Yu Fei, a negotiator for Tama Inc, has a conference with an American competitor's officials. Her seniors advise her to completely understand the Americans' viewpoint during the conference.
Which of the following benefits will be most likely achieved by Yu Fei if she listens to her seniors' advice?
A) It will help Yu Fei fine tune her listening skills and help point out loopholes.
B) It will encourage Yu Fei to assess a wide range of alternatives for a resolution.
C) It will motivate Yu Fei to adapt to the negotiation style of the Americans.
D) It will help Yu Fei to delve specifically and repeatedly into the details at hand.
Question 2
According to Adler, in order to understand the perspectives of both sides and to prepare for meetings effectively, a negotiator must ________.
A) avoid the use of nonverbal communication
B) engage in lengthy, evasive conversations
C) practice role reversal
D) avoid direct conflicts
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