Deck 4: Negotiation Style

Question 1

Identify the statements below that are true:

A) Attitude causes, creates, or affects behavior.
B) Behavior causes, creates, or affects attitude.
C) Beliefs are what one knows to be true.
D) Attitudes and beliefs are dynamically interrelated.

Answer 1

A, B, C, & D

Question 2

The phenomenon that causes people to subject messages that are incompatible with prior beliefs to greater scrutiny is referred to as:

A) Cognitive dissonance.
B) Critical thinking.
C) Disconfirmation bias.
D) Negativity bias.

Answer 2

C

Question 3

The psychological theory that assists in explaining how individuals seek validity in the messages they receive is called:

A) Social Judgment Theory.
B) Attribution Theory.
C) Symbolic Interactionism.
D) None of the above. There is no such theory.

Answer 3

B

Question 4

According to social judgment theory, it is useful to view the mind as having latitudes that are called:

A) Attitudes, opinions, and beliefs.
B) Good attitudes, bad attitudes, and indifference.
C) Commitment and non-commitment
D) Acceptance and rejection.

Question 5

It is most likely to attain persuasion to change attitude:

A) in the latitude of commitment; because, that is where people commit.
B) in the latitude of noncommitment; because, it is where people hold no opinion or attitude on a subject or hold less than firm commitments or beliefs.
C) None of the above. Changing another's attitude is not possible ever.

Question 6

In preparing persuasive arguments for negotiation, a sound strategy is to:

A) Find reasons for the other party to agree.
B) Gather mounds of data; because, you can wear them down until they agree.
C) Find reasons for the other party to agree; find common ground and support for your positions; and find a way to connect emotionally with the other party.
D) Plan the negotiation on a date that places extreme time pressure on the other party.

Question 7

One aspect of the theory of cognitive dissonance - that people perceive messages as more similar to prior attitudes than they are in reality -- is similar to what other psychological theory?

A) Attribution theory.
B) Disconfirmation bias.
C) False consensus bias.
D) Negativity bias.

Question 8

One difference between the general theory of attribution and social judgment theory is:

A) Social judgment theory is based on the premise that people are unaware of their attitudes; while, attribution theory assumes people are aware of their cognitive processes addressed in the theory.
B) Attribution theory holds that the cognitive processing involved with seeking valid opinions is largely unconscious; while, social judgment theory assumes people are aware of their attitude and consciously determine changes.
C) Attribution theory addresses individual cognition; and, social judgment theory addresses group decision processes.
D) None of the above.

Question 9

Select the statement or statements below that are NOT true.

A) Some portion of the latitude of commitment constitutes a latitude of acceptance.
B) Some portion of the latitude of commitment constitutes a latitude of rejection.
C) Attitudes perceived to be the same or similar to attitudes already held are likely to be accepted.
D) It is hardest to persuade someone who has no prior opinion at all.

Question 10

Which of the following statements best describes what it means to gather ACES in preparation for negotiation?

A) Play a game of poker to test your current luck before you negotiate.
B) You must find and advance a benefit for the other party.
C) You must focus on what you want to win, as in a game.
D) None of the above.