CIPS Advanced Negotiation - L5M15 FREE EXAM DUMPS QUESTIONS & ANSWERS

A. Yes - rationalising influences outcomes by uniting others. B. No - rationalisation relies on personal confidence. C. No - rationalising is a push technique which relies on persuasion and leverage. D. Yes - rationalising is an inspirational technique.

A. Mourning B. Storming C. Performing D. Norming

A. Relationships based on power should be discouraged B. More relative power means the negotiator can be proactive rather than reactive C. Agreements are made on mutual interest D. Inequality of power is a barrier to close relationships

A. Email B. Article on the website C. Notice board D. Team meeting

A. Take it or leave it B. BATNA C. The nibble D. Framing the agenda

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

A. Yes - being both honest and open ensures success. B. No - you should not be open with the other party. C. Yes - these are the two most important characteristics for a win-win negotiation. D. No - you should not be honest with the other party.

A. Gamesmanship B. Brinkmanship C. Positional negotiation D. Distributive bargaining

A. Use a persuasive style of negotiation. B. Shift the focus of the meeting in a certain direction. C. State the agenda first and do not deviate from it. D. Explain the purpose of the meeting at the beginning.

A. Yes - there should be no risks in a negotiation. B. No - all risks should be monitored but not mitigated. C. Yes - all risks should be removed before negotiation. D. No - some risks should be tracked and accepted.