Communication Skills & Persuasion Techniques Flashcards

Which of the following best describes the 'mirroring' technique in negotiation communication?

Answer: Repeating the last two or three words of the other party's statement to encourage them to continue

Mirroring—echoing the last few words spoken—signals attentiveness and prompts the other party to elaborate, often revealing useful information.

When using 'loaded language' or 'power words' in negotiation, the risk is:

Answer: The other party may perceive manipulation, increasing resistance

Overly loaded or manipulative language can trigger reactance—the other party becomes aware they are being influenced and resists more strongly.

A negotiator adjusts their vocabulary, tone, and pace to match the communication style of the other party. This is called:

Answer: Rapport calibration / style-matching

Style-matching (also called communication calibration) builds rapport by reducing perceived differences, making the other party feel more comfortable and understood.

In persuasion theory, the 'elaboration likelihood model' (ELM) predicts that high-involvement audiences are best persuaded by:

Answer: Strong, substantive arguments processed via the central route

The ELM's central route involves careful processing of argument quality; motivated, high-involvement listeners respond best to well-reasoned, evidence-based arguments.

Which of the following is an example of a 'labeling' technique as taught in tactical empathy?

Answer: Saying 'It seems like you have concerns about the timeline' to name the other party's emotion

Labeling, popularized by Chris Voss, involves naming the other party's apparent emotion or concern, which validates their feelings and often reduces emotional intensity.

The principle of 'reciprocity' in negotiation means that:

Answer: People feel obligated to return favors, concessions, or information shared with them

Reciprocity is a deeply ingrained social norm; when one party makes a concession or gesture, the other feels psychologically compelled to respond in kind.

Which of the following best characterizes 'assertive' communication in a negotiation context?

Answer: Expressing your needs and positions clearly and directly while respecting the other party

Assertive communication balances directness with respect—stating positions confidently without aggression or passivity, which supports productive negotiation.