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Mastering Negotiation Techniques: Deep Dive Quiz

10 Questions

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Mastering Negotiation Techniques: Deep Dive Quiz

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Questions and Answers

What is the main purpose of using labels in a negotiation?

To show empathy and help the other party feel understood. (correct)

To signal that you disagree with the other person’s opinion.

To change the topic of conversation.

To interrupt and take control of the conversation.

In the exercise involving the landlord and tenant, what concern does the landlord repeatedly express about allowing a subletter?

The tenant’s character and financial stability.

The tenant’s relationship with their neighbors.

The tenant’s ability to find a reliable subletter.

The risk of inconsistent income and potential property damage. (correct)

What does the technique of mirroring involve in negotiation?

Repeating the last one to three words of the other person’s statement. (correct)

Summarizing the main idea of what the other person said.

Using silent pauses to encourage further explanation.

Asking direct questions about the other person’s feelings.

Why is silence referred to as a “void” in this master class?

To encourage the other person to continue speaking and reveal more information. Signup and view all the answers

What should you avoid when using mirroring in negotiation?

Overusing mirroring, which may seem insincere or manipulative. Signup and view all the answers

According to the master class, what is the impact of “shutting the front door” in negotiation?

It allows the other party to take the floor and provide more information. Signup and view all the answers

In the "attack and defend" exercise, what was the primary skill emphasized for defending one's position?

Using labels and mirrors to understand the true motivation behind the attack. Signup and view all the answers

Why is it important to focus on what the other party does not say in negotiation?

To reveal deeper motivations and build trust with the other person. Signup and view all the answers

What is the instructor’s advice for avoiding mental “schizophrenia” during a conversation?

Let go of inner monologue and focus entirely on the other person’s words. Signup and view all the answers

When using mirroring, what is an effective way to prompt deeper information without overthinking?

Upwardly inflecting the last key word they mention. Signup and view all the answers