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CIPS Advanced Negotiation Sample Questions (Q42-Q47):

NEW QUESTION # 42
When may the outcome of a negotiation be described aswin: perceived win?

Answer: B

Explanation:
Awin : perceived winoccurs where apowerful party winssubstantive outcomes while the weaker party believesit has also "won," often due topower asymmetryand framing.
Reference:CIPS L5M15 - Power, Perception and Outcome Typologies (Domain 2.2).


NEW QUESTION # 43
What is meant by "marginal gains"?

Answer: C

Explanation:
The "marginal gains" philosophy is that making numerous small, continuous improvements across processes results in significant overall performance enhancement. This principle is often applied to supplier development and continuous improvement programmes.
Reference:CIPS L5M15 -Supplier Performance and Continuous Improvement(Marginal Gains Theory).


NEW QUESTION # 44
Which of the following tactics would be considered ahardtactic in negotiation?

Answer: C

Explanation:
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).


NEW QUESTION # 45
Holding a meeting is the best way to communicate outcomes of negotiation withKey Playerstakeholders. Is this correct?

Answer: A

Explanation:
Key playersin Mendelow's Stakeholder Matrix (high power, high interest) must beactively engagedand involved in important decisions. Meetings are an effective way to build commitment, gain input, and secure their ongoing support.
Reference:CIPS L5M15 -Stakeholder Mapping and Communication Methods (Domain 1.3).


NEW QUESTION # 46
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?

Answer: B

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 # 47
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