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Commercial Negotiations in Procurement

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Questions and Answers

What is the primary difference between 'push' and 'pull' persuasion?

The level of authority used in the persuasion

The type of reasoning used to persuade the other party

The level of collaboration and involvement of the other party (correct)

The level of emotional intelligence used in the persuasion

Which of the following tactical ploys is characterized by making an initial demand that is intentionally excessive?

Outrageous initial demand (correct)

Good cop/bad cop

Thank and bank

Getting peanuts

What is the primary purpose of probing questions in negotiation?

To build rapport with the other party

To gather information (correct)

To challenge the other party's assumptions

To make a concession

Which of the following is a characteristic of open questions?

They encourage the other party to provide more information Signup and view all the answers

What is the primary role of emotional intelligence in negotiation?

To understand and manage one's own emotions Signup and view all the answers

What is the primary benefit of reflecting on performance in negotiation?

It helps to identify areas for improvement Signup and view all the answers

Which of the following is an example of a non-verbal communication?

The body language used by the negotiator Signup and view all the answers

When are cultural differences most important in negotiation?

When negotiating with foreign suppliers Signup and view all the answers

What is the primary purpose of listening in negotiation?

To understand the other party's perspective Signup and view all the answers

What is the primary benefit of using collaborative persuasion?

It helps to build rapport with the other party Signup and view all the answers