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Test What is negotiating and what key skills does it require?
Agenda
1st QUESTION: What mainly defines negotiation according to the text?
A process of trade-offs to achieve a mutually beneficial agreement
A confrontational approach to impose conditions
A technique to avoid any concessions
A mechanism for only one side to win
QUESTION 2: What skill allows understanding and empathizing beyond words?
Assertive communication
Competitive pressure
Distributive bargaining
Active listening
QUESTION 3: Why is negotiation considered a dynamic process?
Because there is only one fixed method for all situations
Because the same people are always involved
Because each process involves different people and contexts, with changing motivations
Because outcomes can be accurately predicted
QUESTION 4: What does preparation imply in a successful negotiation?
Memorize arguments without considering the other party
To prepare minimal and rigid concessions
To focus only on the immediate price
To analyze in depth one's own interests and those of the other side
QUESTION 5: In the example of the sales manager, what does he/she seek to achieve by responding to the request for a discount?
Satisfying the buyer without hurting the company's margins
Granting the discount without conditions
Indefinitely postponing the decision
Rejecting all alternative proposals
6TH QUESTION: According to the text, negotiation is not a conflict
A problem-solving process
An exact science
An exercise in persuasion towards an acceptable agreement
A fundamental activity in daily life
7th QUESTION: How can the complexity of a negotiation vary?
Always require an external mediator
Relies solely on the power of one party
From resolving with a simple yes or no to demanding great creativity and originality
Remains constant and unchanging throughout the process
8TH QUESTION: What factor increases the likelihood of success in a negotiation?
Arriving well prepared, investing time and energy
Improvise to be more spontaneous
Ignoring the other party's motivations
Avoid empathy to maintain firmness
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