Question 1

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

Accepted Answer

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. 
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. B

Question 2

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

Accepted Answer

Ingratiation

Question 3

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

Accepted Answer

The central route occurs when motivation and ability to scrutinize issue-relevant arguments are relatively high.

Question 4

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

Accepted Answer

Respond politely to a favor and accept w

Question 5

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

Accepted Answer

The content of the message (the facts an

Question 6

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

Accepted Answer

Make the other feel comfortabl

Question 7

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

Accepted Answer

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

Question 8

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

Accepted Answer

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

Question 9

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?

Accepted Answer

The second is author

Question 10

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 ____________.

Accepted Answer

The answer of Negotiators who can use active approaches are...

Question 11

People are more likely to repeat behavior that is not rewarded than behavior that is rewarded.

Accepted Answer

A) True 
 B)False

Question 12

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.

Accepted Answer

The answer of Persuasion that occurs through the ____________ route...

Question 13

Which of the following statements about source credibility is true?

Accepted Answer

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. 
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 14

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

Accepted Answer

The tendency for the last item

Question 15

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

Accepted Answer

Identify the false information and give

Question 16

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

Accepted Answer

The answer of ____________ means repeating in our own words...

Question 17

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

Accepted Answer

The answer of One of the most effective ways of...

Question 18

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

Accepted Answer

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

Question 19

Because of their dramatic nature and the emotional response they evoke,threats are never tempting to use.

Accepted Answer

A) True 
 B)False

Question 20

Two-sided messages tend to be most effective

Accepted Answer

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. 
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.

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

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

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

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

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

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

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 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

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?

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 ____________.

People are more likely to repeat behavior that is not rewarded than behavior that is rewarded.

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.

Which of the following statements about source credibility is true?

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

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

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

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

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

Because of their dramatic nature and the emotional response they evoke,threats are never tempting to use.

Two-sided messages tend to be most effective

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 9: Influence

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

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

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

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

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

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

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 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

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?

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 ____________.

People are more likely to repeat behavior that is not rewarded than behavior that is rewarded.

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.

Which of the following statements about source credibility is true?

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

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

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

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

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

Because of their dramatic nature and the emotional response they evoke,threats are never tempting to use.

Two-sided messages tend to be most effective

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters