L5M15 Exam Questions & Answers
Advanced Negotiation • CIPS
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Sample L5M15 Questions
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Which of the following stages in group development comes first?
In Tuckman's team development model: Forming Storming Norming Performing Adjourning/Mourning. ''Storming'' is the first stage listed here and marks initial conflict as roles and norms form.
Holding a meeting is the best way to communicate outcomes of negotiation with Key Player stakeholders. Is this correct?
Key players in Mendelow's Stakeholder Matrix (high power, high interest) must be actively engaged and involved in important decisions. Meetings are an effective way to build commitment, gain input, and secure their ongoing support.
Dominic has reached a deadlock. He shifts focus to what happens if both parties cannot agree. What tactic is Dominic using?
Framing involves guiding attention toward specific consequences or perspectives. By emphasising the outcome of no agreement, Dominic reframes the discussion around the implications of failure, potentially prompting reconsideration.
Party City Ltd is negotiating with Cuppa Inc. After two hours, the discussion reaches a deadlock. What should Party City Ltd do?
When negotiations stall, best practice (according to CIPS) is to pause the meeting rather than escalate tension or concede prematurely. Taking a break allows time to reflect, regroup, and explore creative solutions. Other remedies include summarising agreed points, involving a neutral mediator, or escalating strategically.
Oscar is joining a negotiation team. His brother is the CEO of the supplier. What behaviour is this an example of?
A conflict of interest arises when personal relationships or financial interests could influence---or appear to influence---professional judgement. It must be declared and managed to maintain ethical integrity.
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