Free CIPS L5M15 Practice Exam with Questions & Answers

Power distancegauges how cultures accept unequal power distribution and hierarchy—key to planning authority lines, escalation, and decision-making in cross-cultural negotiations.

In Tuckman’s team development model:Forming → Storming → Norming → Performing → Adjourning/Mourning. “Storming” is the first stage listed here and marks initial conflict as roles and norms form.

Integrityrefers to ethical consistency—acting honestly, fairly, and in accordance with moral principles, even under pressure. It underpins trust and credibility in procurement and negotiation.

Principled (interest-based) negotiation aims tocreate valueand reachmutual gainby separating people from problems, focusing on interests, generating options, and applying objective criteria—hallmarks of win–win.

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

Separating people from the problem means you treat the relationship and the substantive issues as distinct. Pushback on a proposal is not a personal attack; it’s part of clarifying interests and criteria. Keeping relationship concerns separate helps maintain respect and reduces defensiveness.

Gamesmanship/brinkmanshipare aggressive, high-pressure tactics that can harm relationships. They are generally reserved forone-off or transactionalsituations where ongoing relationship quality is not a priority.

Trust in negotiation is built when a counterpart is perceived as both capable (competence) and benevolent (care). Without either dimension, relationships may erode into mere respect or distrust.

High-risk/high-value scenarios (often coded “yellow” in CIPS frameworks) require acollaborativeapproach—building joint trust, sharing information, and developing win–win outcomes to manage complexity and mutual dependency.

Ingratiationinvolves using flattery, praise, or friendliness to increase likability and influence. It’s a soft tactic often used to build rapport and reduce resistance before discussing substantive issues.