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CIPS Advanced Negotiation Sample Questions (Q86-Q91):

NEW QUESTION # 86
To achieve a positive outcome for both parties in a negotiation you should be both honest and open. Is this statement true?

Answer: A

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 # 87
Under what circumstances would you useparallel workingwith two suppliers?

Answer: C

Explanation:
Parallel working (or parallel running)is used when switching suppliers to ensure continuity of supply. Both suppliers operate simultaneously for a transition period until the new supplier demonstrates stability and quality.
Reference:CIPS L5M15 -Supplier Transition and Continuity Planning (Domain 1.3).


NEW QUESTION # 88
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,D,E

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 # 89
Sarah is a procurement manager who used a win-lose stance and deceptive techniques to reach her goals.
Which consequences may follow?Select TWO

Answer: B,D

Explanation:
Deceptive conduct candamage relationshipsand may expose the agreement torescission for misrepresentation(fraudulent/neglectful untrue statements of fact), potentially rendering the contract voidable. We cannot infer she achieved all objectives or gained respect.
Reference:CIPS L5M15 - Integrity, Misrepresentation & Consequences in Negotiation (Domain 2.1).


NEW QUESTION # 90
What is meant by thePower Approachto negotiation?

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 # 91
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