CIPS
L5M15
Q1:
Haggling and coercive behaviour can lead to a win--win outcome in a negotiation. Is this true?
○
A
Yes -- both parties achieve their objectives.○
B
Yes -- this is the most effective way to ensure a win--win outcome.○
C
No -- a win--win outcome requires both parties to achieve their objectives through a value-creating approach.○
D
No -- haggling and coercive behaviour can only lead to a lose--lose outcome.
CIPS
L5M15
Q2:
Josh plans to use a Myers--Briggs assessment for junior candidates. What type of test is this?
○
A
Personality test○
B
Competence test○
C
Procurement test○
D
Intelligence test
CIPS
L5M15
Q3:
Yi Ting is advised to use the Principled Approach. Which must she remember? Select TWO
☐
A
Separate people from problems☐
B
Do not deviate from the agenda☐
C
Focus on interests not positions☐
D
She will be negotiating alone
CIPS
L5M15
Q4:
Which of the following is a negative body-language signal?
○
A
Smiling○
B
Mirroring the other person's body language○
C
Eye contact○
D
Crossed arms
CIPS
L5M15
Q5:
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
Preferred supplier○
D
Arm's-length relationship