L5M15 시험 - CIPS실제시험문제와 답 - 88문항

Question No : 1

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?

A.Confident and assertive
B.Dominating and aggressive
C.Overly friendly
D.Disinterested

정답:
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 C Influencing Behaviours in Negotiation: Warm vs Tough Styles.

Question No : 2

TYD is a furniture manufacturer with various customers. One of them is considered a “nuisance customer.” What approach should TYD take with this customer?

A.Exploit
B.Partner
C.Minimise input
D.Develop relationship

정답:
Explanation:
“Nuisance” customers in the Supplier Preferencing Matrix are low-value and low-attractiveness accounts. The recommended strategy is to minimise investment of time and resources―maintaining transactional efficiency but avoiding over-engagement.
Reference: CIPS L5M15 C Supplier Preferencing and Relationship Strategies.

Question No : 3

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

정답:
Explanation:
High-risk/high-value scenarios (often coded “yellow” in CIPS frameworks) require a collaborative approach―building joint trust, sharing information, and developing winCwin outcomes to manage complexity and mutual dependency.
Reference: CIPS L5M15 C Negotiation Contexts and Relationship Spectrum.

Question No : 4

Which of the following are advantages of having an agenda within a negotiation? Select TWO.

A.It ensures all key topics are covered.
B.Becoming too scripted can reduce flexibility.
C.It minimises distractions.
D.It allows for flexibility.

정답:
Explanation:
A clear agenda maintains structure, ensures that important issues are discussed, and prevents digression. It keeps discussions focused and efficient, though overly rigid agendas can limit responsiveness to opportunities.
Reference: CIPS L5M15 C Negotiation Process: The Use and Value of Agendas.

Question No : 5

In preparing for a negotiation, an analysis of overall strategy can result in improved tactical planning and a better overall outcome. Is this statement TRUE?

A.No C tactics are achieved following the strategy.
B.No C tactics are a high-level plan designed to achieve a long-term goal.
C.Yes C strategy flows from the tactics.
D.Yes C to develop a negotiation strategy you should consult with key stakeholders before deciding on tactics.

정답:
Explanation:
Developing negotiation strategy requires stakeholder consultation to align the negotiation with organisational objectives. Strategy defines direction; tactics are the methods used to achieve it. Planning strategy first ensures tactics serve long-term goals effectively.
Reference: CIPS L5M15 C Negotiation Strategy and Tactics.

Question No : 6

In preparing for a negotiation, an in-house procurement analyst has completed research and will present this to the team before negotiations begin.
Which of the following tools could they use to organise the data? Select TWO.

A.Relationship Spectrum
B.Data Cube
C.STEEPLE Analysis
D.SWAP Analysis

정답:
Explanation:
The Data Cube is a multi-dimensional framework for presenting data clearly, while STEEPLE analysis (Social, Technological, Economic, Environmental, Political, Legal, Ethical) helps analyse the external environment. These tools aid structured preparation for negotiation.
Reference: CIPS L5M15 C Analytical Tools for Negotiation Preparation.

Question No : 7

For a high-value or high-risk project, which of the following are key actions in negotiation? Select TWO.

A.Have a winClose approach to negotiation.
B.Prepare thoroughly before the negotiation.
C.Use a multi-disciplinary team.
D.Use ploys and tactics.
E.Host the meeting at your premises.

정답:
Explanation:
High-risk or high-value negotiations require thorough preparation―understanding goals, alternatives, and stakeholder expectations―and often benefit from a cross-functional team bringing varied expertise. This improves quality of analysis and decision-making.
Reference: CIPS L5M15 C Negotiation Preparation and Planning for Complex Projects.

Question No : 8

What is meant by “marginal gains”?

A.All improvements are of equal value.
B.A supplier should seek to meet their KPIs but not excel.
C.Small incremental gains can lead to a larger improvement.
D.There should be a low margin for error when trying to improve.

정답:
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 C Supplier Performance and Continuous Improvement (Marginal Gains Theory).

Question No : 9

Which of the following best describes a “Skunkworks” department in an organisation?

A.Small and efficient
B.Experimental and independent
C.Large and powerful
D.Wide-ranging and positional

정답:
Explanation:
“Skunkworks” refers to a small, independent unit within an organisation that focuses on innovation and experimental projects. It operates with autonomy and minimal bureaucracy, often outside the main corporate structure, to accelerate development.
Reference: CIPS L5M15 C Innovation and Organisational Structure (Skunkworks concept).

Question No : 10

Research by Meredith Belbin into team roles and predicting success showed that the most successful teams had which of the following characteristics?

A.A successful team should have nine people.
B.A successful team needs highly intelligent people.
C.A successful team requires different people to play different roles.
D.A successful team must have a clear leader.

정답:
Explanation:
Meredith Belbin’s research found that high-performing teams have a balanced mix of complementary roles rather than simply highly skilled individuals. The nine Belbin roles (e.g., Plant, Coordinator, Implementer, Completer Finisher) reflect diverse strengths that, when combined, improve overall team performance.
Reference: CIPS L5M15 C Team Roles and Effectiveness (Belbin’s Team Role Theory).

Question No : 11

Which of the following is not a personality characteristic in the OCEAN “Big Five” model?

A.Openness
B.Agreeableness
C.Neuroticism
D.Sensitivity

정답:
Explanation:
The Big Five traits are Openness, Conscientiousness, Extraversion, Agreeableness, Neuroticism (OCEAN). “Sensitivity” is not one of the five canonical factors.
Reference: CIPS L5M15 C Individual differences and Big Five personality traits.

Question No : 12

Josh plans to use a MyersCBriggs assessment for junior candidates.
What type of test is this?

A.Personality test
B.Competence test
C.Procurement test
D.Intelligence test

정답:
Explanation:
MyersCBriggs Type Indicator (MBTI) profiles personality preferences (e.g., introversion/extraversion).
It is not a measure of intelligence or job competence.
Reference: CIPS L5M15 C Assessing people in negotiation contexts: personality tools.

Question No : 13

What was the principal conclusion of the Hawthorne experiments?

A.People are motivated by money.
B.People work better when the lighting is better.
C.People work harder when they’re being observed.
D.People are inherently lazy.

정답:
Explanation:
The “Hawthorne effect” suggests performance can improve simply because people know they are being studied/observed―attention and interest from management can boost engagement.
Reference: CIPS L5M15 C Motivation and behaviour: Hawthorne/Elton Mayo.

Question No : 14

According to Maslow’s hierarchy of needs, which is the most basic human need?

A.Safety
B.Belonging
C.Emotional
D.Physiological

정답:
Explanation:
Physiological needs (air, water, food, rest) sit at the base of Maslow’s pyramid. Higher-order needs (safety, belonging, esteem, self-actualisation) become salient once lower levels are reasonably satisfied.
Reference: CIPS L5M15 C Motivation theories applied to negotiation.

Question No : 15

Which stage of team development is typically characterised by frustration and conflict?

A.Forming
B.Storming
C.Norming
D.Adjourning

정답:
Explanation:
In Tuckman’s model, storming follows forming and features challenge, tension, and testing of roles.
Effective leadership and clarity of purpose help teams move into norming and performing.
Reference: CIPS L5M15 C Teams in negotiation: Tuckman stages.

CIPS L5M15 시험