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Latest L5M15 Exam Practice Questions

The practice questions for L5M15 exam was last updated on 2025-11-20 .

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Question#1

Explaining the benefit of an option is a soft tactic often used in negotiations.
What is this commonly known as?

A. Inspirational appeal

B. Consultation

C. Ingratiation

D. Apprising

Explanation:
“Apprising” means spelling out how a proposal benefits the other party (e.g., efficiencies, cost savings, risk reduction). It’s a classic soft, pull-style tactic that aims to increase willingness by linking options to the counterpart’s interests.
Reference: CIPS L5M15 C Negotiation tactics: soft/pull tactics (Apprising).

Question#2

Haggling and coercive behaviour can lead to a winCwin outcome in a negotiation. Is this true?

A. Yes C both parties achieve their objectives.

B. Yes C this is the most effective way to ensure a winCwin outcome.

C. No C a winCwin outcome requires both parties to achieve their objectives through a value-creating approach.

D. No C haggling and coercive behaviour can only lead to a loseClose outcome.

Explanation:
A true winCwin outcome arises when negotiators expand value and align interests so both sides achieve key objectives. Coercion/hard haggling is typically distributive and value-claiming, which risks damaging trust and typically does not create the integrative trades needed for winCwin agreements.
Reference: CIPS Level 5, L5M15 C Topic: WinCWin vs WinCLose; Value Creation vs Value Claiming.

Question#3

What is meant by the Power Approach to negotiation?

A. Agreements are made on mutual interest

B. Inequality of power is a barrier to close relationships

C. More relative power means the negotiator can be proactive rather than reactive

D. Relationships based on power should be discouraged

Explanation:
Following Andrew Cox, relative power strongly shapes sourcing outcomes; greater buyer (or supplier) power enables a more proactive stance in shaping terms and managing the relationship. Power asymmetry does not automatically preclude close relationships.
Reference: CIPS L5M15 ― The Power Perspective in BuyerCSupplier Relationships (Domain 2.2).

Question#4

Principled Negotiation is an approach that attempts to achieve what outcome?

A. WinCwin

B. WinClose

C. The other party concedes on all items

D. The quickest outcome

Explanation:
Principled (interest-based) negotiation aims to create value and reach mutual gain by separating people from problems, focusing on interests, generating options, and applying objective criteria― hallmarks of winCwin.
Reference: CIPS L5M15 ― Principled/Interest-Based Negotiation (Domain 2.2).

Question#5

In which part of the relationship cycle is a supplier likely to be least motivated?

A. Negotiation

B. Signing the contract

C. Handover from previous supplier

D. Mid-term contract

Explanation:
Supplier motivation typically declines mid-contract, once initial enthusiasm fades and before renewal discussions begin. Motivation peaks during negotiation, contract signing, and early delivery when relationships are still being established.
Reference: CIPS L5M15 C Supplier Relationship Lifecycle and Motivation (Domain 1.3).

Exam Code: L5M15Q & A: 88 Q&AsUpdated: 2025-11-20

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