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Test Practical Exercise (Negotiation Analysis)
Agenda
1st QUESTION: On what does the success of the presentation depend in the scenario described?
Of the speed with which one speaks
Of memorizing financial data
Of the ability to read the room and tailor the message
Ignoring skeptical investors
QUESTION 2: How do you describe the position of the Alpha Investor (The Enthusiast)?
Sitting on the edge of the chair and leaning forward
Leaning back with eyes closed
Standing nervously pacing the room
With his head on the table resting
3rd QUESTION: What is the recommended strategy for dealing with the Beta Investor's resistance?
Pressing him to change his mind quickly
Pausing and openly asking about their concerns
Ignore him completely and focus on Alpha
Stare at him until he lowers his gaze
4th QUESTION: What gesture does the Beta Investor make that creates a defensive barrier?
Put your hands behind your head
Put your hands in your pockets
Pointing your index finger
Have your arms firmly crossed over your chest
QUESTION 5: What action does the Gamma Investor take that indicates impatience?
Drumming impatiently with fingers on the table
Constantly looks at the wall clock
Stands up and sits down repeatedly
Loudly interrupts the presenter
QUESTION 6: What does it indicate that the Beta Investor rubs the back of his neck and frowns?
Who has physical pain in the neck
Who uses stress relievers for strong disagreement
Who is relaxed and enjoying the talk
Who is thinking about what to eat next
QUESTION 7: What strategy should be followed with the Gamma Investor to tip the balance?
Asking him/her to leave the room because he/she is undecided
Save it for last and don't look at him
Reinforce strong points in a concise manner
Talk to him very slowly to calm him down
8th QUESTION: What does the Alpha Investor's body language of open palms and nodding mean?
That he has doubts about profitability
That he wants to ask a difficult question
Who is bored with the presentation
Who is clearly convinced or very interested
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