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Guide for L5M15: CIPS Advanced Negotiation

Quiz L5M15: CIPS Advanced Negotiation

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/ 10

Quiz

1/10
Why is it important to build rapport during a negotiation?
Select the answer
1 correct answer
A.
It is a hard influencing technique that will help secure the desired outcome.
B.
It is the process of building a relationship of mutual trust and understanding.
C.
It allows you to deviate from the agenda.
D.
It demonstrates power and influence in the negotiation.

Quiz

2/10
Bob is preparing for a negotiation with an important potential business partner. His approach is to
devise options for mutual gain before deciding what to do. Which approach to negotiation is Bob
taking?
Select the answer
1 correct answer
A.
Positional
B.
Principled
C.
Playing hard to get
D.
Hardball

Quiz

3/10
Haggling and coercive behaviour can lead to a win–win outcome in a negotiation. Is this true?
Select the answer
1 correct answer
A.
Yes – both parties achieve their objectives.
B.
Yes – this is the most effective way to ensure a win–win outcome.
C.
No – a win–win outcome requires both parties to achieve their objectives through a value-creating approach.
D.
No – haggling and coercive behaviour can only lead to a lose–lose outcome.

Quiz

4/10
An inexperienced negotiator may feel that resistance to their position is a personal attack. In this
situation, which of the following components of principled negotiation should they refer to?
Select the answer
1 correct answer
A.
Focus on interests, not positions
B.
Separate people from problems
C.
Devise options for mutual gain
D.
Insist results are based on objective criteria

Quiz

5/10
The win–lose approach to negotiation is also sometimes known as what?
Select the answer
1 correct answer
A.
Gamesmanship
B.
Positional negotiation
C.
Distributive bargaining
D.
Brinkmanship

Quiz

6/10
Peter is negotiating with a supplier and is not concerned about the outcome because he has a strong
alternative. The line of legitimacy has been crossed and it is acceptable in his company that he wins
“at any cost.” He is willing to push the negotiation to extremes to achieve the desired result. Which
of the following best describes Peter’s tactic?
Select the answer
1 correct answer
A.
Gamesmanship
B.
Brinkmanship
C.
Distributive bargaining
D.
Ploys

Quiz

7/10
Which of the following is not a cross-cultural factor of negotiation?
Select the answer
1 correct answer
A.
Religion/belief/culture
B.
Legal system
C.
Financial and fiscal system
D.
Environment

Quiz

8/10
DSA is expanding its procurement team and wants recruits with soft skills useful in procurement.
Which of the following are soft skills? Select THREE.
Select the answer
3 correct answers
A.
Influencing
B.
Change management
C.
Knowledge of local markets
D.
Mathematical capability
E.
Communication

Quiz

9/10
Which of the following could be considered a Pull-style influencing/negotiation tactic? Select TWO.
Select the answer
2 correct answers
A.
Rationalising
B.
Asserting
C.
Inspiring
D.
Negotiating

Quiz

10/10
A push style of negotiation uses logic, facts, and reasoning to make a case for change. Is this true?
Select the answer
1 correct answer
A.
Yes – push tactics can be effective in getting results but not commitment.
B.
Yes – push tactics focus on collaborative approaches to problem-solving.
C.
No – push tactics are good at winning hearts and minds.
D.
No – push tactics focus on listening and involving others.
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Info quiz:

  • Quiz name:L5M15: CIPS Advanced Negotiation
  • Total number of questions:88
  • Number of questions for the test:50
  • Pass score:80%

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