CIPS L5M15시험덤프샘플 - L5M15최신버전덤프데모문제

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CIPS L5M15 시험요강:

주제	소개
주제 1	Understand methods and behavioural factors which can influence others: This section of the exam measures skills of Category Managers and covers the influence of behavioural and interpersonal dynamics in negotiation and collaboration. It explores methods to influence individuals and groups by building trust, creating alliances, and managing conflict, ambiguity, and resistance effectively. Learners examine how attitudes, motivation, and organisational behaviour affect outcomes, including the influence of leadership style, empowerment, participation, and communication. The section emphasizes understanding how organisational structures and informal networks shape negotiation power and decision-making processes within procurement and supply environments.
주제 2	Understand negotiation relationships and ethics: This section of the exam measures skills of Supply Chain Professionals and covers the role of relationships, trust, and ethics within negotiations. It explains how honesty and long-term partnerships contribute to effective outcomes and examines how situational assessment affects negotiation tone and results. The section also introduces ethical considerations, including the differences between positional and principled negotiation, separating personal factors from issues, and pursuing win-win solutions. It highlights the importance of cultural sensitivity, transparency, and the avoidance of unethical practices such as bribery, corruption, or fraud within professional negotiations.
주제 3	Understand the key stages which impact on the negotiation process and outcomes: This section of the exam measures skills of Procurement Managers and covers the major phases of negotiation, from preparation to conclusion. It includes understanding how pre-negotiation planning influences success, analyzing whether to negotiate individually or as a team, and preparing with clear objectives, strategies, and intelligence. It also explores structuring a negotiation agenda, applying effective negotiation tools and tactics, handling concessions, understanding opponent motivations, managing deadlocks, and ensuring successful conclusion and documentation of agreements. Post-negotiation focus is on implementing agreements, selling outcomes to stakeholders, and monitoring performance for continuous improvement.

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L5M15최신버전 덤프데모문제, L5M15시험대비 최신 공부자료

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최신 CIPS Level 5 Advanced Diploma in Procurement and Supply L5M15 무료샘플문제 (Q22-Q27):

질문 # 22
Which of the following tactics would be considered ahardtactic in negotiation?

A. Rational persuasion
B. Pressure tactic
C. Collaboration tactic
D. Inspirational appeal

정답：B

설명：
Pressure tacticsare categorised as "hard" negotiation behaviours. They apply coercion or authority to gain compliance. In contrast, tactics such as collaboration, inspirational appeal, and rational persuasion are "soft" and relationship-oriented.
Reference:CIPS L5M15 -Negotiation Tactics: Hard vs Soft Approaches (Domain 3.1).

질문 # 23
A push style of negotiation uses logic, facts, and reasoning to make a case for change. Is this true?

A. Yes - push tactics focus on collaborative approaches to problem-solving.
B. No - push tactics are good at winning hearts and minds.
C. Yes - push tactics can be effective in getting results but not commitment.
D. No - push tactics focus on listening and involving others.

정답：C

설명：
Push tactics emphasise advocacy: using facts, logic, and directive communication to move others. They can deliver short-term compliance and clarity but may limit ownership/commitment compared with pull tactics, which are more involving and collaborative.
Reference:CIPS Level 5, L5M15 - Topic: Push vs Pull Influencing Styles in Negotiation.

질문 # 24
Different negotiation outcomes are required in different circumstances. In a"Yellow"circumstance (high risk, high value), which of the following is the best approach?

A. Quick-thinking, assertive behaviour
B. Cautious, well-planned
C. Collaborative style
D. Methodical, well-organised

정답：C

설명：
High-risk/high-value scenarios (often coded "yellow" in CIPS frameworks) require acollaborativeapproach- building joint trust, sharing information, and developing win-win outcomes to manage complexity and mutual dependency.
Reference:CIPS L5M15 -Negotiation Contexts and Relationship Spectrum.

질문 # 25
Which of the following incentives encouragesinnovation?

A. Bonus payments
B. Pain share
C. Service credits
D. Gainshare

정답：D

설명：
Gainsharemechanisms reward suppliers for achieving cost savings, process improvements, or innovation that benefits both parties. By sharing the gains, suppliers are motivated to propose creative solutions.
Reference:CIPS L5M15 -Supplier Incentives and Relationship Development (Gain/Pain Share Models).

질문 # 26
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. As a key player, Khalid should seek their approval.
B. Send key information but do not over-communicate.
C. Keep the stakeholder regularly updated with detailed information.
D. Do not communicate the outcome with the stakeholder as they are not interested.

정답：B

설명：
According toMendelow's Stakeholder Matrix, stakeholders withhigh power (importance)butlow interest should be "kept satisfied." They need concise, high-level updates to stay informed without excessive detail.
Over-communication risks disengagement.
Reference:CIPS L5M15 -Stakeholder Analysis and Communication Strategy (Mendelow Matrix).

질문 # 27
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