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Test The Power of the Deliberate Pause (The Awkward Silence)
Agenda
QUESTION 1: What is the key neurological purpose of the pause in the "awkward silence" technique?
Activate the brain's emotional and impulsive response
Speed up the decision-making process
Curb the emotional response and activate the prefrontal cortex, responsible for logical reasoning
Increase the sense of urgency in the conversation
2nd QUESTION: What external effect does silence have on a conversation?
Demonstrates composure, confidence, and control
Projects insecurity and lack of preparation
It generates sympathy and closeness immediately
Indicates that there is no answer to the question
QUESTION 3: What change does this technique allow us to make in our way of responding?
Moving from a thoughtful response to an impulsive reaction
Changing a strategic response to an emotional one
Transforming a serene response into a visceral one
Moving from a visceral reaction to a thoughtful, calm, and strategic response
4th QUESTION: According to the text, what is the pause in reality, beyond being a void?
A sign that the conversation is over
A space for reflection, to analyze and formulate a precise response
A tactic to demonstrate superiority over the interlocutor
A sign of weakness and not knowing what to say
QUESTION 5: In a negotiation, what can cause a pause on the part of the other party?
Make her feel more secure and in control of the situation
Let him reaffirm his position more strongly
End the negotiation immediately
Feel uncomfortable and try to fill the void by revealing information
QUESTION 6: What is the "awkward silence" technique?
In constantly talking to fill all the gaps in the conversation
In responding as quickly as possible to demonstrate mental agility
In consciously and deliberately pausing before speaking
In interrupting the other to take control of the conversation
QUESTION 7: What is the instinctive response in high-pressure situations that this technique seeks to control?
React immediately
Pause to reflect
Actively listen to the interlocutor
Formulate a strategic and thoughtful response
QUESTION 8: What do leaders like Warren Buffett use long breaks for?
To speed up the conversation and make it more dynamic
To give more weight to your words and maintain control under pressure
To demonstrate impatience and urgency
To prevent the other party from intervening in the conversation
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