CIPS Exam L4M5 Topic 11 Question 78 Discussion

Actual exam question for CIPS's L4M5 exam

Question #: 78
Topic #: 11

[All L4M5 Questions]

Using emotion as a technique of persuasion is ethical. Is this a true statement?

AYes, because it may appeal to the supplier's goodwill

BNo, because emotions should not be involved in business agreements

CYes, because use of emotion will always lead to agreement

DNo, because it's not the best route to enhance relationships

Show Suggested Answer

Suggested Answer: A

A useful and simple shorthand for preferred negotiation styles is summarised by four simple descriptor: 'warm', 'tough', 'logical' and 'dealer', which can be applied to describe individuals' dominant preferred style in most circumstances.

Warm - a people person

Tough - a hard-nosed negotiator

Logic - a numbers person

Dealer - a trader who loves bargaining

Strengths, weaknesses of dealer style are described below:

LO 2, AC 2.4

by Micah at Jan 28, 2025, 07:08 PM

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Glenn

1 days ago

I think using emotion as a technique of persuasion is ethical.

upvoted 0 times

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