Exam L4M5 Topic 6 Question 348 Discussion

Actual exam question for CIPS's L4M5 exam
Question #: 348
Topic #: 6
Listening is a key activity in negotiation. Which of the following are characteristics of effective listeners?
* Showing empathy
* Persuading
* Paraphrasing
* Offering immediate solutions

Suggested Answer: B Vote an answer

Effective listeners demonstrate empathy and use paraphrasing to confirm understanding. These skills help build rapport, validate the speaker, and ensure accurate interpretation. Persuading and immediate solutions are active interventions, not listening behaviours. CIPS emphasises active listening as central to persuasion and relationship building in negotiation, enabling buyers to uncover underlying interests and respond appropriately.
Reference: CIPS L4M5 (2nd ed.), LO 3.2 - Listening and questioning as persuasive communication tools.

by Neil at Oct 14, 2026, 02:31 PM

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