Free CIPS L5M15 Exam Dumps Questions & Answers

Which of the following behaviours can lead to a breakdown in trust because of the perceived lack of honesty?
Select TWO

• A.  Favouritism
• B.  Lack of a fixed agenda
• C.  Exaggerated claims
• D.  Using hardball negotiation techniques

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.  Methodical, well-organised
• C.  Collaborative style
• D.  Cautious, well-planned

When mightcrowdsourcingbe useful in a negotiation?

• A.  Deciding on final prices
• B.  During the negotiation, to gain better insight
• C.  Assessing the other party's BATNA
• D.  Researching a supplier

An inexperienced negotiator may feel that resistance to their position is a personal attack. In this situation, which of the following components of principled negotiation should they refer to?

• A.  Devise options for mutual gain
• B.  Insist results are based on objective criteria
• C.  Separate people from problems
• D.  Focus on interests, not positions

What was the principal conclusion of the Hawthorne experiments?

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