Certified Professional Public Buyer (CPPB) Practice Test

Which of the following reflects effective communication in negotiations?

1. Interrupting frequently

2. Focusing only on your own perspective

3. Conveying both behavior and feelings

4. Using technical jargon without explanation

The correct answer is: Conveying both behavior and feelings

Effective communication in negotiations involves conveying both behavior and feelings, as this fosters understanding and builds rapport between the parties involved. When negotiators openly express their feelings and behaviors, they create an environment of trust and collaboration. This approach allows for a comprehensive dialogue where both sides can share their perspectives, concerns, and priorities. The ability to articulate not just what is being said but also the underlying emotions associated with those statements enables smoother interactions and helps in reaching amicable agreements. In contrast, interrupting frequently, focusing solely on one’s own perspective, or using technical jargon without explanation can lead to misunderstandings, frustration, and an adversarial atmosphere. These behaviors inhibit the flow of communication, create barriers, and detract from the primary goal of negotiating effectively. By emphasizing the importance of expressing feelings alongside behavior, negotiators can enhance mutual understanding and facilitate more productive discussions.