Question: 4. In a negotiation, it is important to be able to detect when the other party might be lying (or bluffing). Which strategies is/are effective

4. In a negotiation, it is important to be able to detect when the other party might be lying (or bluffing). Which strategies is/are effective to discover their lies?

A) Making aggressive first offer

B) Demanding greater concessions from the other side

C) Contingency contracts

5. You are trying to give a colleague some valuable tips about claiming value in negotiation. Based on the course material, which of the following tactics should you suggest?

A) immediately re-anchoring if the other party opens aggressively

B) Making larger concessions as the negotiation moves closer to his/her reservation price

C) Adding issues to the negotiation

D) Both A and C

6. One of your colleagues is about to take part in a multiparty negotiation and asks your advice about what to do early in the negotiation. Which of the following strategies is most advisable based on the course content?

A) Initiate early contact with potential coalition members

B) Make an aggressive first offer

C) Hint at your BATNA

D) None of the above

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