Mastering Negotiation and Communication
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Questions and Answers

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?

  • 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?

  • Rapport building
  • Active listening
  • Tactical empathy (correct)
  • Emotional intelligence

    • What are the two types of questions that the author advises to avoid in negotiation?

    <p>Binary and hypothetical questions</p> Signup and view all the answers

    What is the cognitive bias that causes people to value something more when they own it or have invested in it?

    <p>The endowment effect</p> Signup and view all the answers

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