CIPS L5M15 Practice Exam Questions & Answers

7 Free Questions Last reviewed November 3, 2026 Prepared & Reviewed by the ValidExamDumps Editorial Team

88 Practice Questions (Our Bank)
90 minutes Exam Duration
Exam Facts

CIPS L5M15 Exam Details

Key details for this exam, checked against the published exam outline

Exam Code
L5M15
Full Name
Advanced Negotiation
Issuing Body
CIPS (Chartered Institute of Procurement and Supply)
Question Format (Our Bank)
Multiple Choice
Delivery
Online proctored or at an approved CIPS exam centre
Eligibility
Enrollment in or pursuit of the CIPS Level 5 Advanced Diploma in Procurement and Supply
Full Question Set
88 questions Get All Questions
Practice Questions

Free L5M15 Practice Questions

Each question shows the correct answer and an explanation of why it is right

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ValidExamDumps Editorial Team Every question and its answer is checked by our L5M15 exam preparation team, who also write the explanation shown with each one. How we research and review these pages

Question 1 Domain 1 Understand the key stages which impact on the negotiation process and outcomes

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

Correct Answer A, C
Explanation

Two core principles are to separate people from the problem and to focus on interests rather than positions. (The other two statements are not defining elements of the approach.)

Question 2 Domain 3 Understand methods and behavioural factors which can influence others

Which of the following are advantages of videoconferencing? Select THREE

Correct Answer A, B, D
Explanation

Videoconferencing offers benefits such as screen sharing, speed and convenience, and the ability to observe facial expressions. However, it limits full body-language assessment and may reduce personal connection compared to face-to-face interactions.

Question 3 Domain 2 Understand negotiation relationships and ethics

The negotiation tactic in which a person enters with preconceived ideas and attacks the opposition rather than working toward a wise agreement is known as:

Correct Answer C
Explanation

Positional bargaining starts from fixed stances and tends toward adversarial exchanges and concession trading, often impeding creative, interest-based outcomes.

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Question 4 Domain 1 Understand the key stages which impact on the negotiation process and outcomes

Which of the following are examples of reciprocated concessions? Select TWO

Correct Answer C, D
Explanation

Reciprocated concessions occur when both sides trade something of value---such as exchanging discounts for improved terms. This supports balanced negotiation progress and fosters trust.

Question 5 Domain 3 Understand methods and behavioural factors which can influence others

Which of the following tactics would be considered a hard tactic in negotiation?

Correct Answer B
Explanation

Pressure tactics are categorised as ''hard'' negotiation behaviours. They apply coercion or authority to gain compliance. In contrast, tactics such as collaboration, inspirational appeal, and rational persuasion are ''soft'' and relationship-oriented.

Question 6 Domain 2 Understand negotiation relationships and ethics

Which of the following is not a base of power?

Correct Answer D
Explanation

The six recognised bases of power are informational, legitimate, referent, coercive, reward, and expert. Financial power is not classified separately---it can fall under reward or resource power, but not as a formal category.

Question 7 Domain 3 Understand methods and behavioural factors which can influence others

Which of the following models would you use for supplier preferencing?

Correct Answer B
Explanation

The Kraljic Matrix is used to assess procurement categories and supplier relationships based on value and risk, helping buyers tailor their negotiation and relationship management strategies.

Study Guide

What the CIPS L5M15 Exam Covers

Exam domains verified against the Official CIPS L5M15 exam guide, last checked November 2026.

Domain 1 Understand the key stages which impact on the negotiation process and outcomes

Master the three phases of negotiation: pre-negotiation planning including team composition, venue selection, and agenda design. negotiation strategies including specialist tools, concessions, and deadlock resolution. post-negotiation actions including agreement implementation, stakeholder communication, and performance monitoring. Study how personality types and motivational drivers influence opponents, and how length and fatigue affect negotiations.

