Deck 10: Influence and Negotiation

Question 1

In any negotiation, one side always has more leverage than the other side.

Answer 1

False

Question 2

Reciprocation is a principle of influence that states people are more likely to say yes to a request when the requester has done something for that person in the past.

Answer 2

True

Question 3

Distributive negotiations are also called ''expanding-pie'' negotiations.

Answer 3

False

Question 4

In practice, no strategy can solve every negotiation problem.

Question 5

Cognitive dissonance focuses on communication and the understanding of individuals' wants, beliefs, and the problems they need to have solved.

Question 6

Persuasion is an action that leads to a change in behavior.

Question 7

Influence is convincing people to actually do something.

Question 8

In an organizational setting when we make purchases, it is helpful to have some expert opinion on what might be the best product.

Question 9

It is better to accept a deal at a loss than to quit a lengthy negotiation.

Question 10

It is not necessary to conduct negotiations in order to influence people.

Question 11

Balanced reciprocity basically states that when we are told that we cannot have or do something, then we want it more.

Question 12

Being overly risk-averse and avoiding making mistakes will lead to trying to do anything.

Question 13

Decision makers in organizations have a tendency to escalate their commitments to investments or decisions that are not working out and should be terminated.

Question 14

It is your commitment, not theirs, that will influence people.

Question 15

Social influence is defined as encouraging a change in behavior that was caused by real or imagined external pressure.

Question 16

Negotiators need to recognize that unrealistic expectations can include those that are too high or too low.

Question 17

In the U.S., gift giving is a legal and established part of the business culture and builds relationships with clients.

Question 18

''We have a consensus, so that should convince this particular individual,'' is the correct application of the social proof principle.

Question 19

False praise cannot increase liking by those hearing the praise.

Question 20

There are cultures where negative comments may be even more damaging than in others.

Question 21

North Americans are more likely to use a factual approach to negotiating, rather than an emotional one, appealing to more objective and provable facts.

Question 22

_____ involves changing one's behavior to match the responses or actions of others, to fit in with those in proximity.

A) Groupthink
B) Conformity
C) Social loafing
D) Obedience

Question 23

_____ refers to the act of changing one's behavior in response to a direct request.

A) Compliance
B) Groupthink
C) Deindividuation
D) Cognitive dissonance

Question 24

All of the following are universal principles of influence EXCEPT:

A) authority.
B) consistency.
C) reciprocation.
D) social loafing.

Question 25

A reservation price is the absolute bottom price that is acceptable.

Question 26

Which of the following is a model of persuasion that views the most direct cause of persuasion as the self-talk of the target audience, not the persuasion method itself or its deliverer?

A) Cognitive response model
B) Porter's Five Forces model
C) Heuristic-systematic model
D) Analyzed path model

Question 27

Scarcity:

A) is an effective influencer because people want to avoid any feeling of regret over missing out on something.
B) is a principle of influence that indicates how people are influenced by showing how their previous statements fit with a request.
C) is an effective influencer because people often look for some kind of external validation before they make a decision.
D) is a principle of influence that states people are more likely to want to do something if they believe that many others are buying the same product.

Question 28

_____ is a principle of influence that states people are more likely to say yes to a request when the requester has done something for that person in the past.

A) Social validation
B) Consensus
C) Reactance
D) Reciprocation

Question 29

Persuasion:

A) is seeking to change people's perception.
B) is convincing people to actually do something.
C) is an action that leads to a change in behavior.
D) is a change in a private attitude resulting from the receipt of a message.

Question 30

Salespeople understand this influence principle and will ask a prospective buyer questions about their preferences and values and then remind them of how their preferences fit the product.

A) Consensus
B) Liking
C) Consistency
D) Scarcity

Question 31

Research shows that people are more willing to buy insurance from agents who are similar to them in age and political and social preferences, including liking similar brands of beverages and cigarettes. This is an example of which universal principle of influence?

