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CIPS Advanced Negotiation Sample Questions (Q18-Q23):

NEW QUESTION # 18
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?

A. Principled
B. Hardball
C. Positional
D. Playing hard to get

Answer: A

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).

NEW QUESTION # 19
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?

A. Insist results are based on objective criteria
B. Focus on interests, not positions
C. Devise options for mutual gain
D. Separate people from problems

Answer: D

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 # 20
Dominic has reached a deadlock. He shifts focus to what happens if both parties cannot agree. What tactic is Dominic using?

A. Framing the agenda
B. BATNA
C. The nibble
D. Take it or leave it

Answer: A

Explanation:
Framinginvolves 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.
Reference:CIPS L5M15 -Framing Agendas and Issue Management (Domain 1.2).

NEW QUESTION # 21
Rationalising is the use of logic, facts, and reason in a negotiation. This is a pull style of influencing. Is this correct?

A. No - rationalisation relies on personal confidence.
B. No - rationalising is a push technique which relies on persuasion and leverage.
C. Yes - rationalising influences outcomes by uniting others.
D. Yes - rationalising is an inspirational technique.

Answer: B

Explanation:
Rationalisingbelongs to thepush influencing style. It uses logic, facts, and evidence to convince others, leveraging authority or data. It contrasts withpull techniquessuch as inspiring and consulting, which engage others collaboratively.
Reference:CIPS L5M15 -Push vs Pull Influencing Techniques (Domain 3.1).

NEW QUESTION # 22
Which of the following is a soft skill that is important in procurement and supply?

A. Computer skills
B. Influencing skills
C. Financial acumen
D. Knowledge

Answer: B

Explanation:
Soft skills are interpersonal attributes that enable effective collaboration and impact. In the L5M15 context, influencing skillsare highlighted as critical to negotiation and stakeholder engagement, whereas financial acumen, computer skills, and domain knowledge are typically classified as technical/hard skills.
Reference:CIPS L5M15 - Communication & Interpersonal Skills / Soft vs Hard Skills (Domain 3.1).

NEW QUESTION # 23
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