Question 1

The peripheral route to influencing others:

Accepted Answer

A) Requires mental effort. 
B) Avoids mental shortcuts. 
C) Occurs mainly at the conscious level. 
D) Occurs mainly at the unconscious level. 
A) Requires mental effort. 
B) Avoids mental shortcuts. 
C) Occurs mainly at the conscious level. 
D) Occurs mainly at the unconscious level.

Question 2

Engaging in a dialogue prior to making a request increases the probability that parties will make concessions.

Accepted Answer

A) True 
 B)False

Question 3

"This is as high as I can go" and "Here's something you need to know" are examples of:

Accepted Answer

A) Coercive power. 
B) Language intensity. 
C) Strong language. 
D) Intimidation. 
A) Coercive power. 
B) Language intensity. 
C) Strong language. 
D) Intimidation.

Question 4

People may be influenced consciously or unconsciously.

Accepted Answer

A) True 
 B)False

Question 5

Evidence suggests that attractive negotiators are more effective at influencing the other party when they do not disclose their intention to do so,and unattractive negotiators are more persuasive when they are upfront about their intention to influence the negotiator.

Accepted Answer

A) True 
 B)False

Question 6

The reject then retreat tactic works because of:

Accepted Answer

A) Explanations and dialogue. 
B) The contrast and relativity principles. 
C) The contrast and reciprocity principles. 
D) Commitment and consistency. 
A) Explanations and dialogue. 
B) The contrast and relativity principles. 
C) The contrast and reciprocity principles. 
D) Commitment and consistency.

Question 7

Distractions:

Accepted Answer

A) Are an unethical tactic used sometimes during distributive negotiations. 
B) Hinder influence attempts the most when people would normally be processing information along the indirect route. 
C) Are irrelevant explanations. 
D) Are similar in nature to noise. 
A) Are an unethical tactic used sometimes during distributive negotiations. 
B) Hinder influence attempts the most when people would normally be processing information along the indirect route. 
C) Are irrelevant explanations. 
D) Are similar in nature to noise.

Question 8

The chairman of the United States Federal Reserve Board said in a television interview that he was optimistic about the economy,and stock markets rose worldwide the next day.This is an example of:

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.

The peripheral route to influencing others:

Engaging in a dialogue prior to making a request increases the probability that parties will make concessions.

"This is as high as I can go" and "Here's something you need to know" are examples of:

People may be influenced consciously or unconsciously.

Evidence suggests that attractive negotiators are more effective at influencing the other party when they do not disclose their intention to do so,and unattractive negotiators are more persuasive when they are upfront about their intention to influence the negotiator.

The reject then retreat tactic works because of:

Distractions:

The chairman of the United States Federal Reserve Board said in a television interview that he was optimistic about the economy,and stock markets rose worldwide the next day.This is an example of:

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

The peripheral route to influencing others:

Engaging in a dialogue prior to making a request increases the probability that parties will make concessions.

"This is as high as I can go" and "Here's something you need to know" are examples of:

People may be influenced consciously or unconsciously.

Evidence suggests that attractive negotiators are more effective at influencing the other party when they do not disclose their intention to do so,and unattractive negotiators are more persuasive when they are upfront about their intention to influence the negotiator.

The reject then retreat tactic works because of:

Distractions:

The chairman of the United States Federal Reserve Board said in a television interview that he was optimistic about the economy,and stock markets rose worldwide the next day.This is an example of:

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