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WorksheetsThe role and importance of persuasion in Negotiation
Total questions: 11
Worksheet time: 3mins
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
What does ACE Theory stand for?
Achievement, Consistency, Efficiency
Appropriateness, Consistency, Efficiency
Appropriateness, Consistency, Effectiveness
Achievement, Consistency, Effectiveness
3. To establish credibility, you need to demonstrate the following four personal characteristics, EXCEPT:
Positive impression or appearance
Consensus
Composure
Expertise
5. In fact, the average person is persuaded by emotion less
True
False
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
7. For the persuasion to be truly effective, it must rely on:
Violence
Manipulation
Coercion
Belief
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
9. How can we understand other’s motivations and needs?
Check for understanding
Listen actively
Read people
Both are correct
10. What is coercion in negotiation?
Convincing people to agree something that is not their best interest
Convincing people to agree something that is their best interest
Both are correct
Both are incorrect
11. ‘Doubt the truth of what’s being said’ is one of the way to defend against manipulation?
True
False
Not given
How many critical steps are there in a process of effective persuasion?
4
5
6
7
