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CIPS L4M5 Exam - Topic 11 Question 78 Discussion

Using emotion as a technique of persuasion is ethical. Is this a true statement?
A) Yes, because it may appeal to the supplier's goodwill
B) No, because emotions should not be involved in business agreements
C) Yes, because use of emotion will always lead to agreement
D) No, because it's not the best route to enhance relationships

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?

Show Suggested Answer Hide 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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Maryrose
9 months ago
Not sure about this, feels a bit manipulative to me.
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Merilyn
9 months ago
I agree, but it might not always be the best approach.
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Selene
10 months ago
Wait, can emotions really lead to better agreements?
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Jacquelyne
10 months ago
Totally disagree, emotions complicate business too much.
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Lenna
10 months ago
I think using emotion can be ethical if done right.
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Shonda
10 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
11 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
11 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
11 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
11 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
11 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
11 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
11 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
1 year 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
1 year ago
Enhancing relationships is important, but emotions can really muddy the waters. I'll go with this one.
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Pura
1 year ago
D) No, because it's not the best route to enhance relationships
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Luann
1 year ago
B) No, because emotions should not be involved in business agreements
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Yaeko
1 year ago
A) Yes, because it may appeal to the supplier's goodwill
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Douglass
1 year ago
Using emotion to guarantee agreement? That's like trying to bribe the judge - it's just not right.
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Josefa
1 year ago
D) No, because it's not the best route to enhance relationships
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Malcom
1 year ago
B) No, because emotions should not be involved in business agreements
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Jess
1 year ago
A) Yes, because it may appeal to the supplier's goodwill
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Queen
1 year ago
D) No, because it's not the best route to enhance relationships
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Rusty
1 year ago
B) No, because emotions should not be involved in business agreements
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Deandrea
1 year ago
A) Yes, because it may appeal to the supplier's goodwill
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Melynda
1 year ago
Emotions should be left at the door, not used to manipulate negotiations. Hard pass on that answer.
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Olive
1 year ago
Emotions in business? Sounds more like a soap opera than a certification exam!
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Quentin
1 year ago
D) No, because it's not the best route to enhance relationships
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Azalee
1 year ago
Emotions can play a role in building relationships.
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Refugia
1 year ago
A) Yes, because it may appeal to the supplier's goodwill
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Lucy
1 year ago
I believe it depends on the situation, sometimes emotions can help build relationships.
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Belen
1 year ago
I disagree, emotions should not be involved in business agreements.
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Glenn
1 year ago
I think using emotion as a technique of persuasion is ethical.
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