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2. Have you had experience with being in charge of creating a good climate
during the opening of a negotiation?

Sample answer:
Yes, I head meetings with foreign investors, so I’m often in charge of making them feel
at ease. I try to be professional but also hospitable. I create a positive atmosphere by
building rapport with the investors and making sure that they experience the busi-
ness leisure.

3. Have you ever been in a negotiation where a good climate was not estab-
lished prior to the negotiation?

Sample answer:
Yes, the lead negotiator for the other party came a little late, but we were not given
much consideration during the time we were waiting. Although he apologized upon
his arrival, the atmosphere was a bit tense since people were unhappy that the pro-
ceedings started late.

1. You have been dealing with the same supplier for a few years together with
your Lead negotiator. Today, you will be handling the negotiations and will
be introducing a new colleague. How do you create a good opening cli-
mate?

Sample answer:
Hello Roger! It’s wonderful to see you again. Can I get you something to drink? I’m
sorry George could not be here. He is currently on vacation. He sends his regards and
he hopes to have lunch with you when he gets back. I’d like to introduce a colLeague
of mine, Abigail Monroe. She will be sitting in today and taking down notes for us.
Please sit down. Shall we begin?

2. You are dealing with some new investors. This is the first time you will be
meeting them although you’ve had phone and electronic communications
with them. How do you create a good atmosphere?

Sample answer:
Good afternoon! You must be Mr. Watson. I’m Michael Presley. It’s great to finally meet
you. Please come this way. We will be using Conference Room C. How have you been
doing since the last time we talked? Can I offer you some coffee or tea? If you need
anything, please feel free to tell me. I will be very willing to assist you. By the way, this
is my colleague Anna Banks; she will be joining us today.

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