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CIPS Advanced Negotiation Sample Questions (Q85-Q90):

NEW QUESTION # 85
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 # 86
Which of the following areincentivesto increase supplier performance?Select TWO

Answer: A,C

Explanation:
Gain shareandbonus paymentsare positive incentives that encourage suppliers to perform beyond baseline requirements. Gain share rewards suppliers for creating mutual cost savings or innovation benefits, while bonus payments recognise exceeding service or delivery targets.
In contrast, pain share and service credits are deterrents for underperformance, not motivators.
Reference:CIPS L5M15 -Supplier Performance Incentives and Contractual Mechanisms (Domain 1.3).


NEW QUESTION # 87
An inexperienced negotiator may feel that resistance to their position is a personal attack. In this situation, which of the following components of principled negotiation should they refer to?

Answer: A

Explanation:
Separating people from the problem means you treat the relationship and the substantive issues as distinct.
Pushback on a proposal is not a personal attack; it's part of clarifying interests and criteria. Keeping relationship concerns separate helps maintain respect and reduces defensiveness.
Reference:CIPS Level 5, L5M15 - Topic: Principled Negotiation (People vs. Problem).


NEW QUESTION # 88
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:

Answer: C

Explanation:
Positional bargainingstarts from fixed stances and tends toward adversarial exchanges and concession trading, often impeding creative, interest-based outcomes.
Reference:CIPS L5M15 - Approaches to Negotiation: Positional vs Principled (Domain 2.2).


NEW QUESTION # 89
A belief that someone is both highly competent and that they care is an example of which characteristic?

Answer: A

Explanation:
Trust in negotiation is built when a counterpart is perceived as both capable (competence) and benevolent (care). Without either dimension, relationships may erode into mere respect or distrust.
Reference:CIPS L5M15 -Building Trust in Supplier Relationships.


NEW QUESTION # 90
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