Advanced Negotiation (L5M15) Free Practice Test

Question 1

In anexploitative authoritativeform of management, which of the following is true?

A. Motivation is based on threats and decisions are imposed on subordinates.

B. Leadership involves trust and teamwork.

C. Responsibility is shared throughout the hierarchy.

D. Motivation is based on rewards and communication is limited.

Correct Answer: A

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Question 2

Mohammed is a Procurement Manager who believes push influencing techniques are the most effective for securing low prices. Is this correct?

A. Yes - you should always use a push technique when discussing price.

B. No - Mohammed should always use pull techniques instead of push.

C. No - Mohammed can also use pull techniques, which may help build trust.

D. Yes - push techniques show power whereas pull techniques show weakness.

Correct Answer: C

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Question 3

Which of the following isnotan example of an environmental KPI?

A. Waste reduction

B. On-time delivery

C. Energy reduction

D. Biodiversity

Correct Answer: B

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Question 4

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:

A. Positional

B. Lose-lose

C. Principled

D. Win-win

Correct Answer: A

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Question 5

ABC Ltd is partnering with XYZ to create a new product. The Head of Technical Design who created the specification attends the meeting. What type of power does this person bring?

A. Legitimate

B. Expert

C. Referent

D. Coercive

Correct Answer: B

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Question 6

What is meant by thePower Approachto negotiation?

A. Inequality of power is a barrier to close relationships

B. Agreements are made on mutual interest

C. Relationships based on power should be discouraged

D. More relative power means the negotiator can be proactive rather than reactive

Correct Answer: D

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Question 7

Which of the following isnota cross-cultural factor of negotiation?

A. Religion/belief/culture

B. Financial and fiscal system

C. Environment

D. Legal system

Correct Answer: C

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Question 8

Which of the following areincentivesto increase supplier performance?Select TWO

A. Bonus payments

B. Gain share

C. Pain share

D. Service credits

Correct Answer: A,B

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Question 9

In which part of the relationship cycle is a supplier likely to beleast motivated?

A. Handover from previous supplier

B. Signing the contract

C. Negotiation

D. Mid-term contract

Correct Answer: D

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Question 10

Alan needs to communicate the outcome of a negotiation to his internal stakeholders. His internal stakeholders havehigh power. Which communication methods would be best?Select TWO

A. Notice board

B. Email

C. Article on the website

D. Team meeting

Correct Answer: B,D

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CIPS Advanced Negotiation (L5M15) Free Practice Test