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Test Creating Connections: The Search for Similarities
Agenda
1st QUESTION: What is a fundamental principle of social psychology mentioned in the text?
We like people who are completely different from us
We tend to feel more comfortable with people we perceive as similar to us
Persuasion only works among people who share the same values
A personal connection is an unnecessary luxury in business
2nd QUESTION: What did the negotiation study with MBA students demonstrate?
That focusing solely on the business is more effective
Agreements are impossible if there are no prior similarities
That personal connection is a catalyst for collaboration
That 90% of negotiations fail
3rd QUESTION: What method does the text propose for discovering common ground?
Analyze the person's social media
Guessing someone else's interests based on their appearance
Constantly talking about oneself to see if there are any similarities
Ask questions and show a genuine interest in the other person
4th QUESTION: What major mistake should be avoided when looking for similarities?
Pretending to share an interest just to be liked
Asking too many personal questions
To listen too closely
Find more than one similarity
5th QUESTION: What happens when someone feigns interest or systematically agrees with everything?
Generates a faster, stronger connection
Undermines credibility and the behavior comes across as forced
Makes the other person feel more valued
It is the best strategy for persuasion
6th QUESTION: What should be done if no real common ground is found with the other person?
Terminate the conversation immediately
Invent a shared hobby to avoid creating an awkward moment
Show a genuine interest in the other person's passions
Change the subject and talk about the weather
7th QUESTION: What is the key to the success of the technique for finding similarities?
In a complex manipulation strategy
Talking more than the other person
Having a list of prepared questions
In the simple act of listening attentively and with interest
8th QUESTION: Why is personal connection important in a negotiation, according to the cited study?
Because it is a catalyst for collaboration, increasing agreements
Because it guarantees that both parties earn the same
Because it makes the negotiation take less time
Because it distracts from the main business objectives
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