How to be an expert negotiator

Multiple-choice questions: In order to be awarded CPD units you must answer the following five random questions correctly. If you fail the test, please reread the article before attempting the questions again.

  1. What is confirmation bias?

  2. How do effective negotiators persuade us to change our views?

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

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

  5. How much more memorable is information shared via stories?

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

  7. In what way do most of us listen?

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

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

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