Question 1

What are the six personal sources of power and two situational sources of power? Why is power important to have in a negotiation?

Accepted Answer

The six personal sources of power are reward,coercive,legitimate,expert,referent and informational power.The two situational sources are the quality of your BATNA and your allies.Having power is important in a negotiation because it offers negotiators a greater potential to change the other negotiator's attitudes,beliefs and behaviors to be more in alignment with their own.

Question 2

The marketers of a new brand of laundry detergent decide to sell the detergent in small,medium and large sizes.Then they decide to calculate the largest profit margin on the medium size because,according to the contrast principle:

Accepted Answer

A) When given three choices,most people choose the middle one. 
B) You get what you pay for. 
C) People know what they want until they see it in context. 
D) People are good at comparing items that lack comparability. 
A) When given three choices,most people choose the middle one. 
B) You get what you pay for. 
C) People know what they want until they see it in context. 
D) People are good at comparing items that lack comparability. A

Question 3

When you expect the other party to make a concession after you make a concession,you are relying on the principle of :

Accepted Answer

A) Consistency. 
B) Relativity. 
C) Reciprocity. 
D) Social proof. 
A) Consistency. 
B) Relativity. 
C) Reciprocity. 
D) Social proof. C

Question 4

"I will walk out of this negotiation if we do not come to an agreement in thirty minutes" is an example of:

Accepted Answer

A) An implicit threat. 
B) An explicit threat. 
C) An angry threat. 
D) An empty threat. 
A) An implicit threat. 
B) An explicit threat. 
C) An angry threat. 
D) An empty threat.

Question 5

Which of the following statements is true?

Accepted Answer

A) Repeating a credible message two or three times is probably more influential than repeating it six or seven times. 
B) Repeating a credible message six or seven times is probably more influential than repeating it two or three times. 
C) Repeating a weak message two or three times is probably more influential than repeating it six or seven times. 
D) Repeating a weak message six or seven times is probably more influential than repeating it two or three times. 
A) Repeating a credible message two or three times is probably more influential than repeating it six or seven times. 
B) Repeating a credible message six or seven times is probably more influential than repeating it two or three times. 
C) Repeating a weak message two or three times is probably more influential than repeating it six or seven times. 
D) Repeating a weak message six or seven times is probably more influential than repeating it two or three times.

Question 6

It is not necessary to increase your power unless you want to exploit the other party.

Accepted Answer

A) True 
 B)False

Question 7

What tactics can negotiators use to motivate and enable other negotiators to use the direct information processing route to evaluating their messages?

Accepted Answer

Negotiators can help motivate other nego

Question 8

Thorough preparation helps protect negotiators against being influenced when they do not want to be influenced.

Accepted Answer

A) True 
 B)False

Question 9

Bill is not the most persuasive of speakers,but he makes people feel good and they like him.His charisma helps him optimize his gains during a negotiation.Bill uses his:

Accepted Answer

A) Legitimate power. 
B) Coercive power. 
C) Referent power. 
D) Expert power. 
A) Legitimate power. 
B) Coercive power. 
C) Referent power. 
D) Expert power.

Question 10

A supervisor uses discretionary funds to give a restaurant gift certificate to an employee who did an outstanding job on a difficult project.Which type of power did the supervisor use?

Accepted Answer

A) Legitimate power. 
B) Referent power. 
C) Reward power. 
D) Expert power. 
A) Legitimate power. 
B) Referent power. 
C) Reward power. 
D) Expert power.

Question 11

When the personal relevance of and personal responsibility for evaluating a message is high,people are :

Accepted Answer

A) Motivated to evaluate the message consciously and actively. 
B) Not motivated to evaluate the message consciously or actively. 
C) Likely to disregard the message. 
D) Unable to evaluate the message. 
A) Motivated to evaluate the message consciously and actively. 
B) Not motivated to evaluate the message consciously or actively. 
C) Likely to disregard the message. 
D) Unable to evaluate the message.

Question 12

You are looking for a job although you still have a job.The fact that you have a job to fall back on if you are not offered the salary and benefits that you want is a source of power.

Accepted Answer

A) True 
 B)False

Question 13

Decision-making errors and influence tactics are related to one another.

Accepted Answer

A) True 
 B)False

Question 14

The concept of "power over" reflects an integrative view of negotiation.

Accepted Answer

A) True 
 B)False

Question 15

When negotiating with someone who has considerably more power than you,you are better off using distributive as opposed to integrative negotiation tactics.

Accepted Answer

A) True 
 B)False

Question 16

What steps can negotiators take to increase their power when they are negotiating with inferior power?

Accepted Answer

Negotiators can take the following steps

Question 17

If you are trying to convince consumers to buy your company's brand of washing machine you will be most persuasive if you:

Accepted Answer

A) Point out the flaws in your competitors' washing machines. 
B) Acknowledge the merits of your competitors' washing machines and then explain why the machine you are selling is even better. 
C) Point out the merits of your competitor's washing machine. 
D) Simply explain why the machine you are selling is top rated. 
A) Point out the flaws in your competitors' washing machines. 
B) Acknowledge the merits of your competitors' washing machines and then explain why the machine you are selling is even better. 
C) Point out the merits of your competitor's washing machine. 
D) Simply explain why the machine you are selling is top rated.

Question 18

Testimonials work because of the reciprocity principle.

Accepted Answer

A) True 
 B)False

Question 19

Which one of the following statements is not a myth about power?

