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CIPS Advanced Negotiation Sample Questions (Q29-Q34):

NEW QUESTION # 29
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

Answer: B,D

Explanation:
When stakeholders holdhigh poweror influence, communication should bedirect and engaging, ensuring clarity and accountability.
Face-to-faceteam meetingsallow discussion and immediate feedback, whileemailsprovide documented communication. Noticeboards and website articles are better suited for lower-power or external audiences.
Reference:CIPS L5M15 -Stakeholder Communication and Engagement Strategies (Domain 1.3).


NEW QUESTION # 30
Kelly is a lead negotiator preparing for a meeting with a supplier. Her approach is to appear "warm and tough." Which of the following behaviours should Kelly exhibit?

Answer: D

Explanation:
"Warm and tough" means balancing firmness on issues with respect and empathy in style. Confidence and assertiveness maintain authority while preserving positive tone-ideal for collaborative negotiation.
Reference:CIPS L5M15 -Influencing Behaviours in Negotiation: Warm vs Tough Styles.


NEW QUESTION # 31
To achieve a positive outcome for both parties in a negotiation you should be both honest and open. Is this statement true?

Answer: D

Explanation:
CIPS distinguishes betweenhonestyandopenness. Negotiators must always acthonestly(ethical integrity), but openness-disclosing all information-can weaken your position. The key is to balance transparency with confidentiality and strategic discretion.
Reference:CIPS L5M15 -Ethical Negotiation and Information Disclosure (Domain 2.1).


NEW QUESTION # 32
DSA is expanding its procurement team and wants recruits with soft skills useful in procurement. Which of the following are soft skills?Select THREE.

Answer: A,B,D

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.


NEW QUESTION # 33
Clear negotiation objectives can be taken from a Business Needs Analysis. Which of the following areas would be included within a Business Needs Analysis?Select THREE

Answer: A,C,D

Explanation:
ABusiness Needs Analysis (BNA)identifies what the organisation requires from a contract or supplier before negotiation. Typical key criteria includebudget(cost constraints),timescales(delivery or project duration), and quality(performance expectations). These factors form measurable negotiation objectives and KPIs.
Reference:CIPS L5M15 -Section: Business Needs Analysis in Negotiation Preparation (Domain 1.1).


NEW QUESTION # 34
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