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CIPS Advanced Negotiation Sample Questions:

1. The pain/gain share approach is used to incentivise contractors in long-term contracts to achieve a target cost or extra efficiencies. In which industry is this mechanism most common?

A) Construction
B) Agriculture
C) Finance
D) Services

2. In anexploitative authoritativeform of management, which of the following is true?

A) Motivation is based on threats and decisions are imposed on subordinates.
B) Responsibility is shared throughout the hierarchy.
C) Motivation is based on rewards and communication is limited.
D) Leadership involves trust and teamwork.

3. When a discussion is being driven by a consideration that has not been openly disclosed, leaving one party disadvantaged, this is known as what?

A) Exaggerated claim
B) Lack of confidentiality
C) Favouritism
D) Hidden agenda

4. Yi Ting is advised to use the Principled Approach. Which must she remember?Select TWO

A) Focus on interests not positions
B) Separate people from problems
C) She will be negotiating alone
D) Do not deviate from the agenda

5. Robert and Debbie want to formalise a business relationship and share resources to deliver a high-risk, high- value project. What type of relationship should they seek?

A) Strategic alliance
B) Strategic partnership
C) Arm's-length relationship
D) Preferred supplier

Solutions: