Listening Skills Are Particularly Important When the Negotiator Wants to

question 16

Multiple Choice

Listening skills are particularly important when the negotiator wants to

• A)investigate what the other side wants.
• B)begin with a plausible demand or offer.
• C)avoid making concessions.
• D)focus on his or her position.

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Definitions:

Material Fact

A fact that is significant or essential to the issue or matter at hand, and could influence a decision.

Securities Exchange Act

The Securities Exchange Act is a U.S. federal law that governs the trading of securities, such as stocks and bonds, to protect investors against fraud and to regulate the securities industry.

Scienter

A legal term referring to the knowledge of wrongdoing, particularly in cases of fraud or deceit.

Fraud

The intentional deception to secure unfair or unlawful gain, or to deprive a victim of a legal right.