid L5M15 Dumps for Helping Passing CIPS Exam!

CIPS L5M15 Exam Syllabus Topics:

Topic Details
Topic 1
  • 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 2
  • 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 3
  • 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.

 

Q13. In a negotiation that centres onBehavioural Negotiation tactics, which of the following is true?

 
 
 
 

Q14. Which of the following is anegativebody-language signal?

 
 
 
 

Q15. Mohammed is a Procurement Manager who believes push influencing techniques are the most effective for securing low prices. Is this correct?

 
 
 
 

Q16. 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?

 
 
 
 

Q17. Khalid has finished a negotiation and needs to communicate the outcome to his stakeholders. One stakeholder hashigh importance but low interest. What approach should he take?

 
 
 
 

Q18. Using praise or flattery in a negotiation is the use of which of the following tactics?

 
 
 
 

Q19. What is the primary purpose of a negotiation?

 
 
 
 

Q20. Which of the following areincentivesto increase supplier performance?Select TWO

 
 
 
 

Q21. Which of the following stages in group development comesfirst?

 
 
 
 

Q22. A belief that someone is both highly competent and that they care is an example of which characteristic?

 
 
 
 

Q23. When may the outcome of a negotiation be described aswin: perceived win?

 
 
 
 

Q24. Under what circumstances would you useparallel workingwith two suppliers?

 
 
 
 

Q25. Which of the following isnotan example of an environmental KPI?

 
 
 
 

Q26. Different negotiation outcomes are required in different circumstances. In a”Yellow”circumstance (high risk, high value), which of the following is the best approach?

 
 
 
 

Q27. The “Pinocchio Effect” looks at which characteristic during a negotiation?

 
 
 
 

Q28. In which circumstances may a buyer suggest that a negotiation meeting be held at thesupplier’s premises?

 
 
 
 

Q29. The extent to which hierarchy and subordinate relationships are accepted is which of Hofstede’s cultural dimensions?

 
 
 
 

Q30. A manager identifies an issue and discusses it with the team, taking on board their input. Which leadership strategy is this?

 
 
 
 

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