Accepted Answer

A) Power is fixed (it cannot be increased). 
B) Power flows top down through the chain of command. 
C) Asserting power requires competitiveness. 
D) Information (as long as it is accurate and relevant)increases power. 
A) Power is fixed (it cannot be increased). 
B) Power flows top down through the chain of command. 
C) Asserting power requires competitiveness. 
D) Information (as long as it is accurate and relevant)increases power.

Question 20

When your objective is to get the other party to make a series of concessions,you are likely to be most effective in obtaining what you want if you:

Accepted Answer

A) Ask for the smaller concessions first and build up to the larger,then largest concessions. 
B) Ask for the largest concession first. 
C) Reject then retreat. 
D) The contrast principle. 
A) Ask for the smaller concessions first and build up to the larger,then largest concessions. 
B) Ask for the largest concession first. 
C) Reject then retreat. 
D) The contrast principle.

What are the six personal sources of power and two situational sources of power? Why is power important to have in a negotiation?

The marketers of a new brand of laundry detergent decide to sell the detergent in small,medium and large sizes.Then they decide to calculate the largest profit margin on the medium size because,according to the contrast principle:

When you expect the other party to make a concession after you make a concession,you are relying on the principle of :

"I will walk out of this negotiation if we do not come to an agreement in thirty minutes" is an example of:

Which of the following statements is true?

It is not necessary to increase your power unless you want to exploit the other party.

What tactics can negotiators use to motivate and enable other negotiators to use the direct information processing route to evaluating their messages?

Thorough preparation helps protect negotiators against being influenced when they do not want to be influenced.

Bill is not the most persuasive of speakers,but he makes people feel good and they like him.His charisma helps him optimize his gains during a negotiation.Bill uses his:

A supervisor uses discretionary funds to give a restaurant gift certificate to an employee who did an outstanding job on a difficult project.Which type of power did the supervisor use?

When the personal relevance of and personal responsibility for evaluating a message is high,people are :

You are looking for a job although you still have a job.The fact that you have a job to fall back on if you are not offered the salary and benefits that you want is a source of power.

Decision-making errors and influence tactics are related to one another.

The concept of "power over" reflects an integrative view of negotiation.

When negotiating with someone who has considerably more power than you,you are better off using distributive as opposed to integrative negotiation tactics.

What steps can negotiators take to increase their power when they are negotiating with inferior power?

If you are trying to convince consumers to buy your company's brand of washing machine you will be most persuasive if you:

Testimonials work because of the reciprocity principle.

Which one of the following statements is not a myth about power?

When your objective is to get the other party to make a series of concessions,you are likely to be most effective in obtaining what you want if you:

The Nature of Negotiation: What it is and Why it Matters

Preparation: Building the Foundation for Negotiating

Distributive Bargaining: A Strategy for Claiming Value

Integrative Bargaining: A Strategy for Creating Value

Closing Deals: Persuading the Other Party to Say Yes

Communication-The Heart of All Negotiations

Decision Making: Are We Truly Rational Beings?

Ethics: Right and Wrong Do Exist when you Negotiate

Multiparty Negotiations: Managing the Additional

Individual Differences

International Negotiations: Managing culture and other complexities

Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice

Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

Filters

Exam 8: Power & influence: Changing others’ attitudes and behaviors

What are the six personal sources of power and two situational sources of power? Why is power important to have in a negotiation?

The marketers of a new brand of laundry detergent decide to sell the detergent in small,medium and large sizes.Then they decide to calculate the largest profit margin on the medium size because,according to the contrast principle:

When you expect the other party to make a concession after you make a concession,you are relying on the principle of :

"I will walk out of this negotiation if we do not come to an agreement in thirty minutes" is an example of:

Which of the following statements is true?

It is not necessary to increase your power unless you want to exploit the other party.

What tactics can negotiators use to motivate and enable other negotiators to use the direct information processing route to evaluating their messages?

Thorough preparation helps protect negotiators against being influenced when they do not want to be influenced.

Bill is not the most persuasive of speakers,but he makes people feel good and they like him.His charisma helps him optimize his gains during a negotiation.Bill uses his:

A supervisor uses discretionary funds to give a restaurant gift certificate to an employee who did an outstanding job on a difficult project.Which type of power did the supervisor use?

When the personal relevance of and personal responsibility for evaluating a message is high,people are :

You are looking for a job although you still have a job.The fact that you have a job to fall back on if you are not offered the salary and benefits that you want is a source of power.

Decision-making errors and influence tactics are related to one another.

The concept of "power over" reflects an integrative view of negotiation.

When negotiating with someone who has considerably more power than you,you are better off using distributive as opposed to integrative negotiation tactics.

What steps can negotiators take to increase their power when they are negotiating with inferior power?

If you are trying to convince consumers to buy your company's brand of washing machine you will be most persuasive if you:

Testimonials work because of the reciprocity principle.

Which one of the following statements is not a myth about power?

When your objective is to get the other party to make a series of concessions,you are likely to be most effective in obtaining what you want if you:

The Nature of Negotiation: What it is and Why it Matters

Preparation: Building the Foundation for Negotiating

Distributive Bargaining: A Strategy for Claiming Value

Integrative Bargaining: A Strategy for Creating Value

Closing Deals: Persuading the Other Party to Say Yes

Communication-The Heart of All Negotiations

Decision Making: Are We Truly Rational Beings?

Ethics: Right and Wrong Do Exist when you Negotiate

Multiparty Negotiations: Managing the Additional

Individual Differences

International Negotiations: Managing culture and other complexities

Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice

Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

Filters