QUESTION 1 What is the "Authority Issue"? O When a negotiator has some pre-established limitations from a higher authority as to what terms he is allowed to accept O When you negotiate with someone who is not the final decision maker. O The cognitive heuristic by which one can be impressed by and therefore taken advantage of) a well-known negotiator O Negotiating over the phone or email and not in person where body language and tone can create authority QUESTION 2 Which of the following was discussed in these two chapters? O Negotiating the terms of a gym membership contract. O Negotiating a price on used furniture the on moving day. NASA negotiating for rare-earth materials with a foreign government. O Negotiating a six-month leave from work. QUESTION 3 Which was not one of the "Tips for active listening"? O Practice in a mirror or with a partner. O Take notes O Ask questions O pay attention to body language