Deck 8: Influence

Question 1

Persuasion that occurs through the ____________ route is less likely to bring about real attitude change, is more likely to last a shorter time, and is more vulnerable to counterinfluence.

Answer 1

peripheral

Question 2

The ____________ route, according to Petty and Cacioppo, is characterized by subtle cues and context, with less cognitive processing of the message.

Answer 2

peripheral

Question 3

____________ means repeating in our own words what someone else has said.

Answer 3

Paraphrasing

Question 4

Establishing your personal expertise is preferred to highlighting differences in positional power, especially if the goal is no just simple short-term ____________, but longer term relational benefits as well.

Question 5

Source credibility depends mostly on three things: the qualifications of the source, the perceived ____________ of the source, and self-presentation.

Question 6

The principle of ____________ suggests that when things are less available, they will have more influence.

Question 7

The principle of ____________ ____________ suggests that people look to others to determine the correct response in many situations.

Question 8

Emotion combined with ____________ leads to assertiveness and determination.

Question 9

In mapping the influence landscape, it is important to attend not just to the target of influence, but also to ____________ or coalitions that support the target.

Question 10

When negotiators are on the ____________ end of a proposal, they frequently choose not to talk about the attractive features of an offer but rather to highlight why certain features are undesirable.

Question 11

The ____________ effect states that the first item in a long list of items is the one most likely to be remembered.

Question 12

Exchange is the process of offering ____________ to secure the other's compliance and cooperation.

Question 13

Negotiators are frequently ineffective because they respond only to what they ____________ is the other party's statement or proposal.

Question 14

In structuring the message, one important thing to emphasize is the ____________ the other party gains from accepting our proposal.

Question 15

The best way to inoculate people against attacks on their position is to involve them in developing a ____________.

Question 16

One of the most effective ways of getting people to stand firm on a position is to have them make a ____________ ____________ to that position.

Question 17

When presenting a two-sided argument, it is more effective to present the preferred argument ____________.

Question 18

____________ involves enhancing the other's self-image or reputation through our statements or actions, and thus enhancing our own image in the same way.

Question 19

Negotiators who can use active approaches are generally more persuasive than those who don't, since an active approach requires the receiver to exert effort, which leads to involvement, which leads to ____________.

Question 20

As a person listens to a persuasive argument, part of their attention is devoted to what is being said, but a large portion is also devoted to developing ____________.

Question 21

Persuasion occurring through the peripheral route is

A) likely to last a shorter time than central route persuasion.
B) integrated into existing cognitive structures.
C) used to determine if the position taken by the source has any merit.
D) involves thought and integration of the message into the individual's previously existing cognitive structures.
E) None of the above occurs through the peripheral route of persuasion.

Question 22

Which of the following is not an aspect that contributes to persuasion through the central route?

A) One- and two-sided messages.
B) Message components.
C) Repetition.
D) Motivations.
E) Conclusions.

Question 23

How can negotiators prevent the other party from making public commitments?

A) emphasize statements of commitment
B) respond to all statements of commitment
C) look for a rationale to explain why the commitment does not apply at this time
D) make pubic commitments of their own
E) All of the above can be used to prevent the other party from making public commitments.

Question 24

All but one of the following is an aspect of messages that foster the peripheral route. Which one is not?

A) Message order.
B) Format.
C) Distractions.
D) Source Credibility.
E) All of the above are aspects of the messages of the peripheral route.

Question 25

Status gives people visibility, which allows them to get attention and be heard. Where do people get their status from among the following criteria?

A) Their occupation.
B) Their age.
C) Their education level.
D) Their manner of dress.
E) All the above.

Question 26

What are three major things that a listener can do to resist another's influence efforts?

A) have a good BATNA, avoid public commitments, and defend one's self against the other's persuasive message
B) avoid BATNAs, make a public commitment, and pay close attention to the other's persuasive message
C) have a good BATNA, make a public commitment, and defend one's self against the other's persuasive message
D) avoid BATNAs, avoid public commitments, and pay close attention to the other's persuasive message
E) None of the above contains techniques that can be used to resist the other's influence efforts.

Question 27

How can we reward people for what they say during a negotiation?

A) acknowledge and support a point that they have made
B) ignore or underplay points that we feel need to be emphasized but which weren't
C) encourage the other party to develop unfavorable points
D) accept all concessions and favors without returning any
E) None of the above tactics can be used to reward people for what they say during a negotiation.

Question 28

A useful negotiating tactic, therefore, is to identify and discuss experiences, characteristics, and opinions you hold in common with the other party and this tactic is labeled

A) perceived emotion.
B) perceived ingratiation.
C) perceived friendliness.
D) perceived similarity.
E) perceived helpfulness.

Question 29

Why is it important to explore the other party's outlook?

A) It can give us more information.
B) It can lead us to designing solutions to meet both sides' needs.
C) It further increases the other party's feeling of being listened to.
D) It makes the other party more receptive to meeting our needs.
E) It is important to explore the other party's outlook for all of the above reasons.

Question 30

Which of the following is a condition for the use of pressure?

