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CIPS L5M15 Exam
Advanced Negotiation (Page 4 )

Updated On: 1-Feb-2026
Page 3 of 19
PDF with 88 Questions

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?

  1. Gamesmanship
  2. Brinkmanship
  3. Distributive bargaining
  4. Ploys

Answer(s): B

Explanation:

Brinkmanship is the tactic of deliberately pushing a negotiation toward the "brink," using extreme pressure and risk tolerance in pursuit of a decisive concession or outcome. A powerful BATNA can embolden this approach, though it heightens relational and reputational risk.


Reference:

CIPS Level 5, L5M15 ­ Topic: Negotiation Tactics and Power (Brinkmanship).



Which of the following is not a cross-cultural factor of negotiation?

  1. Religion/belief/culture
  2. Legal system
  3. Financial and fiscal system
  4. Environment

Answer(s): D

Explanation:

Cross-cultural negotiation factors include social/ethical norms, legal and political systems, business systems, infrastructure, and financial/fiscal systems. "Environment" in the ecological sense is not typically classified by CIPS as a cross-cultural negotiation factor.


Reference:

CIPS Level 5, L5M15 ­ Topic: Cross-Cultural Considerations in Negotiation.



DSA is expanding its procurement team and wants recruits with soft skills useful in procurement.
Which of the following are soft skills? Select THREE.

  1. Influencing
  2. Change management
  3. Knowledge of local markets
  4. Mathematical capability
  5. Communication

Answer(s): A,B,E

Explanation:

Soft skills are interpersonal and behavioural capabilities that enable effective collaboration and impact, such as communication, influencing, and managing change. Technical/market knowledge and numerical skills are valuable but are classed as hard/technical skills rather than soft skills.


Reference:

CIPS Level 5, L5M15 ­ Topic: Soft vs. Hard Skills in Negotiation.



Which of the following could be considered a Pull-style influencing/negotiation tactic? Select TWO.

  1. Rationalising
  2. Asserting
  3. Inspiring
  4. Negotiating

Answer(s): C,D

Explanation:

Pull tactics engage, involve, and motivate others (e.g., inspiring with vision, inviting joint problem- solving, exploring interests). Push tactics rely on directing, arguing, or asserting with facts and logic. Thus "inspiring" and "negotiating" are pull; "rationalising" and "asserting" are push.


Reference:

CIPS Level 5, L5M15 ­ Topic: Push vs Pull Influencing Styles.



A push style of negotiation uses logic, facts, and reasoning to make a case for change. Is this true?

  1. Yes ­ push tactics can be effective in getting results but not commitment.
  2. Yes ­ push tactics focus on collaborative approaches to problem-solving.
  3. No ­ push tactics are good at winning hearts and minds.
  4. No ­ push tactics focus on listening and involving others.

Answer(s): A

Explanation:

Push tactics emphasise advocacy: using facts, logic, and directive communication to move others. They can deliver short-term compliance and clarity but may limit ownership/commitment compared with pull tactics, which are more involving and collaborative.


Reference:

CIPS Level 5, L5M15 ­ Topic: Push vs Pull Influencing Styles in Negotiation.



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