Master the Opening Stage
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Questions and Answers

Which type of negotiation requires a close and harmonious relationship?

  • Distributive negotiations
  • Both collaborative and distributive negotiations
  • Neither collaborative nor distributive negotiations
  • Collaborative negotiations (correct)

    • What is the purpose of rapport building in negotiations?

  • To establish trust and common ground (correct)
  • To condition the other party to your way of thinking
  • To assert dominance and establish power balance
  • To overcome barriers created by power imbalances

    • Which behavior should be avoided during negotiations?

  • Checking the authority of attendees
  • Making excessive demands
  • Using visual aids
  • Being late to meetings (correct)

    • Which activity at the opening stage of negotiation involves building a close and harmonious relationship?

    <p>Rapport building</p> Signup and view all the answers

    What is the purpose of setting behavioural expectations at the opening stage of negotiation?

    <p>To agree on how each party will behave during the negotiations</p> Signup and view all the answers

    Which activity at the opening stage of negotiation involves the initial specific demands or desired outcomes expressed by each party?

    <p>Opening positions</p> Signup and view all the answers

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