A) Authority
B) Liking
C) Reactance
D) Consensus

Question 32

If you can cast your negotiations in terms of helping the other side not miss out on some benefit, that is usually a more effective frame.

Question 33

Reservation prices are most easily defined in complex, integrative negotiations.

Question 34

The negative feeling caused by holding two contradictory ideas simultaneously is:

A) confirmation bias.
B) attribution theory.
C) cognitive dissonance.
D) illusion of control.

Question 35

Which of the following is also called the expert principle?

A) Authority
B) Social proof
C) Reciprocation
D) Reactance

Question 36

According to the text, most firms tend to emphasize all of the following EXCEPT:

A) how fast the product is.
B) how well the product works.
C) how many features the product has.
D) how the product can solve your problems.

Question 37

Which of the following principles do marketers employ in claiming that their products are the fastest growing selling in the market, and by using phrases like, ''Do not miss the action and excitement your friends are experiencing''?

A) Expert principle
B) Social proof principle
C) Reactance principle
D) Reciprocation principle

Question 38

_____ is a special type of compliance that involves changing one's behavior in response to a directive from an authority figure.

A) Social loafing
B) Confidentiality
C) Obedience
D) Cognitive dissonance

Question 39

Influence:

A) is the effort to change people's beliefs.
B) is an action that leads to a change in behavior.
C) is a deeper form of change than persuasion.
D) is a change in a private belief resulting from the receipt of a message.

Question 40

An impasse means that you and your partner cannot reach an agreement.

Question 41

_____ basically states that when we are told that we cannot have or do something, then we want it more.

A) Reactance
B) Reciprocation
C) Balanced reciprocity
D) Generalized reciprocity

Question 42

A(n) _____ price is the absolute bottom price that is acceptable.

A) reservation
B) relative
C) opening
D) bid

Question 43

Which of the following statements about the authority principle is true?

A) It means that many others, especially others like the person you are trying to influence, are buying a certain product.
B) It is helpful to some extent because we do not have time to evaluate every decision we make.
C) Controlled research has identified two factors that reliably increase authority: similarity and praise.
D) Research suggests that people are not very influenced by those who display their credentials and awards as a signal of their authority.

Question 44

Integrative negotiations:

A) award more of the pie to the stronger side.
B) require a minimum of one item to be integrative.
C) are those in which opposing negotiators are concerned only with how the fixed pie will be divided.
D) expand the range of items of interest in a negotiation and thus make the deal bigger.

Question 45

What is BATNA? Explain with an example.

Question 46

What is cognitive dissonance?

Question 47

Compare and contrast distributive and integrative negotiations.

Question 48

What is reservation price?

Question 49

In terms of reciprocation in the United States:

A) gift giving is a legal and established part of the business culture and builds relationships with clients.
B) managers are known to tell people what they will give in return at the same time they ask for something.
C) it has been found that purchasing managers who receive a gift are willing to purchase services they would have otherwise declined.
D) it is assumed gift giving will lead to some form of reciprocity.

Question 50

Russian negotiators:

A) do not feel limited by time or authority.
B) are thought to use more emotional appeals.
C) are more likely to use an axiomatic approach to negotiating.
D) are known to make more concessions than their counterparts.

Question 51

Securing a promise of an immediate return for a favor done or a gift given is called:

A) generalized reciprocity.
B) moral reciprocity.
C) negative reciprocity.
D) balanced reciprocity.

Question 52

Starting out by asking for a high price in negotiations works in some cultures, such as in:

A) Finland.
B) China.
C) Denmark.
D) the United Kingdom.

Question 53

Which of the following is also known as fixed-pie negotiations?

A) Inventive negotiations
B) Integrative negotiations
C) Distributive negotiations
D) Cooperative negotiations

Question 54

A(n) _____ means that you and your partner cannot reach an agreement.

A) ultimatum
B) impasse
C) BATNA
D) cognitive dissonance

Question 55

Write a note on cross-cultural negotiation.