A) The other party is independent of the power holder.
B) The agent controls some form of resources which can be denied or taken away from the other party.
C) The punishment can only be administered in a single manner.
D) The resources in question are not controlled by a single individual.
E) None of the above is conditions for the use of pressure.

Question 31

Which of the following statements about the three approaches for inoculating against the arguments of other parties is false?

A) The most effective approach is the "double defense" approach.
B) The least effective approach is that of developing arguments only in support of our own position.
C) The best way to inoculate people against attacks on their position is to involve them in developing a defense.
D) Asking people to make public statements supporting their original position decreases their resistance to counterarguments.
E) All of the above statements are true.

Question 32

The norm of reciprocity

A) suggests that when we receive something from another person we should respond in the future with a favor for them.
B) plays only a nominal role in negotiations.
C) applies only to favors of the same size.
D) is prevalent only in Western culture.
E) None of the above statements describe the norm of reciprocity.

Question 33

The recency effect

A) indicates that the important points should be made early.
B) should be used when the topics are familiar, interesting, or controversial to the receiver.
C) states the tendency for the last item presented to be the best remembered.
D) states that the first item in a long list of items is the one most likely to be remembered.
E) None of the above statements about the recency effect are true.

Question 34

Which of the following statements about source credibility is true?

A) The stronger the perceived qualifications and expertise on the subject matter, the lower the credibility.
B) People appear more or less credible because of their "presence."
C) Trustworthiness, and how qualified the person appears to be, are less powerful characteristics in determining our perception of another's credibility than the type of person the source is.
D) When meeting others they don't know, people generally tend to evaluate them negatively rather than positively.
E) All of the above statements about source credibility are true.

Question 35

Which of the following statements about persuasive style is false?

A) People learn better and are more likely to change their attitudes and beliefs for the long term when they are actively involved in the process of learning and understanding new material.
B) Metaphors should not be used as persuasion tools because they can lead the other party to believe that you're filled with "hot air".
C) People who argue positions that are thought to be counter to their self-interest are generally more persuasive.
D) Language of relatively low intensity seems to be more effective than highly intense language.
E) All of the above statements about persuasive style are true.

Question 36

In what way can resources be used in negotiation?

A) as a means to get attention and a means to overcome resistance
B) through the principles of social proof and the norm of reciprocity
C) as a BATNA and an exchange tactic
D) in exchange and pressure tactics
E) Resources cannot be used in any of the above ways.

Question 37

Two-sided messages tend to be most effective

A) with better educated audiences.
B) when the other party initially disagrees with the position.
C) when the other party will be exposed to people who will argue points of view different from the position advocated.
D) when the issue discussed is already familiar.
E) Two-sided messages are effective in all of the above situations.

Question 38

Researchers have found that expressing high anger and low compassion toward another led the negotiators to

A) a greater desire to work together in the future.
B) achieve more joint gains.
C) find and explore commonalties in experience.
D) an unaffected ability to yield greater individual gains.
E) Expressing high anger and low compassion can lead to all of the above.

Question 39

The effective use of persistence means

A) pursuing one's goals blindly and rigidly.
B) communicating with natural enthusiasm, sincerity and spontaneity.
C) finding new, unique, and creative ways to pursue the same request.
D) considering the long term consequences of their behavior on their future reputations.
E) None of the above defines the effective use of persistence.

Question 40

The process of ____________ to a position states that once people have decided something, they can be remarkable persistent in their beliefs.

A) proof
B) commitment
C) reciprocity
D) reward
E) All of the above principles state that once people have decided something, they can be remarkable persistent in their beliefs.

Question 41

How should negotiators act when presented with the "influence tactics" within the norm of reciprocity?

Question 42

Researchers have distinguished between two broad uses of authority in influence-seeking. The first is authority based on one's personal expertise or credibility. What is the second?

Question 43

How are the conditions for use of pressure similar to those for the use of exchange and praise?

Question 44

How can a negotiator reduce the influence of false information in negotiations?

Question 45

The norm of reciprocity suggests that when we receive something from another person we should:

Question 46

What is the philosophy behind the technique of "violating expectations?"

Question 47

What techniques can be used to establish expertise?

Question 48

What is the recency effect? When should it be used?

Question 49

When can messages that contain threats be useful?

Question 50

Explain how people are motivated to behave consistently with their values that are their religious, social, or ethical standards.

Question 51

When is it a good idea to let others draw their own conclusion? When is it dangerous to let others draw their own conclusions?

Question 52

Keeping in mind the Intention to Persuade, is it better for the negotiator to come across as a huckster or poised and polished? Explain.

Question 53

What does paraphrasing accomplish?

Question 54

What questions do people ask themselves when determining how much to believe another person?

Question 55

Why can emotion be a powerful tool?

Question 56

What is the central route to persuasion, as defined by Petty and Cacioppo?

Question 57

Explain how ingratiation helps a negotiator.

Question 58

What are the three major issues to consider when constructing a message?

Question 59

Rather than immediately getting down to business, successful negotiators use friendliness to:

Question 60

What might managers who must support organizational policies with which they disagree do?