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Questions and Answers
What is the main premise of negotiation, according to the author?
What is the main premise of negotiation, according to the author?
- Negotiation is a battle of arguments and logic
- Negotiation is a compromise and splitting the difference
- Negotiation is a manipulation and persuasion
- Negotiation is a process of discovery and listening (correct)
What is the name of the voice tone that the author recommends for creating an aura of authority and trustworthiness?
What is the name of the voice tone that the author recommends for creating an aura of authority and trustworthiness?
- The assertive voice
- The enthusiastic voice
- The late-night FM DJ voice (correct)
- The friendly voice
What is the term that the author uses to describe the act of sincerely empathizing with the other side’s emotions?
What is the term that the author uses to describe the act of sincerely empathizing with the other side’s emotions?
- Rapport building
- Active listening
- Tactical empathy (correct)
- Emotional intelligence
What are the two types of questions that the author advises to avoid in negotiation?
What are the two types of questions that the author advises to avoid in negotiation?
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What is the cognitive bias that causes people to value something more when they own it or have invested in it?
What is the cognitive bias that causes people to value something more when they own it or have invested in it?
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