How to be an expert negotiator

What is confirmation bias?

The interpretation of new information in a way that reinforces our existing beliefs

The willingness to accept a viewpoint different to our own

The interpretation of new information in a way that contradicts our existing beliefs

The inability to acknowledge new information

How do effective negotiators persuade us to change our views?

By using a persuasive argument

By using research-based facts that support their argument

By using research-based facts that attack your argument

By asking questions that lead us to come up with our own conclusions

According to Dan Kahan, when are we most likely to change our position?

When we are anxious

When we are uncertain

When we are curious

When we are certain

When a proposal is presented as two or more choices, how much do the chances of getting a positive response increase by?

200 percent

20 percent

50 percent

100 percent

How much more memorable is information shared via stories?

15 times

12 times

22 times

Five times

According to a 2018 study, how long do patients get to talk before they are interrupted by their doctor?

11 seconds

21 seconds

51 seconds

43 seconds

In what way do most of us listen?

Questioningly

Selectively

Intently

Passively

According to Rackham and Carlisle, how many more questions do above-average negotiators ask than average ones?

Four times as many

Half as many

Three times as many

Twice as many

At which institute did Dan Kahan conduct research into the opinions of Republicans and Democrats?

UCLA

Massachusetts Institute of Technology

Yale University

Harvard University

How many stories did Steve Jobs say he was going to tell in his commencement speech at Stanford University?

Four

Three

Two

One