[2026年03月]更新のL5M15試験問題と有効なL5M15問題集PDF [Q39-Q56]

[2026年03月]更新のL5M15試験問題と有効なL5M15問題集PDF

L5M15ブレーン問題集学習ガイドにはヒントとコツで試験合格を目指そう

CIPS L5M15 認定試験の出題範囲：

トピック	出題範囲
トピック 1	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.
トピック 2	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.
トピック 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.

質問 # 39
Which of the following is anegativebody-language signal?

A. Smiling
B. Mirroring the other person's body language
C. Crossed arms
D. Eye contact

正解：C

解説：
Crossed arms are commonly read as closed/defensive, which can hinder rapport. In contrast, natural smiling, appropriate eye contact, and subtle mirroring generally support openness and trust.
Reference:CIPS L5M15 - Communication and rapport: non-verbal behaviours.

質問 # 40
Every negotiation requires a rehearsal. Is this statement TRUE?

A. Yes - every negotiation should be rehearsed.
B. Yes - you are more likely to fail if not rehearsed.
C. No - routine negotiations do not require rehearsals.
D. No - only high-risk negotiations require rehearsals.

正解：C

解説：
Not all negotiations need formal rehearsals. Forroutine or low-value supplier interactions, preparation may be minimal. Rehearsals are best suited forstrategic or high-stakesnegotiations involving teams or complex outcomes.
Reference:CIPS L5M15 -Negotiation Planning and Rehearsal (Domain 1.1).

質問 # 41
What is the mainadvantagefor a supplier using a pain-share contract?

A. It ensures a better relationship with the buyer.
B. There is a shared approach to risk.
C. The supplier will be penalised for not achieving a target cost.
D. It ensures cost certainty on the contract.

正解：B

解説：
Pain/gain share arrangements distribute both upside (gain) and downside (pain) between buyer and supplier, promoting fairness and shared accountability. This shared-risk structure encourages collaboration and continuous improvement.
Reference:CIPS L5M15 -Risk and Reward Sharing in Contracts.

質問 # 42
When mightcrowdsourcingbe useful in a negotiation?

A. Researching a supplier
B. During the negotiation, to gain better insight
C. Assessing the other party's BATNA
D. Deciding on final prices

正解：A

解説：
In CIPS terms,crowdsourcingmeans collecting information or opinions from a large group via digital platforms. It can be useful forresearching suppliers, validating performance, and benchmarking reputations before negotiations.
Reference:CIPS L5M15 -Information Gathering & External Intelligence Tools (Domain 2.1).

質問 # 43
Principled Negotiation is an approach that attempts to achieve what outcome?

A. Win-win
B. The other party concedes on all items
C. The quickest outcome
D. Win-lose

正解：A

解説：
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.
Reference:CIPS L5M15 - Principled/Interest-Based Negotiation (Domain 2.2).

質問 # 44
Kelly is a lead negotiator preparing for a meeting with a supplier. Her approach is to appear "warm and tough." Which of the following behaviours should Kelly exhibit?

A. Dominating and aggressive
B. Disinterested
C. Confident and assertive
D. Overly friendly

正解：C

解説：
"Warm and tough" means balancing firmness on issues with respect and empathy in style. Confidence and assertiveness maintain authority while preserving positive tone-ideal for collaborative negotiation.
Reference:CIPS L5M15 -Influencing Behaviours in Negotiation: Warm vs Tough Styles.

質問 # 45
Honesty and integrity are core elements of business ethical codes of practice. Demonstrating these behaviours can help avoid which of the following?

A. Reputational damage
B. Loss of contracts
C. Loss of staff
D. Physical damage

正解：A

解説：
Acting with honesty and integrity safeguards an organisation's reputation, ensuring public trust and compliance with professional standards. Ethical misconduct, by contrast, risks serious reputational harm and stakeholder distrust.
Reference:CIPS L5M15 -Ethics and Reputation Management in Procurement and Negotiation.

質問 # 46
Which of the following could be considered aPull-styleinfluencing/negotiation tactic?Select TWO.

A. Negotiating
B. Asserting
C. Inspiring
D. Rationalising

正解：A、C

解説：
Pull tactics engage, involve, and motivate others (e.g., inspiring with vision, inviting joint problem-solving, exploring interests). Push tactics rely on directing, arguing, or asserting with facts and logic. Thus "inspiring" and "negotiating" are pull; "rationalising" and "asserting" are push.
Reference:CIPS Level 5, L5M15 - Topic: Push vs Pull Influencing Styles.

質問 # 47
Procurement or contract risk can come in many forms. A STEEPLE analysis can provide awareness of potential risk factors. Which of the following factors are included within a STEEPLE analysis?

