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CIPS Advanced Negotiation Sample Questions (Q47-Q52):

NEW QUESTION # 47
Georgia is entering into a negotiation with a supplier she knows well. Her manager asks that she "frame the agenda" at the beginning of the meeting. What does this mean?

A. Use a persuasive style of negotiation.
B. Explain the purpose of the meeting at the beginning.
C. Shift the focus of the meeting in a certain direction.
D. State the agenda first and do not deviate from it.

Answer: C

Explanation:
"Framing" means shaping how issues and proposals are perceived and interpreted. In negotiation, framing the agenda involves influencing focus and direction early in the discussion, ensuring that key topics are viewed from a preferred perspective. It helps establish a positive or strategic tone for dialogue.
Reference:CIPS L5M15 -Section: Framing Agendas and Perception Management.

NEW QUESTION # 48
What is meant by thePower Approachto negotiation?

A. Relationships based on power should be discouraged
B. Inequality of power is a barrier to close relationships
C. More relative power means the negotiator can be proactive rather than reactive
D. Agreements are made on mutual interest

Answer: C

Explanation:
Following Andrew Cox,relative powerstrongly shapes sourcing outcomes;greater buyer (or supplier) powerenables a moreproactivestance in shaping terms and managing the relationship. Power asymmetry does not automatically preclude close relationships.
Reference:CIPS L5M15 - The Power Perspective in Buyer-Supplier Relationships (Domain 2.2).

NEW QUESTION # 49
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?

A. Confident and assertive
B. Dominating and aggressive
C. Overly friendly
D. Disinterested

Answer: A

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 # 50
The quality of being honest and having strong moral principles is known as what?

A. Truthful
B. Direct
C. Transparent
D. Integrity

Answer: D

Explanation:
Integrityrefers to ethical consistency-acting honestly, fairly, and in accordance with moral principles, even under pressure. It underpins trust and credibility in procurement and negotiation.
Reference:CIPS L5M15 -Ethics and Professional Standards (Integrity).

NEW QUESTION # 51
Which of the following are advantages of having an agenda within a negotiation?Select TWO.

A. It minimises distractions.
B. It allows for flexibility.
C. It ensures all key topics are covered.
D. Becoming too scripted can reduce flexibility.

Answer: A,C

Explanation:
A clear agenda maintains structure, ensures that important issues are discussed, and prevents digression. It keeps discussions focused and efficient, though overly rigid agendas can limit responsiveness to opportunities.
Reference:CIPS L5M15 -Negotiation Process: The Use and Value of Agendas.

NEW QUESTION # 52
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