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CIPS L5M15 Exam
Advanced Negotiation (Page 2 )

Updated On: 1-Feb-2026
Page 2 of 19
PDF with 88 Questions

Why is it important to build rapport during a negotiation?

  1. It is a hard influencing technique that will help secure the desired outcome.
  2. It is the process of building a relationship of mutual trust and understanding.
  3. It allows you to deviate from the agenda.
  4. It demonstrates power and influence in the negotiation.

Answer(s): B

Explanation:

In negotiation, rapport is about creating a foundation of mutual trust, respect, and understanding so that information flows more freely, misinterpretations are reduced, and collaborative problem- solving becomes easier. Strong rapport supports effective communication and smoother movement toward agreement.


Reference:

CIPS Level 5, Advanced Negotiation (L5M15) ­ Topic: Building Rapport (Communication and Interpersonal Skills).



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?

  1. Positional
  2. Principled
  3. Playing hard to get
  4. Hardball

Answer(s): B

Explanation:

"Principled negotiation" (sometimes called the Harvard method) is built on four pillars: (1) separate people from the problem; (2) focus on interests, not positions; (3) generate options for mutual gain; and (4) use objective criteria. Bob's focus on creating options for mutual gain signals the principled approach.


Reference:

CIPS Level 5, L5M15 ­ Topic: Approaches to Negotiation (Principled/Interest-based Negotiation).



Haggling and coercive behaviour can lead to a win­win outcome in a negotiation. Is this true?

  1. Yes ­ both parties achieve their objectives.
  2. Yes ­ this is the most effective way to ensure a win­win outcome.
  3. No ­ a win­win outcome requires both parties to achieve their objectives through a value-creating approach.
  4. No ­ haggling and coercive behaviour can only lead to a lose­lose outcome.

Answer(s): C

Explanation:

A true win­win outcome arises when negotiators expand value and align interests so both sides achieve key objectives. Coercion/hard haggling is typically distributive and value-claiming, which risks damaging trust and typically does not create the integrative trades needed for win­win agreements.


Reference:

CIPS Level 5, L5M15 ­ Topic: Win­Win vs Win­Lose; Value Creation vs Value Claiming.



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?

  1. Focus on interests, not positions
  2. Separate people from problems
  3. Devise options for mutual gain
  4. Insist results are based on objective criteria

Answer(s): B

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).



The win­lose approach to negotiation is also sometimes known as what?

  1. Gamesmanship
  2. Positional negotiation
  3. Distributive bargaining
  4. Brinkmanship

Answer(s): C

Explanation:

Distributive bargaining treats the deal as a fixed pie: what one party gains, the other loses. It typically uses competitive tactics aimed at claiming value rather than creating it and is closely associated with win­lose outcomes.


Reference:

CIPS Level 5, L5M15 ­ Topic: Distributive (Competitive) vs Integrative (Collaborative) Negotiation.



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