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L5M15 Exam Dumps : Advanced Negotiation

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Advanced Negotiation Questions and Answers

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Question 1

Kelly is a lead negotiator preparing for a meeting with a supplier. Her approach is to appear “warm and tough.” Which of the following behaviours should Kelly exhibit?

Options:

A.

Confident and assertive

B.

Dominating and aggressive

C.

Overly friendly

D.

Disinterested

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Question 2

A combination of which two behaviours fails to establish effective buyer–supplier relationships and can lead to aggressive negotiation tactics?

Options:

A.

Warm

B.

Cold

C.

Tough

D.

Soft

Question 3

The “Pinocchio Effect” looks at which characteristic during a negotiation?

Options:

A.

Childishness

B.

Ploys and tactics

C.

Honesty

D.

Stability

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