A. Social, time, environment
B. Legal, ethical, political
C. Legitimate, ethical, economic
D. Ergonomic, technological, political

正解：B

解説：
STEEPLE analysis(Social, Technological, Economic, Environmental, Political, Legal, Ethical) helps identify external factors that could create risks or opportunities in procurement. It broadens situational awareness beyond immediate operational issues.
Reference:CIPS L5M15 -Environmental Scanning and Risk Awareness: STEEPLE Model (Domain 2.1).

質問 # 48
Explaining the benefit of an option is a soft tactic often used in negotiations. What is this commonly known as?

A. Inspirational appeal
B. Apprising
C. Ingratiation
D. Consultation

正解：B

解説：
"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.
Reference:CIPS L5M15 - Negotiation tactics: soft/pull tactics (Apprising).

質問 # 49
Which of the following isnota base of power?

A. Legitimate
B. Informational
C. Referent
D. Financial

正解：D

解説：
The six recognisedbases of powerare 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.
Reference:CIPS L5M15 -Power in Negotiation (French & Raven's Six Bases) (Domain 3.1).

質問 # 50
A belief that someone is both highly competent and that they care is an example of which characteristic?

A. Respect
B. Distrust
C. Trust
D. Affection

正解：C

解説：
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.
Reference:CIPS L5M15 -Building Trust in Supplier Relationships.

質問 # 51
In which circumstances may a buyer suggest that a negotiation meeting be held at thesupplier's premises?

A. To ensure negotiations run smoothly
B. To allow the buyer to find out more about the supplier
C. To ensure the buyer has the advantage
D. To ensure the supplier has the advantage

正解：B

解説：
Holding a meeting at thesupplier's siteallows the buyer to gain insights into the supplier's capacity, infrastructure, culture, and quality systems. This firsthand observation strengthens understanding and informs negotiation strategy.
Reference:CIPS L5M15 -Negotiation Preparation and Venue Selection (Domain 1.1).

質問 # 52
Why is it important to build rapport during a negotiation?

A. It demonstrates power and influence in the negotiation.
B. It is a hard influencing technique that will help secure the desired outcome.
C. It is the process of building a relationship of mutual trust and understanding.
D. It allows you to deviate from the agenda.

正解：C

解説：
In negotiation, rapport is about creating a foundation of mutual trust, respect, and understanding so that information flows more freely, misinterpretations are reduced, and collaborative problem-solving becomes easier. Strong rapport supports effective communication and smoother movement toward agreement.
Reference:CIPS Level 5, Advanced Negotiation (L5M15) - Topic: Building Rapport (Communication and Interpersonal Skills).

質問 # 53
The win-lose approach to negotiation is also sometimes known as what?

A. Brinkmanship
B. Positional negotiation
C. Distributive bargaining
D. Gamesmanship

正解：C

解説：
Distributive bargaining treats the deal as a fixed pie: what one party gains, the other loses. It typically uses competitive tactics aimed at claiming value rather than creating it and is closely associated with win-lose outcomes.
Reference:CIPS Level 5, L5M15 - Topic: Distributive (Competitive) vs Integrative (Collaborative) Negotiation.

質問 # 54
For a high-value or high-risk project, which of the following are key actions in negotiation?Select TWO.

A. Have a win-lose approach to negotiation.
B. Use ploys and tactics.
C. Use a multi-disciplinary team.
D. Host the meeting at your premises.
E. Prepare thoroughly before the negotiation.

正解：C、E

解説：
High-risk or high-value negotiations require thorough preparation-understanding goals, alternatives, and stakeholder expectations-and often benefit from a cross-functional team bringing varied expertise. This improves quality of analysis and decision-making.
Reference:CIPS L5M15 -Negotiation Preparation and Planning for Complex Projects.

質問 # 55
Bob is preparing for a negotiation with an important potential business partner. His approach is to devise options for mutual gain before deciding what to do. Which approach to negotiation is Bob taking?

A. Hardball
B. Playing hard to get
C. Positional
D. Principled

正解：D

解説：
"Principled negotiation" (sometimes called the Harvard method) is built on four pillars: (1) separate people from the problem; (2) focus on interests, not positions; (3) generate options for mutual gain; and (4) use objective criteria. Bob's focus on creating options for mutual gain signals the principled approach.
Reference:CIPS Level 5, L5M15 - Topic: Approaches to Negotiation (Principled/Interest-based Negotiation).

質問 # 56
......

L5M15試験問題無料PDFダウンロード最近更新された問題です：https://jp.fast2test.com/L5M15-premium-file.html

L5M15認定試験問題集には91練習テスト問題：https://drive.google.com/open?id=1w104w-LTJwxPzc__3m-dh0dr1aFNO1n5