CBN Communication Skills in Negotiation 2

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?

Accepted Answer

Pause and ask an open-ended question to invite the counterpart to share concerns

Answer

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?

Accepted Answer

Diagnostic open-ended questions

Answer

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:

Accepted Answer

Speak more slowly and calmly to model the tone you want

Answer

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?

Accepted Answer

It pressures the other party to fill the void, often revealing valuable information

Answer

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:

Accepted Answer

Paraphrasing to confirm understanding

Answer

Paraphrasing the counterpart's statement confirms understanding, demonstrates active listening, and builds rapport.

(CBN) Certified Business Negotiator Practice Test

(CBN) Certified Business Negotiator Practice Test

CBN Communication Skills in Negotiation 2