L5M15 Exam Questions Pdf & L5M15 Labs

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CIPS Advanced Negotiation Sample Questions (Q15-Q20):

NEW QUESTION # 15
Which of the following is a disadvantage of apositionalapproach to negotiation?Select TWO.

Answer: C,D

Explanation:
Positional bargaining starts with fixed opening stances and trades concessions from those stances. This often reduces flexibility and can make participants defensive or entrenched, inhibiting creativity and joint problem- solving.
Reference:CIPS L5M15 - Approaches to negotiation: Positional vs Principled.


NEW QUESTION # 16
Which of the following isnota base of power?

Answer: D

Explanation:
The six recognisedbases of powerare informational, legitimate, referent, coercive, reward, and expert.
Financial power is not classified separately-it can fall under reward or resource power, but not as a formal category.
Reference:CIPS L5M15 -Power in Negotiation (French & Raven's Six Bases) (Domain 3.1).


NEW QUESTION # 17
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?

Answer: A

Explanation:
Separating people from the problem means you treat the relationship and the substantive issues as distinct.
Pushback on a proposal is not a personal attack; it's part of clarifying interests and criteria. Keeping relationship concerns separate helps maintain respect and reduces defensiveness.
Reference:CIPS Level 5, L5M15 - Topic: Principled Negotiation (People vs. Problem).


NEW QUESTION # 18
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:

Answer: B

Explanation:
Positional bargainingstarts from fixed stances and tends toward adversarial exchanges and concession trading, often impeding creative, interest-based outcomes.
Reference:CIPS L5M15 - Approaches to Negotiation: Positional vs Principled (Domain 2.2).


NEW QUESTION # 19
Which sentence about theHuman Relations approachto company structure isnot true?

Answer: D

Explanation:
Statement D describes aFunctional Structure, not Human Relations. TheHuman Relations approach emphasises team collaboration, empowerment, and flexible cross-functional working to meet both organisational and social needs.
Reference:CIPS L5M15 -Organisational Structures and Human Relations Theory (Domain 3.2).


NEW QUESTION # 20
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