5 Questions
What is the main premise of negotiation, according to the author?
Negotiation is a process of discovery and listening
What is the name of the voice tone that the author recommends for creating an aura of authority and trustworthiness?
The late-night FM DJ voice
What is the term that the author uses to describe the act of sincerely empathizing with the other side’s emotions?
Tactical empathy
What are the two types of questions that the author advises to avoid in negotiation?
Binary and hypothetical questions
What is the cognitive bias that causes people to value something more when they own it or have invested in it?
The endowment effect
Test your knowledge of negotiation principles and communication techniques with this quiz. Determine the main premise of negotiation and learn about the recommended voice tone for creating authority and trustworthiness.
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