Question 1

False praise cannot increase liking by those hearing the praise.

Accepted Answer

A) True 
 B)False

Question 2

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

Accepted Answer

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

Question 3

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

Accepted Answer

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

Question 4

_____ 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.

Accepted Answer

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

Question 5

In terms of reciprocation in the United States:

Accepted Answer

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. 
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 6

In practice, no strategy can solve every negotiation problem.

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

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. 
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 8

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

Accepted Answer

A) True 
 B)False

Question 9

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.

Accepted Answer

A) True 
 B)False

Question 10

Compare and contrast distributive and integrative negotiations.

Accepted Answer

In all negotiations, the parties seek to

Question 11

All of the following are universal principles of influence EXCEPT:

Accepted Answer

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

Question 12

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

Accepted Answer

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

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

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

Accepted Answer

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

Question 16

Influence:

Accepted Answer

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. 
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 17

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

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

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

Question 20

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

Accepted Answer

A) True 
 B)False

False praise cannot increase liking by those hearing the praise.

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

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

_____ 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.

In terms of reciprocation in the United States:

In practice, no strategy can solve every negotiation problem.

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

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

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.

Compare and contrast distributive and integrative negotiations.

All of the following are universal principles of influence EXCEPT:

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

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

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

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

Influence:

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

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

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

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

Introduction to International Management

Culture and International Management

The Economic, Legal, and Political Environment

Strategy Fundamentals and Corporate Strategy

International Market Entry

Business- and Functional-Level Strategy

Motivation

Leadership

Decision Making

Evaluation and Control

Human Resources Management

The Structure of the International Firm

The Future of International Management

Filters

Exam 10: Influence and Negotiation

False praise cannot increase liking by those hearing the praise.

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

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

_____ 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.

In terms of reciprocation in the United States:

In practice, no strategy can solve every negotiation problem.

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

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

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.

Compare and contrast distributive and integrative negotiations.

All of the following are universal principles of influence EXCEPT:

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

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

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

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

Influence:

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

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

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

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

Introduction to International Management

Culture and International Management

The Economic, Legal, and Political Environment

Strategy Fundamentals and Corporate Strategy

International Market Entry

Business- and Functional-Level Strategy

Motivation

Leadership

Decision Making

Evaluation and Control

Human Resources Management

The Structure of the International Firm

The Future of International Management

Filters