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Test The Four Phases of Business Interaction
Agenda
QUESTION 1: What is the main feature of the Social Phase in a business interaction?
Initial uncertainty and caution between parties
Euphoria and full confidence from the start
In-depth and detailed technical discussion
Immediate closing of the deal
QUESTION 2: What do nonverbal cues indicate in the Social Phase?
Total openness and physical proximity
Lack of immediate warmth and groping attitude
Constant broad, effusive gestures
Loud laughter and frequent hugging
QUESTION 3: What event precipitates the transition to the Comfort Phase?
Exchanging cards without conversation
Delivering formal gifts
Establish common ground or clarify purpose
Final price negotiation
QUESTION 4: What bodily change characterizes the Comfort Phase?
Increased physical distance and rigidity
Crossing arms and avoiding the topic
More tense postures and louder voice
Noticeable physical relaxation and less rigid postures
QUESTION 5: In the Connection Phase, what best describes body language?
Greater engagement, leaning forward and sustained eye contact
Brief glances and restrained gestures out of prudence
Hidden hands and closed posture
Total absence of gestures
QUESTION 6: What is the crucial phase in building rapport and laying the groundwork for an agreement?
Social Phase
External Closing Phase
Preliminary Inquiry Phase
Connection Phase
QUESTION 7: In the Social Phase, how are roles and objectives described?
Fully aligned and consensual
Defined in advance and communicated
Not yet clearly defined
Imposed by the party with more power
8TH QUESTION: How does the topic of conversation evolve as you move into the Comfort Phase?
Drift to irrelevant personal issues
Remains vague to avoid pressure
Branches out into multiple topics without focus
Focuses on a more specific issue with greater clarity
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