CPN Communication Skills & Persuasion Techniques 2

Question 1

Which persuasion principle, described by Cialdini, suggests that people are more likely to comply with a request from someone they like?

Accepted Answer

Liking

Answer

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:

Accepted Answer

Create discomfort that prompts the other party to fill the void with concessions

Answer

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?

Accepted Answer

Commitment and consistency

Answer

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:

Accepted Answer

Confirm understanding and show active listening

Answer

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?

Accepted Answer

Email or text

Answer

Email and text lack vocal tone and non-verbal cues, making it harder to convey or detect emotion, sarcasm, or urgency accurately.

(CPN) Certified Professional Negotiator Practice Test

(CPN) Certified Professional Negotiator Practice Test

CPN Communication Skills & Persuasion Techniques 2