Research indicates today's most respected business leaders and high performers in organizations have excellent communication skills -- more specifically they are master negotiators.

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1. A major part of the negotiating session is:
    
   1. fact-finding.
   2. bargaining.
   3. finalizing.
   4. all the above.
       
2. To be effective, both negotiators and leaders must maintain control over the situation.
    
   1. True
   2. False
       
3. The tough issues should be addressed first, while everyone is fresh, and have relatively equal bargaining strength.
    
   1. True
   2. False
       
4. When the pros and cons of an issue are being discussed, it is best to present your point of view when?
    
   1. First
   2. Last
   3. Middle
   4. Anytime
       
5. An effective method of reaching agreement on a controversial issue is to:
    
   1. require the other side to concede as a show of good faith.
   2. avoid controversy altogether.
   3. link the issue to another one on which agreement can easily be reached.
   4. link the issue to another one equally controversial.
       
6. Documenting the results of a negotiation ensures that both sides fully understand all the points that have been agreed upon.
    
   1. True
   2. False