先試後買

A. Negotiators can watch facial expressions of the other party.

B. It is convenient and quick.

C. It results in better outcomes than face-to-face meetings.

D. Participants can share screens.

E. You can fully analyse the body language of the other party.

A. No - routine negotiations do not require rehearsals.

B. Yes - every negotiation should be rehearsed.

C. Yes - you are more likely to fail if not rehearsed.

D. No - only high-risk negotiations require rehearsals.

A. Religion/belief/culture

B. Financial and fiscal system

C. Environment

D. Legal system

A. Yes - there should be no risks in a negotiation.

B. No - some risks should be tracked and accepted.

C. Yes - all risks should be removed before negotiation.

D. No - all risks should be monitored but not mitigated.

A. Send key information but do not over-communicate.

B. Keep the stakeholder regularly updated with detailed information.

C. Do not communicate the outcome with the stakeholder as they are not interested.

D. As a key player, Khalid should seek their approval.

A. Yes - both parties achieve their objectives.

B. Yes - this is the most effective way to ensure a win-win outcome.

C. No - haggling and coercive behaviour can only lead to a lose-lose outcome.

D. No - a win-win outcome requires both parties to achieve their objectives through a value-creating approach.

A. Safety

B. Emotional

C. Physiological

D. Belonging

A. Minimise input

B. Partner

C. Develop relationship

D. Exploit

A. Conflict of interest

B. Hidden agenda

C. Favouritism

D. False claim

A. Small and efficient

B. Experimental and independent

C. Large and powerful

D. Wide-ranging and positional