Advanced Negotiation - L5M15 Exam Practice Test

Question 1

For a high-value or high-risk project, which of the following are key actions in negotiation?Select TWO.

A. Use a multi-disciplinary team.

B. Host the meeting at your premises.

C. Have a win-lose approach to negotiation.

D. Prepare thoroughly before the negotiation.

E. Use ploys and tactics.

Correct Answer: A,D

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Question 2

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. Confident and assertive

B. Dominating and aggressive

C. Overly friendly

D. Disinterested

Correct Answer: A

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Question 3

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 achieved following the strategy.

B. Yes - to develop a negotiation strategy you should consult with key stakeholders before deciding on tactics.

C. Yes - strategy flows from the tactics.

D. No - tactics are a high-level plan designed to achieve a long-term goal.

Correct Answer: B

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Question 4

The negotiation tactic in which a person enters with preconceived ideas and attacks the opposition rather than working toward a wise agreement is known as:

A. Win-win

B. Lose-lose

C. Principled

D. Positional

Correct Answer: D

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Question 5

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?

A. Explain the purpose of the meeting at the beginning.

B. Shift the focus of the meeting in a certain direction.

C. Use a persuasive style of negotiation.

D. State the agenda first and do not deviate from it.

Correct Answer: B

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Question 6

Which of the following are examples ofreciprocated concessions?Select TWO

A. Party A offers a discount for better payment terms.

B. Party A agrees a 2% discount and Party B accepts.

C. Party A offers a larger delivery, and Party B agrees to pay 50% upfront while Party A waives the delivery charge.

D. Party A walks away, and Party B offers a concession to continue talks.

Correct Answer: A,C

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Question 7

Which of the following areincentivesto increase supplier performance?Select TWO

A. Pain share

B. Gain share

C. Bonus payments

D. Service credits

Correct Answer: B,C

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Question 8

Which of the following stages in group development comesfirst?

A. Performing

B. Norming

C. Storming

D. Mourning

Correct Answer: C

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Question 9

What is the primary purpose of a negotiation?

A. To beat the other team.

B. To reach an agreement.

C. To get a better price.

D. To win.

Correct Answer: B

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Question 10

Josh plans to use a Myers-Briggs assessment for junior candidates. What type of test is this?

A. Competence test

B. Intelligence test

C. Procurement test

D. Personality test

Correct Answer: D

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CIPS Advanced Negotiation - L5M15 Exam Practice Test

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