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The role and importance of persuasion in Negotiation

Authored by Nghĩa Ngô

Special Education

University

Used 3+ times

The role and importance of persuasion in Negotiation
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11 questions

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1.

MULTIPLE CHOICE QUESTION

20 sec • 20 pts

1. Strategies for persuasion include:

Ask for a favor

Push for stereotyped response

Consider the effect of the context

Consider the effect of timing

Both are correct

2.

MULTIPLE CHOICE QUESTION

20 sec • 20 pts

What does ACE Theory stand for?

Achievement, Consistency, Efficiency

Appropriateness, Consistency, Efficiency

Appropriateness, Consistency, Effectiveness

Achievement, Consistency, Effectiveness

3.

MULTIPLE CHOICE QUESTION

10 sec • 20 pts

3. To establish credibility, you need to demonstrate the following four personal characteristics, EXCEPT:

Positive impression or appearance

Consensus

Composure

Expertise

4.

MULTIPLE CHOICE QUESTION

10 sec • 20 pts

5. In fact, the average person is persuaded by emotion less

True

False

5.

MULTIPLE CHOICE QUESTION

20 sec • 20 pts

6. Three of universal forms of influence that are particularly relevant in negotiation processes are:

Reciprocity – Scarity – Consensus

Reciprocity – Logic – Feeling

Reciprocity – Emotion – Desires

Scarity – Consensus – Dreams

6.

MULTIPLE CHOICE QUESTION

10 sec • 20 pts

7. For the persuasion to be truly effective, it must rely on:

Violence

Manipulation

Coercion

Belief

7.

MULTIPLE CHOICE QUESTION

20 sec • 20 pts

8. Aristotle defined that to be persuasive one must “Win minds with …, win hearts with …, and push yourself”

emotions / speech

emotions / logic

logic / emotions

speech / emotions

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