DECA Hospitality and Tourism Cluster Practice Exam

What is an effective negotiating strategy to use when the discussion becomes emotionally heated?

1. Good cop/Bad cop

2. Bargaining

3. Silence

4. Deadline

The correct answer is: Silence

Using silence as a negotiating strategy can be particularly effective when emotions run high during discussions. Silence creates a pause that allows all parties to reflect on what has been said and gives them a moment to regain composure. This strategic use of silence can encourage the other party to fill the void, often leading to them expressing their feelings or revealing additional information that may not have been shared otherwise. Moreover, silence can defuse tension, showing that you are not responding impulsively to emotional statements. It can help create a more thoughtful atmosphere, which can facilitate a more rational dialogue. By allowing the discussion to breathe, silence can shift the focus from heated emotions back to the issues at hand, encouraging problem-solving rather than confrontation. In contrast, other strategies might escalate tension. For instance, the good cop/bad cop tactic can often lead to feelings of distrust or manipulation, while bargaining may not be effective at de-escalating emotionally charged situations. Imposing a deadline can create pressure that may heighten emotions further rather than resolve them. Thus, utilizing silence strategically is often a more effective approach in emotionally charged negotiations.