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CIPS L5M15 Exam Syllabus Topics:

Topic
Details

Topic 1

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 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 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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Updated CIPS L5M15 Exam Questions For Accurately Prepare [2025]

You can take our CIPS L5M15 practice exams (desktop and web-based) multiple times to gauge how well you've prepared for the real CIPS L5M15 test. These L5M15 practice exams are designed specifically to help you identify your mistakes and attempt the real L5M15 examination successfully. You can continually enhance your Advanced Negotiation (L5M15) test preparation by overcoming your mistakes. Customers can check their prior L5M15 tests and give L5M15 practice exams multiple times to improve themselves for the final CIPS L5M15 test.

CIPS Advanced Negotiation Sample Questions (Q63-Q68):

NEW QUESTION # 63
Yi Ting is advised to use the Principled Approach. Which must she remember?Select TWO

A. Focus on interests not positions
B. Separate people from problems
C. She will be negotiating alone
D. Do not deviate from the agenda

Answer: A,B

Explanation:
Two core principles are toseparate people from the problemand tofocus on interests rather than positions
. (The other two statements are not defining elements of the approach.) Reference:CIPS L5M15 - The Four Principles of Principled Negotiation (Domain 2.2).

NEW QUESTION # 64
What is meant by thePower Approachto negotiation?

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

Answer: B

Explanation:
Following Andrew Cox,relative powerstrongly shapes sourcing outcomes;greater buyer (or supplier) powerenables a moreproactivestance in shaping terms and managing the relationship. Power asymmetry does not automatically preclude close relationships.
Reference:CIPS L5M15 - The Power Perspective in Buyer-Supplier Relationships (Domain 2.2).

NEW QUESTION # 65
Party City Ltd is negotiating with Cuppa Inc. After two hours, the discussion reaches a deadlock. What should Party City Ltd do?

A. Concede some issues to ensure conversations continue.
B. Start using hardball techniques.
C. Suggest taking a break.
D. Walk away from the negotiation - it is clear they will not get what they want.

Answer: C

Explanation:
When negotiations stall, best practice (according to CIPS) is topause the meetingrather than escalate tension or concede prematurely. Taking a break allows time to reflect, regroup, and explore creative solutions. Other remedies include summarising agreed points, involving a neutral mediator, or escalating strategically.
Reference:CIPS L5M15 -Managing Deadlock and Stalemate in Negotiations.

NEW QUESTION # 66
In what circumstances would it be acceptable to use gamesmanship and brinkmanship tactics?

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

Answer: C

Explanation:
Gamesmanship/brinkmanshipare aggressive, high-pressure tactics that can harm relationships. They are generally reserved forone-off or transactionalsituations where ongoing relationship quality is not a priority.
Reference:CIPS L5M15 - Competitive Tactics: Gamesmanship & Brinkmanship (Domain 2.2).

NEW QUESTION # 67
Which of the following isnota personality characteristic in the OCEAN "Big Five" model?

A. Openness
B. Sensitivity
C. Agreeableness
D. Neuroticism

Answer: B

Explanation:
The Big Five traits areOpenness, Conscientiousness, Extraversion, Agreeableness, Neuroticism (OCEAN)
. "Sensitivity" is not one of the five canonical factors.
Reference:CIPS L5M15 - Individual differences and Big Five personality traits.

NEW QUESTION # 68
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