L5M15 Exam Dumps - CIPS Level 5 Advanced Diploma in Procurement and Supply Questions and Answers

“Apprising” means spelling out how a proposal benefits the other party (e.g., efficiencies, cost savings, risk reduction). It’s a classic soft, pull-style tactic that aims to increase willingness by linking options to the counterpart’s interests.

Behaviours thatundermine honesty(e.g.,exaggerated claimsandfavouritism) erode credibility and trust in negotiations. Hardball techniques can be competitive but are not inherently dishonest; lack of a fixed agenda affects structure, not honesty.

Astrategic partnershipis a formal, high-involvement relationship with shared resources and joint governance—appropriate where risk/value is high and close collaboration is essential. Strategic alliances can be looser and not always resource-sharing.

Brinkmanship is the tactic of deliberately pushing a negotiation toward the “brink,” using extreme pressure and risk tolerance in pursuit of a decisive concession or outcome. A powerful BATNA can embolden this approach, though it heightens relational and reputational risk.

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.

Primary datais original information gathered firsthand for a specific purpose—such as surveys, interviews, or focus groups. By contrast,secondary datacomes from existing sources. A survey, therefore, is an appropriate primary data-gathering tool.