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Test Creating Connections: The Search for Similarities

1st QUESTION: What is a fundamental principle of social psychology mentioned in the text?

2nd QUESTION: What did the negotiation study with MBA students demonstrate?

3rd QUESTION: What method does the text propose for discovering common ground?

4th QUESTION: What major mistake should be avoided when looking for similarities?

5th QUESTION: What happens when someone feigns interest or systematically agrees with everything?

6th QUESTION: What should be done if no real common ground is found with the other person?

7th QUESTION: What is the key to the success of the technique for finding similarities?

8th QUESTION: Why is personal connection important in a negotiation, according to the cited study?

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