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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?

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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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Janessa
4 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
4 months ago
Enhancing relationships is important, but emotions can really muddy the waters. I'll go with this one.
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Pura
2 months ago
D) No, because it's not the best route to enhance relationships
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Luann
2 months ago
B) No, because emotions should not be involved in business agreements
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Yaeko
2 months ago
A) Yes, because it may appeal to the supplier's goodwill
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Douglass
4 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
3 months ago
D) No, because it's not the best route to enhance relationships
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Malcom
3 months ago
B) No, because emotions should not be involved in business agreements
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Jess
3 months ago
A) Yes, because it may appeal to the supplier's goodwill
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Queen
3 months ago
D) No, because it's not the best route to enhance relationships
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Rusty
4 months ago
B) No, because emotions should not be involved in business agreements
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Deandrea
4 months ago
A) Yes, because it may appeal to the supplier's goodwill
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Melynda
4 months ago
Emotions should be left at the door, not used to manipulate negotiations. Hard pass on that answer.
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Olive
5 months ago
Emotions in business? Sounds more like a soap opera than a certification exam!
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Quentin
3 months ago
D) No, because it's not the best route to enhance relationships
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Azalee
4 months ago
Emotions can play a role in building relationships.
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Refugia
4 months ago
A) Yes, because it may appeal to the supplier's goodwill
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Lucy
5 months ago
I believe it depends on the situation, sometimes emotions can help build relationships.
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Belen
5 months ago
I disagree, emotions should not be involved in business agreements.
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Glenn
5 months ago
I think using emotion as a technique of persuasion is ethical.
upvoted 0 times
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