Free CIPS L4M5 Exam Dumps Questions & Answers

Two firms negotiating a contract have an adversarial relationship. What type of negotiation would you expect?

• A.  Lose-lose negotiations
• B.  Collaborative negotiations
• C.  Win-lose negotiations
• D.  Win-win negotiations

A negotiation process ends once the negotiating meeting has finished. Is this statement true?

• A.  No, best practice would include a period of reflection after the meeting as part of the process
• B.  Yes, provided that the meeting results in a win-win for both parties
• C.  No, the negotiation of terms should always continue after the meeting and until signed by the supplier only
• D.  Yes, because both parties have all of the emotional intelligence they need to proceed

Which of the following is a true statement regarding macroeconomic factors and their potential impact on negotiations?

• A.  Macroeconomic factors always directly influence the negotiations
• B.  Macroeconomic factors cannot be influenced by anyone's expectation or sentiment
• C.  Expectations on macroeconomic prospect are always correct
• D.  Changes in macroeconomic factors may affect businesses and individuals differently

Which of the following would describe a push approach to influencing?
Exerting power or authority
Extensive use of open questioning
The party being influenced is fully aware of the process occurring
The party being influenced may not be aware of the process happening

• A.  1 and 2 only
• B.  3 and 4 only
• C.  2 and 4 only
• D.  1 and 3 only

A procurement manager considers using an integrative negotiation approach with shortlisted suppliers. Which factor favours such an approach?

• A.  There is an absence of common or joint goals between the parties
• B.  Parties have a stronger motivation to work together than separately
• C.  The parties do not trust each other's integrity
• D.  The parties understand the process but are unwilling to exchange data