Question 1

The norm of reciprocity applies only to favors of the same size.

Accepted Answer

A) True 
 B)False

Question 2

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

Accepted Answer

The answer of Source credibility depends mostly on three things:...

Question 3

Influence that occurs through the peripheral route is likely to be relatively enduring and resistant to counterinfluence.

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

The answer of The best way to inoculate people against...

Question 5

When can messages that contain threats be useful?

Accepted Answer

When a negotiator needs to und

Question 6

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

Accepted Answer

Is this person in a position t

Question 7

Children are often considered to be among the worst negotiators because they are so persistent in pursuing what they want.

Accepted Answer

A) True 
 B)False

Question 8

Why can emotion be a powerful tool?

Accepted Answer

It offers a stark contrast to

Question 9

Even though authority can take different forms it always yields the same outcome.

Accepted Answer

A) True 
 B)False

Question 10

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 ____________.

Accepted Answer

The answer of As a person listens to a persuasive...

Question 11

Sanctions are more appropriately used when changing behavior is more important than maintaining good will.

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

The answer of The principle of _______________ suggests that people...

Question 13

The recency effect

Accepted Answer

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. 
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 14

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

Accepted Answer

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. 
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 15

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

Accepted Answer

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. 
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 16

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

Accepted Answer

The answer of Exchange is the process of offering ____________...

Question 17

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.

Accepted Answer

The answer of In mapping the influence landscape,it is important...

Question 18

If it is to your advantage to find and explore commonalties in experience,attitude,and background with the other party,it is also to your disadvantage to highlight those areas where you differ.

Accepted Answer

A) True 
 B)False

Question 19

Agreement to innocuous statements early in the negotiation may be used as a foundation for further and further concessions.

Accepted Answer

A) True 
 B)False

Question 20

Explain how ingratiation helps a negotiator.

Accepted Answer

Ingratiation involves enhancing the othe

The norm of reciprocity applies only to favors of the same size.

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

Influence that occurs through the peripheral route is likely to be relatively enduring and resistant to counterinfluence.

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

When can messages that contain threats be useful?

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

Children are often considered to be among the worst negotiators because they are so persistent in pursuing what they want.

Why can emotion be a powerful tool?

Even though authority can take different forms it always yields the same outcome.

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 ____________.

Sanctions are more appropriately used when changing behavior is more important than maintaining good will.

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

The recency effect

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

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

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

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.

If it is to your advantage to find and explore commonalties in experience,attitude,and background with the other party,it is also to your disadvantage to highlight those areas where you differ.

Agreement to innocuous statements early in the negotiation may be used as a foundation for further and further concessions.

Explain how ingratiation helps a negotiator.

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

The norm of reciprocity applies only to favors of the same size.

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

Influence that occurs through the peripheral route is likely to be relatively enduring and resistant to counterinfluence.

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

When can messages that contain threats be useful?

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

Children are often considered to be among the worst negotiators because they are so persistent in pursuing what they want.

Why can emotion be a powerful tool?

Even though authority can take different forms it always yields the same outcome.

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 ____________.

Sanctions are more appropriately used when changing behavior is more important than maintaining good will.

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

The recency effect

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

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

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

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.

If it is to your advantage to find and explore commonalties in experience,attitude,and background with the other party,it is also to your disadvantage to highlight those areas where you differ.

Agreement to innocuous statements early in the negotiation may be used as a foundation for further and further concessions.

Explain how ingratiation helps a negotiator.

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