Free CIPS L5M15 Exam Dumps Questions & Answers

Which sentence about theHuman Relations approachto company structure isnot true?

• A.  It uses flatter organisational structures with decentralised authority.
• B.  Teams work to create synergies and fulfil social needs.
• C.  Tasks are grouped together by their common nature or task focus.
• D.  It allows for cross-functional teams and empowerment.

Which of the following are examples ofreciprocated concessions?Select TWO

• A.  Party A offers a discount for better payment terms.
• B.  Party A offers a larger delivery, and Party B agrees to pay 50% upfront while Party A waives the delivery charge.
• C.  Party A walks away, and Party B offers a concession to continue talks.
• D.  Party A agrees a 2% discount and Party B accepts.

Khalid has finished a negotiation and needs to communicate the outcome to his stakeholders. One stakeholder hashigh importance but low interest. What approach should he take?

• A.  Keep the stakeholder regularly updated with detailed information.
• B.  As a key player, Khalid should seek their approval.
• C.  Do not communicate the outcome with the stakeholder as they are not interested.
• D.  Send key information but do not over-communicate.

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.  Lose-lose
• B.  Positional
• C.  Win-win
• D.  Principled

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

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