Communication & Negotiation Skills Flashcards
7 cards from real CSE practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Communication & Negotiation Skills flashcards as text
Which body language signal most often indicates a prospect is disengaged during an in-person presentation?
Answer: Arms crossed and gaze directed away from the presenter
Crossed arms and averted gaze are classic nonverbal signs of disengagement or defensiveness.
In principled negotiation (Fisher & Ury), 'separating people from the problem' means:
Answer: Addressing business issues objectively without attacking personalities
Principled negotiation focuses on interests and issues, not personal attacks, to preserve the relationship while solving the problem.
A sales engineer uses silence strategically after presenting the price. This technique is most effective because:
Answer: It pressures the prospect to fill the void, often revealing concerns or acceptance
Strategic silence after a price quote creates psychological pressure that often compels the prospect to respond with valuable information.
Which of the following best describes a 'concession strategy' in negotiation?
Answer: Making pre-planned, diminishing concessions to signal you are reaching your limit
Diminishing concessions signal that each give is harder than the last, anchoring expectations near your real floor.
When writing a follow-up email after a sales call, which element is most important to include?
Answer: A summary of agreed next steps with owners and due dates
Agreed next steps with owners and dates keep momentum alive and create mutual accountability after the call.
The SPIN selling framework's 'Implication' questions are designed to:
Answer: Amplify the pain of the problem so its cost becomes salient
Implication questions help the prospect feel the full impact of an unsolved problem, increasing urgency to act.
A prospect's champion inside the organization goes silent after a positive initial meeting. The most appropriate next step is to:
Answer: Reach out directly to ask if priorities have changed and offer to help
Directly checking in respects the relationship, surfaces real obstacles, and keeps the deal progressing.