Before you begin ✍️
You are about to practice the questions set for
ADVANCED NEGOTIATION L5M15 Paper 10*.
Please put away any distractions and focus all your efforts on passing.
⏱️Time limit: 1 hour 30 minutes
At the end of your examination practice, you will
📝 View your grade
✅ View the correct answers
NOTE: The answers provided haven't been verified by an official CIPS-affiliated entity, therefore consider discussing your concerns with the instructor or fellow students for clarification.
To begin your exam practice,
wait a few seconds for the start button to appear,
then tap the START button.
"We're rooting for you all the way!" All the best. 😃
The CPO of a major organisation has a meeting planned with a key internal stakeholder who the CPO has not previously met. The CPO is meeting them to build rapport and to find out the stakeholder's needs, to ensure these will be satisfied by the future procurement strategy. Which type of question would the CPO be likely to use the most in this situation?
According to recognised theory, which of the following are generally regarded as providing sources of motivation for employees?
- Technology
- Recognition
- Policies
- Empowerment
Mutual trust is most important in which types of relationships?
- Joint venture
- Closer tactical
- Partnership
- Arm’s length
A recently appointed procurement manager has a meeting with an important stakeholder who needs to be influenced. They are of an equivalent seniority level. The procurement manager is planning to meet them first over a coffee in the staff canteen to get to know them. Is this the right course of action?
There has been a significant breach of contract by a supplier. Extensive negotiations over many months have not resolved the contractual issues and the procurement organisation have incurred substantial additional costs as a result of the supplier's failure. Must the procurement organisation pursue litigation as the next stage in the dispute?
When entering into negotiation with a supplier as a buying team, which of the following should the team consider before the negotiation? Select THREE that apply.
Martin, a buyer from Motor Company Ltd, had prepared in readiness for a negotiation with a strategic supplier. The price that Martin needed the supplier to agree to was not negotiable. However, factors such as payment terms, order quantities and delivery dates gave him some flexibility. What is the term used for such factors, apart from price in this case, which enable movement within a negotiation?
Which of the following is a benefit of team negotiating compared to negotiating individually?
Omar is a procurement graduate for Ingen, a UK manufacturing company. He is planning a negotiation with a supplier of consumable cleaning products, which are categorised at Ingen as non-critical. Omar’s target for the negotiation is to reduce the cost of the contract by at least 2%. He believes that the supplier thinks of Ingen as a nuisance customer, as Ingen’s spend equates to around 1% of the supplier’s overall turnover, and only buys a small number of the supplier’s available products. Which of the following are the supplier’s potential likely objectives during the negotiation? Select TWO that apply
Which of the following are examples of ‘open’ questions?
- How many of the deliveries per week will be made?
- How do you plan to meet our requirements for the new product?
- Will you be able to generate the 10% savings we need within the timescale?
- What might be the impact of the weather on your delivery performance?
Demonstrating which of the following characteristics to the other party is the most important when attempting to build a good and sincere working relationship?
- Trust
- Logic
- Integrity
- Leadership
The use of clear contractual terms and conditions will avoid any issues when dealing with a supplier based in another country. Is this correct?
Creating an effective alliance should always be the goal of the procurement professional in every negotiation with a supplier. Is this correct?
Conflict might arise between two negotiating parties due directly to which of the following? Select TWO that apply.
Positive supplier motivation will typically be enhanced by which of the following on contracts? Select THREE that apply.
A procurement professional (PP) is preparing for a negotiation with one of the organisation’s most important suppliers. Due to staff turnover, the supplier has experienced some minor performance issues but has promised to resolve these soon. The contract is approaching the end of year three and has a further seven years left to run, with the option of an extension of a further two years. The contract is very high value and is viewed by the procurement organisation as high risk with equally high complexity. To achieve a mutually acceptable and positive outcome, using a principled approach to the negotiations, which of the following will be important for the PP to concentrate on during the negotiation?
- Separate the people from the problem
- “Win” the negotiation at all costs
- Avoid any concessions to the supplier
- Focus on interests and not on positions
Why is sharing of information a key part of achieving a win-win outcome from a negotiation? Select TWO that apply
Ensuring a good working relationship is an important aspect in every integrative negotiation when the parties are negotiating for more valuable deals likely to run for a longer time periods. Which of the following is likely to influence good working relationship between the parties in a negotiation?
Which of the following are important points to consider when developing a negotiating strategy?
- Consulting with key stakeholders to understand what their long term plans are
- Focusing more on short term gains rather than in the long term growth
- The mission and vision of the organisation
- The tactics normally adopted by the organization in their negotiation processes
A manufacturing company negotiating for the supply of its raw materials has always been too structured and inflexible in their negotiation process with the intention of achieving their desired negotiation outcome. However, after a post negotiation review, they realized that they need to avoid being too rigid when undertaking their negotiation. Is this statement true?
When it is not possible for both sides to satisfy their interests or obtain their objectives under the current conditions, a simple solution is to add resources by expanding the pie so that both sides can achieve their objectives
GRILL Takeaways is a fast food business which prides itself providing healthy and nutritious meals to its customers around the city. Most of the customers around the city are loyal to GRILL Takeaways for the best food and customer service they provide. GRILL Takeaways have been using a single sourcing strategy getting their inputs only from SELLFOODS Investments, despite other alternative suppliers being available. However, GRILL Takeaways recently encountered a serious problem as its only supplier has been bought by another company in a different line of business. They now have to quickly find another supplier to avoid disruption to their operations. GRILL Takeaways manager, Scott intends to use a position based negotiation when negotiating with its new potential supplier who is also well known for negotiating using this approach. Scott is likely to encounter which of the following when using this approach?
1. The discussion is likely to become more rigid as both parties will not be willing to give away anything valuable
2. The negotiation will run more smoothly and there is a less risk of GRILL Takeaways experiencing any operations bottlenecks
3. Disruptions to operations are more likely to occur as position based negotiation normally takes longer times to conclude
4. GRILL Takeaways will achieve cost reduction in for the inputs that the new supplier will deliver
Before entering into a long term relationship with a particular buyer, the supplier determines the attractiveness of the buyer which will influence a smooth flow of business between the two parties. Which of the following factors influences a buyer’s attractiveness? Select THREE that apply.
CRANVET Limited is a supplying company mainly supplying many of its customers with raw materials to use in their production operations. They are set to enter into a negotiation with DIAMOND Investments to negotiate a new deal worth millions. CRANVET Limited negotiating team are assessing the buyer organization to find the suitable approach to use during the negotiation. In their conclusion, they found out that DIAMOND Investments will be providing consistent larger volumes of business throughout their agreement also with the possibility of negotiating other more valuable contact. However, DIAMOND Investment has a bad history of failing to pay their suppliers on time. What is the most suitable approach that CRANVET Limited is likely to use?
Please proceed to view your grade. Fingers crossed🤗
