Negotiators are advised to adopt ________ as a method of building trust with the counterparty.
A) ridicule
B) mimicry
C) derision
D) defiance

Question

Quizplus · Accepted Answer

Mimicry, or the art of subtly imitating the other party's body language, tone of voice or mannerisms, has been found to help build rapport and trust in negotiations. It signals to the counterparty that the negotiator is attentive, empathetic and receptive to their needs and concerns. Ridicule, derision or defiance, on the other hand, are likely to trigger defensiveness, resentment and hostility, and undermine the negotiation process.

Negotiators Are Advised to Adopt ________ as a Method of Building