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ADVANCED NEGOTIATION L5M15 Paper 14*.
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Research by Meredith Belbin into Team Roles and the prediction of success showed that the most successful teams had which of the following characteristics?
Which of the following would describe a 'Skunkworks' Department of an organisation?
Using praise or flattery in a negotiation is the use of which of the following tactics?
Mohammed is a Procurement Manager at a large retail company called Tarki Ltd. He holds several meetings with suppliers a week. His main objective is to secure deliveries of items as cheaply as possible. He believes that push influencing techniques are the most effective to achieve his aims. Is this correct?
ABC Ltd is going into partnership with a supplier called XYZ to create a new product. The project is highly secret at the moment as funding has not yet been secured to begin manufacturing. Firstly, ABC wishes to iron out some final details. They are heading into a meeting with XYZ and are bringing into the meeting the Head of Technical Design. This person created the specification upon which the product will be built. What type of power will the Head of Technical design bring to the meeting?
Which of the following are disadvantages of entering into a strategic alliance? Select TWO
Which of the following stages in group development comes first?
Which of the following is not a base of power?
When you have an awareness of a skill, but are not yet proficient, which stage of competence do you have?
In which circumstances may a buyer suggest that a negotiation meeting is held at the premises of the supplier?
Clear negotiation objectives can be taken from a Business Needs Analysis. Which of the following areas would be included within a Business Needs Analysis? Select 3
Jonathan is a procurement manager and he has been asked to gather primary data in preparation for an upcoming negotiation. He has sent out a survey. Was this the correct thing to do?
Every negotiation requires a rehearsal. Is this statement TRUE?
Daniel has been selected by his organisation to be the Lead Negotiator for a deal with a potential new supplier. Daniel is quick thinking and has assertive behaviour. He is determined to get a good deal and has sound market understanding. Which type of product is Daniel negotiating about?
Which of the following models would you use for supplier preferencing?
A combination of the following two behaviours fails to establish effective buyer-supplier relationships and can lead to aggressive negotiation tactics
Dominic is in a negotiation with his supplier and has unfortunately reached a deadlock. He is looking to achieve a shorter delivery time but the supplier is insisting that this would come with increased costs. Dominic decides to focus the negotiation on what will happen if both parties cannot agree. What tactic is Dominic using?
Which of the following are examples of reciprocated concessions? Select 2
In which part of the relationship cycle is a supplier likely to be the least motivated?
Which of the following are incentives to increase supplier performance? Select TWO
Alan needs to communicate the outcome of a negotiation to his internal stakeholders. His internal stakeholders have a lot of power. Which of the following methods of communication would be best to communicate? Select TWO
Holding a meeting is the best way to communicate outcomes of negotiation with Key Player Stakeholders. Is this correct?
Under what circumstances would you use 'parallel working' with two suppliers?
In a negotiation that centres on Behavioural Negotiation tactics, which of the following is true?
To achieve a positive outcome for both parties in a negotiation you should be both honest and open. Is this statement true?
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