Which of the following would be considered appropriate influencing techniques in contract negotiation? Select TWO that apply.

Which of the following would be considered appropriate influencing techniques in contract negotiation? Select TWO that apply.
A . Ratification
B . Rule ethics
C . Framing and re-framing
D . Validation
E . Anchoring

View Answer

Answer: C, E

Explanation:

Framing and re-framing (C) and Anchoring (E) are powerful influencing techniques:

Framing and re-framing (C): This technique shapes how information is presented to make specific aspects more compelling or relevant.

Anchoring (E): Anchoring sets an initial reference point, which influences how subsequent information is perceived.

These techniques help negotiators control the flow and focus of discussions, aligning with CIPS recommendations for strategic influence in negotiations.