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Test Leading the Transition of Phases (Cohesive Behavior)
Agenda
1st QUESTION: What CNV change invites you to move from the Social Phase to the Comfort Phase?
Increasing physical distance and crossing arms
Maintaining a formal and reserved posture
Adopting a more relaxed and open posture
Avoid eye contact altogether
QUESTION 2: In the Connection Phase, what should your CNV show to build rapport?
Maintaining a more formal and distant style
Focus only on defining next steps
Using stiff, controlled body language
Showing high nonverbal engagement, involvement, and active listening
QUESTION 3: If you detect low connection signals when trying to close, what does the text recommend?
Insist on closure so as not to lose momentum
Ignoring signals and continuing as usual
Tactically back off to reinforce Comfort or Connection
Change the subject without addressing concerns
QUESTION 4: How is the appropriate CNV described when entering the Closing Phase?
More relaxed, open and warm
Highly expressive and casual
Very formal and reserved
More direct, focused and decisive
QUESTION 5: What example from the text can drive the transition to Connection?
Leaning toward the other person and nodding more frequently
Increased use of cell phone during conversation
Talking less and looking at the floor
Adopting a rigid and closed posture
QUESTION 6: What defines cohesive nonverbal behavior according to the text?
Maintaining the same CNV in all phases
Adjusting the CNV to be appropriate to each phase of the interaction
Minimizing any gestures or tones
Always using CNV to close deals
7TH QUESTION: What is the purpose of being aware of the current phase of the interaction?
Use your body to facilitate progress between phases
Avoid changes so as not to send mixed signals
Decide in advance the outcome without attending to the other
Remain in the Social Phase as long as possible
QUESTION 8: What is the likely outcome of forcing closure when the connection is low?
Reinforces trust and accelerates agreements
Generates confusion but rarely affects the outcome
Demonstrates confidence and leadership
Likely to result in failure
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