合格させちゃうCIPS Level 5 Advanced Diploma in Procurement and Supply L5M15試験簡単かつ正確なPDF問題 [2026年01月22日]
L5M15認証試験問題集解答を提供しています
CIPS L5M15 認定試験の出題範囲：
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質問 # 23
Which of the following best describes a "Skunkworks" department in an organisation?
- A. Wide-ranging and positional
- B. Experimental and independent
- C. Small and efficient
- D. Large and powerful
正解：B
解説：
"Skunkworks" refers to a small, independent unit within an organisation that focuses on innovation and experimental projects. It operates with autonomy and minimal bureaucracy, often outside the main corporate structure, to accelerate development.
Reference:CIPS L5M15 -Innovation and Organisational Structure(Skunkworks concept).
質問 # 24
Rationalising is the use of logic, facts, and reason in a negotiation. This is a pull style of influencing. Is this correct?
- A. No - rationalising is a push technique which relies on persuasion and leverage.
- B. No - rationalisation relies on personal confidence.
- C. Yes - rationalising is an inspirational technique.
- D. Yes - rationalising influences outcomes by uniting others.
正解：A
解説：
Rationalisingbelongs to thepush influencing style. It uses logic, facts, and evidence to convince others, leveraging authority or data. It contrasts withpull techniquessuch as inspiring and consulting, which engage others collaboratively.
Reference:CIPS L5M15 -Push vs Pull Influencing Techniques (Domain 3.1).
質問 # 25
Where two parties share the cost of implementing new production capabilities or in sharing costly storage
/transport infrastructure, what type of strategic alliance is this?
- A. Operations and logistics
- B. Financial
- C. Marketing and sales
- D. Technology development
正解：A
解説：
Sharing warehousing, distribution, or production capacity is characteristic ofoperations and logistics alliances-aimed at cost leverage, service improvements, and risk sharing in physical operations.
Reference:CIPS L5M15 - Types of alliances: operations/logistics collaboration.
質問 # 26
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 # 27
The pain/gain share approach is used to incentivise contractors in long-term contracts to achieve a target cost or extra efficiencies. In which industry is this mechanism most common?
- A. Services
- B. Construction
- C. Agriculture
- D. Finance
正解：B
解説：
Constructionprojects often use pain/gain share mechanisms to align contractor performance with client objectives. They balance risk and reward-sharing savings or overruns based on project outcomes.
Reference:CIPS L5M15 -Contractual Incentives and Risk-Sharing Models (Pain/Gain Share).
質問 # 28
Using praise or flattery in a negotiation is the use of which of the following tactics?
- A. Ingratiation
- B. Personal appeal
- C. Collaboration
- D. Exchange
正解：A
解説：
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.
Reference:CIPS L5M15 -Soft Tactics and Relationship Building (Domain 3.1).
質問 # 29
In what circumstances would it be acceptable to use gamesmanship and brinkmanship tactics?
- A. Where the relationship is not important
- B. In international negotiations
- C. For high-risk products
- D. For long-term contracts
正解：A
解説：
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.
Reference:CIPS L5M15 - Competitive Tactics: Gamesmanship & Brinkmanship (Domain 2.2).
質問 # 30
Daniel is the lead negotiator for a deal with a potential supplier. He is quick-thinking, assertive, and has strong market knowledge. Which type of product is Daniel negotiating about?
- A. Low value, low risk
- B. High value, low risk
- C. High value, high risk
- D. Low value, high risk
正解：B
解説：
Assertive, decisive negotiation styles align withhigh-value, low-risksituations, typically requiring competitive behaviour to maximise value without the complexity of shared risk.
Reference:CIPS L5M15 -Negotiation Styles and Specialist Tools Table (Domain 1.2).
質問 # 31
Oscar is joining a negotiation team. His brother is the CEO of the supplier. What behaviour is this an example of?
- A. False claim
- B. Conflict of interest
- C. Hidden agenda
- D. Favouritism
正解：B
解説：
Aconflict of interestarises when personal relationships or financial interests could influence-or appear to influence-professional judgement. It must be declared and managed to maintain ethical integrity.
Reference:CIPS L5M15 -Ethical Behaviour and Conflicts of Interest.
質問 # 32
InHerzberg's Two-Factor Theory, which of the following factors affect motivation?Select TWO
- A. Motivation factors
- B. Fun factors
- C. Hygiene factors
- D. Demotivation factors
正解：A、C
解説：
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).
質問 # 33
Which of the following isnota personality characteristic in the OCEAN "Big Five" model?
- A. Agreeableness
- B. Sensitivity
- C. Neuroticism
- D. Openness
正解：B
解説：
The Big Five traits areOpenness, Conscientiousness, Extraversion, Agreeableness, Neuroticism (OCEAN)
. "Sensitivity" is not one of the five canonical factors.
Reference:CIPS L5M15 - Individual differences and Big Five personality traits.
質問 # 34
Sarah is a procurement manager who used a win-lose stance and deceptive techniques to reach her goals.
Which consequences may follow?Select TWO
- A. The approach may damage the long-term relationship
- B. Sarah achieved all of her objectives
- C. The supplier will have more respect for Sarah
- D. The contract may be rendered void
正解：A、D
解説：
Deceptive conduct candamage relationshipsand may expose the agreement torescission for misrepresentation(fraudulent/neglectful untrue statements of fact), potentially rendering the contract voidable. We cannot infer she achieved all objectives or gained respect.
Reference:CIPS L5M15 - Integrity, Misrepresentation & Consequences in Negotiation (Domain 2.1).
質問 # 35
Honesty and integrity are core elements of business ethical codes of practice. Demonstrating these behaviours can help avoid which of the following?
- A. Physical damage
- B. Reputational damage
- C. Loss of contracts
- D. Loss of staff
正解：B
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 # 36
Which stage of team development is typically characterised by frustration and conflict?
- A. Norming
- B. Adjourning
- C. Storming
- D. Forming
正解：C
解説：
In Tuckman's model,stormingfollows forming and features challenge, tension, and testing of roles. Effective leadership and clarity of purpose help teams move intonormingandperforming.
Reference:CIPS L5M15 - Teams in negotiation: Tuckman stages.
質問 # 37
Which sentence about theHuman Relations approachto company structure isnot true?
- A. It allows for cross-functional teams and empowerment.
- B. Teams work to create synergies and fulfil social needs.
- C. It uses flatter organisational structures with decentralised authority.
- D. Tasks are grouped together by their common nature or task focus.
正解：D
解説：
Statement D describes aFunctional Structure, not Human Relations. TheHuman Relations approach emphasises team collaboration, empowerment, and flexible cross-functional working to meet both organisational and social needs.
Reference:CIPS L5M15 -Organisational Structures and Human Relations Theory (Domain 3.2).
質問 # 38
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