1) A negotiation is unsuccessful when... a) we are anxious. b) we go in with the wrong mindset. c) we desire too much. d) we are trying to fight. 2) Successful negotiation does not require preparation. a) True b) False 3) First preparation step. a) Do your research. b) Put yourself in other person's shoes. c) Prepare mentally. 4) Which are the two mental preparation strategies? a) Think positive b) Learn new skills c) Defensive pessimism d) Attentional focus e) Emotional Distancing 5) Negotiation is about dominating. a) True b) False 6) It is okay to step back and think about your ideas a little more. a) True b) False 7) We always negotiate. Every day is about negotiations.  a) True b) False 8) Put yourself in other person's shoes means to... a) look at a situation from a different angle. b) care for others too.  c) understand what others are feeling. d) listen well. 9) Is it important to ask questions in a negotiation?  a) Yes b) No 10) If you do your research, you can avoid being lied to. a) True b) False 11) It is not essential to have strategies in place to manage feelings. a) True b) False

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