6.Question 6Can emotions be disregarded in a negotiation?1 pointA. Yes, they can and they should be.B. No, it’s not possible or desirable.C. It depends on the context of the negotiation.D. Only if it affects the relationship between negotiators.

9.Question 9Is it possible to prepare emotionally for a negotiation?1 pointA. No, it isn’t possible because emotions arise unexpectedly.B. No, it isn’t possible because we can’t know the emotions of others.C. Yes, it is possible but not effective because of unexpected situations.D. Yes, it’s possible by anticipating situations and analyzing alternatives.

7.Question 7What kind of emotions will produce better results in a negotiation?1 pointA. Positive emotionsB. Both positive and negative emotions combinedC. Negative emotionsD. Neither of the two kinds

8.Question 8How can a negotiator be emotionally intelligent ?1 pointA. by being sensitive to others’ emotionsB. by being aware of his or her own emotionsC. by being empathetic and collaborativeD. All the above

Which of these is not a critical feature of Domestic Negotiation?Select one:a.Emotional linkb.Ambiguousc.Professionald.Perseverance

4.Question 4¿What are the inputs in an effective negotiation?1 pointA. The ZOPA, the anchor and the point of agreementB. Power, emotions, and communication.C. Concessions, concertations, and commitments.D. The reservation value, BATNA, and the objective.