L5M15 無料問題集「CIPS Advanced Negotiation」

（A）Yes - push tactics can be effective in getting results but not commitment.

（B）Yes - push tactics focus on collaborative approaches to problem-solving.

（C）No - push tactics are good at winning hearts and minds.

（D）No - push tactics focus on listening and involving others.

（A）No - key players have a lot of power and won't have time for meetings.

（B）No - you should not over-communicate with key players.

（C）Yes - this is a good way to engage their active support.

（D）Yes - key players need to receive regular communication.

（A）Sensitivity

（B）Openness

（C）Neuroticism

（D）Agreeableness

（A）No - you should not be honest with the other party.

（B）Yes - being both honest and open ensures success.

（C）Yes - these are the two most important characteristics for a win-win negotiation.

（D）No - you should not be open with the other party.

（A）Crossed arms

（B）Eye contact

（C）Mirroring the other person's body language

（D）Smiling

（A）People are motivated by money.

（B）People work harder when they're being observed.

（C）People are inherently lazy.

（D）People work better when the lighting is better.

（A）Performing

（B）Storming

（C）Mourning

（D）Norming

（A）Relationship Spectrum

（B）STEEPLE Analysis

（C）Data Cube

（D）SWAP Analysis

（A）The supplier will have more respect for Sarah

（B）Sarah achieved all of her objectives

（C）The contract may be rendered void

（D）The approach may damage the long-term relationship

（A）Prepare thoroughly before the negotiation.

（B）Host the meeting at your premises.

（C）Use a multi-disciplinary team.

（D）Have a win-lose approach to negotiation.

（E）Use ploys and tactics.