Sample questions from this domain above Q1Q4

Domain 2 Understand negotiation relationships and ethics

Develop your ability to build and maintain trust through honesty and long-term relationship focus. Compare positional versus principled negotiation approaches and learn to separate people from problems. Address ethical challenges including bribery, corruption, fraud, and cultural factors. Master techniques for identifying mutual gain options and managing information sharing to create win-win outcomes.

Sample questions from this domain above Q3Q6

Domain 3 Understand methods and behavioural factors which can influence others

Learn to build networks of influence, create alliances, and manage conflict and resistance. Assess how attitudes, motivation, and organisational behaviour shape individual and group responses. Understand the impact of leadership style, empowerment, participation, and communication on negotiation outcomes. Recognize how organisational structure and informal networks affect power dynamics and decision-making.

Sample questions from this domain above Q2Q5Q7

FAQ

L5M15 Exam FAQ

Common questions about the exam itself

What background do I need before attempting L5M15 Advanced Negotiation?
You must be enrolled in or actively pursuing the CIPS Level 5 Advanced Diploma in Procurement and Supply. The exam assumes you have foundational procurement knowledge, likely from prior CIPS qualifications at Level 3 or 4. You should understand basic supply chain concepts and organisational procurement processes.
How is L5M15 different from lower-level CIPS negotiation modules?
L5M15 is a strategic-level exam requiring scenario-based and situational analysis questions, not just factual recall. You must apply negotiation principles to complex multi-party situations, evaluate behavioural dynamics, and recommend strategies aligned with ethics and organisational objectives. Lower levels focus on foundational knowledge and tactical techniques.
What is the exam format and how long do I have?
L5M15 is a 90 minute Objective Response exam where you select answers from a list. The exam includes multiple choice questions testing terminology and frameworks, plus scenario-based items presenting realistic negotiation situations. You must analyse context, identify stakeholder interests, and select appropriate approaches.
Which learning outcome is hardest and how should I prepare?
Most candidates find Outcome 2 (ethics and relationships) challenging because it presents scenario questions requiring you to identify conflicts of interest, trust breaches, and recommend remedial actions. Study CIPS professional codes, principled negotiation techniques, and long-term relationship strategies. Practice applying ethical frameworks to realistic procurement scenarios.
How long should I allow for preparation before sitting L5M15?
Most candidates need 8 to 12 weeks of regular study. The exam requires both theoretical knowledge and the ability to apply negotiation stages to realistic scenarios, so time is needed for comprehension and practice. Busy professionals often take 12 to 16 weeks to build confidence.
What exactly happens on exam day for L5M15?
You sit in your chosen location with an invigilator for a 1.5 hour appointment. You select answers to multiple choice and scenario-based questions within 90 minutes of testing time. Self-study students book online and choose from three available daily timeslots during exam week.
What is the passing score for L5M15 and what happens if I fail?
The passing score is 70 percent. If you do not achieve this, you can retake the exam. CIPS allows unlimited retakes, though each attempt requires you to book and pay separately. Most candidates retake within 8 to 12 weeks after revising weak areas.
How long is the L5M15 Advanced Negotiation certification valid?
CIPS certifications are typically valid for a defined period from the date you pass. As part of the Level 5 Advanced Diploma, L5M15 contributes to your overall diploma credential. Check with CIPS or your employer on renewal requirements, as these may depend on your membership status and continuing professional development.
What job roles does L5M15 certification prepare me for?
Passing L5M15 opens doors to senior procurement roles such as Procurement Manager, Category Manager, Supply Chain Manager, and Sourcing Manager. The strategic negotiation and stakeholder influence skills are also valued in sales leadership, business consulting, and project management roles requiring complex deal management.
How does L5M15 fit within the Level 5 Advanced Diploma structure?
L5M15 is one of several modules you can choose as an elective within the Level 5 Advanced Diploma in Procurement and Supply. It pairs with core modules covering strategic supply chain management and governance. Completing this module, along with core and other elective modules, leads to the full Advanced Diploma credential.

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