1.3 The Arena & Tension (DWP) Copy

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Question 1 of 4

1. Question
What are the two comfort zones called and why are they important?
- Fight & Flight – They are important because it's where humans operate when under extreme tension.
- Place of work & Home office – They are important because these are the typical places of work where we operate from.
- Fight & Flight – They are important because good negotiators need to understand when they are operating in their comfort zone and how to move themselves and/or their negotiating partner into the Arena.
- Sofa/couch and bed – These are two places where we can completely relax.
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Question 2 of 4

2. Question
What are the two C’s that make up Courage?
- Comfort & Contentment – Being relaxed enough to operate in the Arena.
- Cool & Chill – Being relaxed and confident enough to operate in the Arena.
- Competence and Confidence – Knowing the skills and having practiced with the skills so that we can operate in the Arena and be as effective as possible.
- Concern & Consideration – Being concerned about the client’s needs allows us to prepare the most suitable solution.
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Question 3 of 4

3. Question
Why is understanding Tension so important? [Select all that apply.]
- So we know what puts us into our Comfort Zone.
- Allows us to consider how others interpret our reactions to Tension.
- Keep emotions high so we can win the negotiation.
- Allows us to consciously use Tension for positive outcomes.
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Question 4 of 4

4. Question
What is the Arena and why is it so important? [Select all that apply.]
- The Arena is where the most interesting entertainment events take place.
- Operating in the Arena allows us to negotiate the best deals possible.
- The Arena is an important venue in the communities in which they are located.
- By operating in the Arena we can be our most effective.
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1.3 The Arena & Tension (DWP) Copy

1.3 The Arena & Tension (DWP) Copy

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