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CIPS Advanced Negotiation Sample Questions (Q57-Q62):

NEW QUESTION # 57
InHerzberg's Two-Factor Theory, which of the following factors affect motivation?Select TWO

Answer: A,D

Explanation:
Herzberg identifiedmotivators(e.g., achievement, recognition, responsibility) that increase satisfaction, and hygiene factors(e.g., pay, conditions) that prevent dissatisfaction. Both affect workplace motivation in different ways.
Reference:CIPS L5M15 -Motivation Theories in Negotiation Contexts (Domain 3.2).


NEW QUESTION # 58
Which of the following aredisadvantagesof entering into a strategic alliance?Select TWO

Answer: A,B

Explanation:
While alliances can deliver benefits (e.g., shared resources, economies of scale), they also poserisks, notably confidentiality issues(data sharing vulnerability) andpotential disputesover governance, profit sharing, or objectives.
Reference:CIPS L5M15 -Strategic Alliances: Advantages & Disadvantages (Domain 3.1).


NEW QUESTION # 59
Which of the following areincentivesto increase supplier performance?Select TWO

Answer: B,D

Explanation:
Gain shareandbonus paymentsare positive incentives that encourage suppliers to perform beyond baseline requirements. Gain share rewards suppliers for creating mutual cost savings or innovation benefits, while bonus payments recognise exceeding service or delivery targets.
In contrast, pain share and service credits are deterrents for underperformance, not motivators.
Reference:CIPS L5M15 -Supplier Performance Incentives and Contractual Mechanisms (Domain 1.3).


NEW QUESTION # 60
Which of the following is a disadvantage of apositionalapproach to negotiation?Select TWO.

Answer: B,D

Explanation:
Positional bargaining starts with fixed opening stances and trades concessions from those stances. This often reduces flexibility and can make participants defensive or entrenched, inhibiting creativity and joint problem- solving.
Reference:CIPS L5M15 - Approaches to negotiation: Positional vs Principled.


NEW QUESTION # 61
Dominic has reached a deadlock. He shifts focus to what happens if both parties cannot agree. What tactic is Dominic using?

Answer: D

Explanation:
Framinginvolves guiding attention toward specific consequences or perspectives. By emphasising the outcome of no agreement, Dominic reframes the discussion around the implications of failure, potentially prompting reconsideration.
Reference:CIPS L5M15 -Framing Agendas and Issue Management (Domain 1.2).


NEW QUESTION # 62
......

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