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
In a written negotiation (e.g., email or contract redline), what is the most important communication discipline?
Answer: Being precise, clear, and explicit because nonverbal cues are absent
Without vocal tone or body language, written negotiation demands precision and explicit language to prevent misinterpretation.
What is the role of summarizing agreements reached during a negotiation session?
Answer: It confirms mutual understanding, prevents misremembering, and builds momentum
Regularly summarizing points of agreement ensures both parties share the same understanding and creates a record of progress that builds positive momentum.
A counterpart says, 'We've always done it this way.' What communication approach best addresses this resistance?
Answer: Acknowledge the past approach, then invite exploration of how new conditions might warrant change
Validating past practices before suggesting change reduces defensiveness and positions the negotiator as a collaborative problem-solver rather than a critic.
Which communication pattern is MOST associated with competitive (win-lose) negotiators?
Answer: Frequent interruptions and declarative statements that ignore counterpart's input
Competitive negotiators often dominate conversation with statements and interruptions, focused on persuading rather than understanding.
What is 'reframing' in negotiation communication?
Answer: Presenting an issue from a different perspective to shift how it is perceived
Reframing repositions a problem or offer in a new light, often transforming a perceived obstacle into an opportunity.
During a virtual negotiation over video conference, which communication challenge is MOST heightened compared to in-person talks?
Answer: Reduced ability to read subtle nonverbal cues such as micro-expressions and posture
Video conferencing compresses and delays visual information, making it harder to detect subtle body language signals that inform negotiation strategy.
A negotiator consistently uses 'I' statements instead of 'you' statements when raising concerns. The primary benefit of this approach is:
Answer: It reduces defensiveness by framing concerns as personal experience rather than blame
'I feel that delivery timelines are a concern' is less accusatory than 'You always miss deadlines,' reducing the counterpart's need to defend themselves.