CPN Communication Skills & Persuasion Techniques 3

Question 1

Which listening technique involves reflecting the emotional content of what someone has said, not just the words?

Accepted Answer

Empathic listening

Answer

Empathic listening acknowledges feelings and emotional context, helping the other party feel understood beyond the literal content of their words.

Question 2

A negotiator who consistently speaks more slowly and with lower pitch is likely attempting to project:

Accepted Answer

Credibility and calm authority

Answer

Slower speech and lower pitch are associated with confidence, authority, and deliberateness, which enhance perceived credibility.

Question 3

The 'door-in-the-face' technique involves:

Accepted Answer

Starting with a very large request before making the real, smaller request

Answer

By first making an extreme request that will be refused, the negotiator's actual, more modest request seems more reasonable by comparison.

Question 4

Open-ended questions are preferred in information-gathering phases of negotiation because they:

Accepted Answer

Encourage elaboration and reveal underlying interests

Answer

Open-ended questions invite the other party to share more detail, exposing interests, priorities, and constraints that closed questions would not surface.

Question 5

In persuasion, the 'contrast principle' suggests that a negotiator should:

Accepted Answer

Always present the worst option first to make the preferred option look better

Answer

Presenting a less favorable option first makes subsequent options appear more attractive by contrast, a well-documented cognitive bias.

(CPN) Certified Professional Negotiator Practice Test

(CPN) Certified Professional Negotiator Practice Test

CPN Communication Skills & Persuasion Techniques 3