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What does Dr. Pfromm mean when he says that it is necessary to “shape perceptions”?CorrectIncorrect
How can we shape perceptions?CorrectIncorrect
What does Dr. Pfromm advise you should do when he says “stop guessing”?CorrectIncorrect
How can we know in a negotiation whether the other party truly does or does not need a deal?CorrectIncorrect
If the other side invests the time and energy in negotiating with you…CorrectIncorrect
The role bias refers to…
… a heuristic that influences our decision- and our negotiation behaviour based on the in which we negotiate.
How does role bias play a role for dispute lawyers?CorrectIncorrect
Which of the below are good strategies to not show neediness? (several answers may be correct)CorrectIncorrect
What is the first step in achieving buy-in?CorrectIncorrect
What greatly influences our decision-making in negotiations?CorrectIncorrect
How does reputation play a role in negotiations?CorrectIncorrect