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Test Negotiation tactics according to the strategy: Attack, Defense and Cooperation
Agenda
1st QUESTION: With what style and strategy are the attack tactics associated according to the text?
Diplomatic style with a cooperative approach
Cooperative style and integrative strategy
Impositive style and exclusionary strategy
Formalistic style with emphasis on norms
QUESTION 2: What is the main objective of attack tactics?
Defending principles through rules and objectives
Searching for common interests and joint creativity
Twenty-five percent
Reducing expectations to avoid conflict
3rd QUESTION: What assertive techniques are noted as effective within defensive tactics?
Active listening and transparency
Personal attacks and charisma
Broken record and fog bank
Absolute silence and withdrawal
4th QUESTION: With what style and strategy are cooperative tactics aligned?
Impositive and exclusionary strategy
Formalistic and exclusionary strategy
Cooperative and integrative strategy
Diplomacy and competitive strategy
5th QUESTION: What do cooperative tactics seek to achieve during negotiation?
Emotionally destabilize the opponent
Respond with systematic objections
Increase pressure for concessions
Focusing the conversation on reaching mutually beneficial agreements
QUESTION 6: What negotiation styles are related to the use of defensive tactics?
Formalistic and diplomatic
Cooperative and creative
Competitive and opportunistic
Charismatic and aggressive
QUESTION 7: What trait distinguishes a successful negotiator according to the tactical dynamics described?
Always apply the same tactic regardless of the opponent
Adaptability to choose the right tactic at any given moment
Avoid continuous learning to maintain consistency
Always respond with attack to any provocation
QUESTION 8: How do you describe the use of persuasion in attack tactics?
Based on strict logic and objective data
Avoided to avoid triggering emotions
Relying on indirect persuasion by appealing to emotions
Restricted to open-ended, neutral questions
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