CBN Active Listening & Reframing 2

Question 1

A supplier says, 'We can't possibly deliver by your deadline.' What is the most effective reframe to open up solutions?

Accepted Answer

Reframe it as 'What would need to change for an earlier delivery to be possible?'

Answer

Reframing the constraint as a conditional question shifts the conversation from 'no' to problem-solving mode.

Question 2

Which listening behavior is most likely to cause a counterpart to shut down emotionally during a negotiation?

Accepted Answer

Interrupting to correct factual errors mid-sentence

Answer

Interrupting signals that finishing the thought matters less than your own point, which shuts down emotional openness.

Question 3

In active listening, what does the technique of 'mirroring' specifically involve?

Accepted Answer

Repeating the last few words the counterpart said as a question

Answer

Mirroring involves echoing the counterpart's last words as a question to prompt elaboration without leading them.

Question 4

A negotiating party says, 'This is our final offer—take it or leave it.' Which reframing approach best preserves the relationship while testing flexibility?

Accepted Answer

Ask, 'Help me understand what constraints brought you to this number.'

Answer

Asking about underlying constraints reframes the ultimatum as a problem with causes, inviting dialogue without directly challenging the position.

Question 5

Which of the following best describes 'positive reframing' in negotiation?

Accepted Answer

Presenting the same facts from a perspective that highlights mutual benefit

Answer

Positive reframing repositions information to emphasize shared gains rather than opposing positions.

(CBN) Certified Business Negotiator Practice Test

(CBN) Certified Business Negotiator Practice Test

CBN Active Listening & Reframing 2