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CIPS L4M5 Exam - 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?

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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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Maryrose
3 months ago
Not sure about this, feels a bit manipulative to me.
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Merilyn
3 months ago
I agree, but it might not always be the best approach.
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Selene
3 months ago
Wait, can emotions really lead to better agreements?
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Jacquelyne
4 months ago
Totally disagree, emotions complicate business too much.
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Lenna
4 months ago
I think using emotion can be ethical if done right.
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Shonda
4 months ago
I’m torn between A and C; I can see how emotions might help, but I’m not convinced they always lead to agreement.
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Evelynn
4 months ago
I feel like I've seen practice questions where emotional appeals were considered manipulative, which makes me lean towards D.
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Julio
4 months ago
I think I read somewhere that using emotions in business can backfire, so maybe option B is the safest choice.
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Ronny
5 months ago
I remember discussing how emotions can create a connection, but I'm not sure if that makes it ethical in all situations.
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Yvonne
5 months ago
I'm pretty confident the answer is no. Emotions can cloud judgment and lead to poor decisions. Business should be conducted in a professional, unemotional manner.
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Vashti
5 months ago
I think the answer is no. Relying on emotion is not the best way to build strong, lasting business relationships. It's important to communicate in a clear, rational way.
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Jesusita
5 months ago
Hmm, I'm leaning towards saying no on this. Emotions shouldn't really be involved in professional business dealings. It's better to keep things objective and focused on the facts.
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Eleonora
5 months ago
I'm not sure about this one. Using emotion in business agreements seems risky, but I can see how it might appeal to someone's goodwill. I'll have to think it through carefully.
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Janessa
10 months ago
Emotions in business? Next thing you know, they'll be asking us to bring our pet llamas to the office.
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Lashaun
10 months ago
Enhancing relationships is important, but emotions can really muddy the waters. I'll go with this one.
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Pura
8 months ago
D) No, because it's not the best route to enhance relationships
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Luann
8 months ago
B) No, because emotions should not be involved in business agreements
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Yaeko
8 months ago
A) Yes, because it may appeal to the supplier's goodwill
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Douglass
10 months ago
Using emotion to guarantee agreement? That's like trying to bribe the judge - it's just not right.
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Josefa
8 months ago
D) No, because it's not the best route to enhance relationships
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Malcom
9 months ago
B) No, because emotions should not be involved in business agreements
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Jess
9 months ago
A) Yes, because it may appeal to the supplier's goodwill
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Queen
9 months ago
D) No, because it's not the best route to enhance relationships
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Rusty
9 months ago
B) No, because emotions should not be involved in business agreements
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Deandrea
10 months ago
A) Yes, because it may appeal to the supplier's goodwill
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Melynda
10 months ago
Emotions should be left at the door, not used to manipulate negotiations. Hard pass on that answer.
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Olive
10 months ago
Emotions in business? Sounds more like a soap opera than a certification exam!
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Quentin
9 months ago
D) No, because it's not the best route to enhance relationships
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Azalee
10 months ago
Emotions can play a role in building relationships.
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Refugia
10 months ago
A) Yes, because it may appeal to the supplier's goodwill
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Lucy
11 months ago
I believe it depends on the situation, sometimes emotions can help build relationships.
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Belen
11 months ago
I disagree, emotions should not be involved in business agreements.
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Glenn
11 months ago
I think using emotion as a technique of persuasion is ethical.
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