CPN Communication Skills & Persuasion Techniques 2 — Questions and Answers
Question 1: Which persuasion principle, described by Cialdini, suggests that people are more likely to comply with a request from someone they like?
- Reciprocity
- Liking (Correct answer)
- Social proof
- Scarcity
Correct answer: Liking
Cialdini's 'Liking' principle holds that people are more easily persuaded by those they find attractive, familiar, or similar to themselves.
Question 2: In negotiation, 'strategic silence' is best used to:
- Signal disinterest in the deal
- Create discomfort that prompts the other party to fill the void with concessions (Correct answer)
- Indicate the conversation is over
- Show agreement with the last offer
Correct answer: Create discomfort that prompts the other party to fill the void with concessions
Strategic silence creates psychological pressure; most people feel compelled to speak, often revealing information or offering concessions to break the discomfort.
Question 3: The 'foot-in-the-door' technique works because of which psychological principle?
- Reactance
- Commitment and consistency (Correct answer)
- Authority
- Contrast effect
Correct answer: Commitment and consistency
Once someone agrees to a small request, they feel committed to being consistent and are more likely to comply with larger follow-up requests.
Question 4: When a negotiator paraphrases the other party's statement, the primary goal is to:
- Demonstrate superior knowledge
- Confirm understanding and show active listening (Correct answer)
- Redirect the conversation to a new topic
- Challenge the accuracy of the statement
Correct answer: Confirm understanding and show active listening
Paraphrasing confirms comprehension and signals to the other party that they are being heard, which builds trust and encourages openness.
Question 5: Which communication channel typically conveys the least emotional nuance in a negotiation setting?
- Face-to-face meeting
- Video call
- Phone call
- Email or text (Correct answer)
Correct answer: Email or text
Email and text lack vocal tone and non-verbal cues, making it harder to convey or detect emotion, sarcasm, or urgency accurately.
Question 6: A negotiator uses the phrase 'Everyone in your industry is moving toward this model.' This is an example of which influence principle?
- Authority
- Scarcity
- Social proof (Correct answer)
- Reciprocity
Correct answer: Social proof
Social proof leverages the tendency to follow the crowd — if peers are doing it, it must be the right choice.
Question 7: In the context of persuasive communication, 'framing' refers to:
- Setting a physical meeting location
- Presenting information in a way that influences how it is perceived (Correct answer)
- Documenting agreements in writing
- Summarizing the final terms of a deal
Correct answer: Presenting information in a way that influences how it is perceived
Framing shapes interpretation by emphasizing certain aspects of information, affecting the other party's evaluation and decisions.
CPN Communication Skills & Persuasion Techniques 2
Which persuasion principle, described by Cialdini, suggests that people are more likely to comply with a request from someone they like?