CBN Communication Skills in Negotiation 2 — Questions and Answers
Question 1: A negotiator notices their counterpart crossing their arms and leaning back when a new term is introduced. What is the most appropriate response?
- Ignore the body language and continue presenting
- Pause and ask an open-ended question to invite the counterpart to share concerns (Correct answer)
- Match the body language to show solidarity
- Immediately offer a concession to ease tension
Correct 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.
Question 2: Which type of question is MOST effective for uncovering a counterpart's underlying interests rather than stated positions?
- Leading questions
- Closed-ended questions
- Diagnostic open-ended questions (Correct answer)
- Rhetorical questions
Correct 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.
Question 3: During a tense negotiation, your counterpart begins speaking rapidly and raising their voice. The BEST de-escalation communication technique is to:
- Raise your own voice to match their energy level
- Speak more slowly and calmly to model the tone you want (Correct answer)
- Demand they lower their voice before continuing
- End the session and reschedule for another day
Correct 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.
Question 4: What does 'strategic silence' accomplish in a negotiation context?
- It signals disinterest and is generally counterproductive
- It pressures the other party to fill the void, often revealing valuable information (Correct answer)
- It is only useful in written negotiations, not face-to-face settings
- It communicates that the negotiator has no further offers
Correct 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.
Question 5: 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:
- Anchoring
- Paraphrasing to confirm understanding (Correct answer)
- A concession
- A take-it-or-leave-it ultimatum
Correct answer: Paraphrasing to confirm understanding
Paraphrasing the counterpart's statement confirms understanding, demonstrates active listening, and builds rapport.
Question 6: In cross-cultural negotiations, high-context communicators (e.g., Japan, Saudi Arabia) typically prefer:
- Explicit written contracts with every term spelled out
- Indirect communication where meaning relies heavily on context and relationship (Correct answer)
- Rapid transactional exchanges with minimal relationship-building
- Aggressive anchoring to establish dominance
Correct 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.
Question 7: Which framing technique involves presenting an offer in terms of what the counterpart gains rather than what they give up?
- Loss aversion framing
- Gain framing (Correct answer)
- Anchoring
- BATNA disclosure
Correct answer: Gain framing
Gain framing highlights positive outcomes for the counterpart, making offers more psychologically attractive based on prospect theory.
CBN Communication Skills in Negotiation 2
A negotiator notices their counterpart crossing their arms and leaning back when a new term is introduced.
What is the most appropriate response?