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CIPS Exam L4M5 Topic 10 Question 49 Discussion
Actual exam question for
CIPS's
L4M5 exam
Question #: 49
Topic #: 10
[All L4M5 Questions]
Topic #: 10
When developing a negotiation approach, according to recognised theory (for example, Mendelow), how should stakeholders with high interest but low power be managed?
Suggested Answer:
C, E
Hearing is passive but listening is active, and some people need to learn to be a good, attentive listener. The following rules of attentive listening will help you to become a successful negotiator:
* Be motivated to listen
* Be alert to non-verbal cues
* Do not interrupt the other party when they are speaking
* Fight off distractions
* Write everything down
* Listen with a goal in mind
* Give the other party your undivided attention
* React to the message, not the person
LO 3, AC 3.3
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