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Home > CIPS > CIPS Level 5 Advanced Diploma in Procurement and Supply > CIPS Advanced Negotiation certification

CIPS Advanced Negotiation : L5M15

L5M15

Exam Code: L5M15

Exam Name: Advanced Negotiation

Updated: Nov 11, 2026

Q&A Number: 91 Q&As

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About CIPS L5M15 Exam Questions and Answers

CIPS L5M15 Exam Syllabus Topics:

TopicDetails
Topic 1
  • Understand negotiation relationships and ethics: This section of the exam measures skills of Supply Chain Professionals and covers the role of relationships, trust, and ethics within negotiations. It explains how honesty and long-term partnerships contribute to effective outcomes and examines how situational assessment affects negotiation tone and results. The section also introduces ethical considerations, including the differences between positional and principled negotiation, separating personal factors from issues, and pursuing win-win solutions. It highlights the importance of cultural sensitivity, transparency, and the avoidance of unethical practices such as bribery, corruption, or fraud within professional negotiations.
Topic 2
  • Understand methods and behavioural factors which can influence others: This section of the exam measures skills of Category Managers and covers the influence of behavioural and interpersonal dynamics in negotiation and collaboration. It explores methods to influence individuals and groups by building trust, creating alliances, and managing conflict, ambiguity, and resistance effectively. Learners examine how attitudes, motivation, and organisational behaviour affect outcomes, including the influence of leadership style, empowerment, participation, and communication. The section emphasizes understanding how organisational structures and informal networks shape negotiation power and decision-making processes within procurement and supply environments.
Topic 3
  • Understand the key stages which impact on the negotiation process and outcomes: This section of the exam measures skills of Procurement Managers and covers the major phases of negotiation, from preparation to conclusion. It includes understanding how pre-negotiation planning influences success, analyzing whether to negotiate individually or as a team, and preparing with clear objectives, strategies, and intelligence. It also explores structuring a negotiation agenda, applying effective negotiation tools and tactics, handling concessions, understanding opponent motivations, managing deadlocks, and ensuring successful conclusion and documentation of agreements. Post-negotiation focus is on implementing agreements, selling outcomes to stakeholders, and monitoring performance for continuous improvement.

Reference: https://www.cips.org/qualifications/advanced-diploma-in-procurement-supply/advanced-negotiation

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L5M15 Related Exams
L5M5 - Managing Ethical Procurement and Supply (L5M5)
L5M2 - Managing Supply Chain Risk
L5M8 - Project and Change Management
L5M9 - Operations Management
L5M10 - Logistics Management
Related Certifications
Level 4 Diploma in Procurement and Supply
CIPS Level 4 Diploma in Procurement and Supply
CIPS Level 6 Professional Diploma
CIPS Certifications
CIPS Level 3 Advanced Certificate in Procurement and Supply Operations
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