Communication Skills in Negotiation Flashcards
7 cards from real CBN practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Communication Skills in Negotiation flashcards as text
A negotiator notices their counterpart crossing their arms and leaning back when a new term is introduced. What is the most appropriate response?
Answer: Pause and ask an open-ended question to invite the counterpart to share concerns
Mirroring defensive body language with an open-ended question acknowledges the counterpart's discomfort and creates space for them to voice objections.
Which type of question is MOST effective for uncovering a counterpart's underlying interests rather than stated positions?
Answer: Diagnostic open-ended questions
Diagnostic open-ended questions (e.g., 'What matters most to you in this arrangement?') invite elaboration and reveal deeper motivations.
During a tense negotiation, your counterpart begins speaking rapidly and raising their voice. The BEST de-escalation communication technique is to:
Answer: Speak more slowly and calmly to model the tone you want
Speaking slowly and calmly creates a tonal contrast that naturally encourages the other party to regulate their own emotional state.
What does 'strategic silence' accomplish in a negotiation context?
Answer: It pressures the other party to fill the void, often revealing valuable information
After making a statement or asking a question, allowing silence creates psychological pressure that often prompts the counterpart to elaborate or concede.
A negotiator says, 'I hear what you're saying—you need the delivery by Q3, and that's a real constraint for your team.' This is an example of:
Answer: Paraphrasing to confirm understanding
Paraphrasing the counterpart's statement confirms understanding, demonstrates active listening, and builds rapport.
In cross-cultural negotiations, high-context communicators (e.g., Japan, Saudi Arabia) typically prefer:
Answer: Indirect communication where meaning relies heavily on context and relationship
High-context cultures embed meaning in relationships, tone, and setting rather than explicit verbal statements, requiring negotiators to read between the lines.
Which framing technique involves presenting an offer in terms of what the counterpart gains rather than what they give up?
Answer: Gain framing
Gain framing highlights positive outcomes for the counterpart, making offers more psychologically attractive based on prospect theory.