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Test Reading Resistance and Limits in Negotiation
Agenda
1ST QUESTION: What nonverbal changes mentioned may alert you that you are approaching your concession limit?
Broad, relaxed smiles
Expansive gestures and open palms
Increased body stiffness, crossed arms, dodging gaze or tense expressions
Frequent laughter and intense eye contact
QUESTION 2: What does a rigid, tense or closed posture suggest during negotiation?
A defensive attitude or unwillingness to consider alternatives
A high degree of confidence and openness
Total disinterest in the topic
Need to take notes
QUESTION 3: What does reading nonverbal cues allow to conduct the negotiation more effectively?
Ignoring points of disagreement
Focus only on price
Repeat the same offer without change
To adapt the strategy in real time and increase the chances of success
QUESTION 4: If you detect signs of resistance or discomfort, what action does the text suggest?
Increase pressure with harsher offers
Changing tactics, pausing, refocusing the conversation or exploring alternatives
End the negotiation immediately
Avoid talking about points of agreement
QUESTION 5: What might elusive eye contact indicate according to the text?
That the person feels pressured or is unwilling to give in more
That you are enjoying the conversation
Need more technical data
Seeking to accelerate the closing out of enthusiasm
QUESTION 6: What is the purpose of recognizing subtle signals in the body language of the counterpart?
Determining your pricing history
Assessing their level of comfort, confidence and sincerity
Accurately predict your budget
Replacing verbal communication altogether
7TH QUESTION: What physical signs may reflect that the person has reached his or her negotiating limit?
Open arms and relaxed smile
Direct gaze and frequent nods
A stiff posture, tense shoulders or body turned away
Use of humor and a relaxed tone
8TH QUESTION: According to the summary, what is vital to identify the counterpart's boundaries?
Review only previous contracts
Observe their body language
Speak faster and more assertively
Expand the negotiating team
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