Deck 8: Negotiation Power and Persuasion

Question 1

Within the context of negotiation, information is perhaps the rarest source of power.

Answer 1

False

Question 2

All of the following terms accurately describe power, except:

A) It is static
B) It is situational
C) It is fluid
D) It is derived from many sources

Answer 2

A

Question 3

Two major sources of power based on position in an organization: (1) legitimate power and (2) power based on control of resources.

Answer 3

True

Question 4

Culture -both organizational and national- often translates into deeply embedded structural inequalities in a society.

Question 5

One of the major sources of power, relationship-based power, can be defined as power that is derived from the context, situation, or environment in which negotiations take place.

Question 6

Information as a source of power is:

A) power derived from being located in a particular position in an organizational or communication structure.
B) the accumulation and presentation of data to change the other person's point of view or position on an issue.
C) the accumulation of money, raw material, manpower, time, or equipment which can be used to create incentives for other people to comply, or as threats and punishments if they do not comply.
D) an acknowledged accumulation of information, or mastery of a body of information, on a particular problem or issue.

Question 7

If enough people begin to distrust the authority or discredit its legitimacy, they will begin to defy it and thereby undermine its potential as a source of power.

Question 8

Organizational and national cultures are both descriptors of contextual power.

Question 9

Negotiators who don't care about their power will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfying and acceptable outcome.

Question 10

Power is not influenced by circumstance.

Question 11

When agents, constituencies, and external audiences are present in a negotiation, they can become actively involved to formally or informally pressure others as part of the negotiation process.

Question 12

Hierarchical structures determines the "meaning system" of a social environment.

Question 13

Power comes from only a few sources and is rigid.

Question 14

All but one of the following is a major source of power. Which one is not?

A) Relationship-based power.
B) Informational power.
C) Personal power.
D) Position-based power.

Question 15

Expertise power is accorded to those who demonstrate some level of command and mastery of a body of information.

Question 16

The effectiveness of formal authority is derived from the willingness of followers to acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders.

Question 17

Expert power is derived from the ability to assemble and organize information to support the desired position, arguments, or outcomes.

Question 18

Which of the following statements about legitimate power is false?

A) Legitimate power is at the foundation of our social structure.
B) Legitimate power cannot function without obedience.
C) Social structures are inherently inefficient, and this realization creates the basis for legitimate power.
D) Legitimate power is often derived from manipulating other sources of power.

Question 19

Human capital can be described by the available labour supply.

Question 20

Expert power is:

A) derived from the ability to assemble and organize information to support the desired position, arguments, or outcomes.
B) derived from the ability to allocate, dispense, or withhold resources.
C) accorded to those who are seen as having achieved some level of command and mastery of a body of information.
D) derived from occupying a particular job, office, or position in an organizational hierarchy.

Question 21

The intensity of language can be increased through the use of all of the following except:

A) colourful metaphors
B) font size
C) change in intonation
D) swear words

Question 22

All of the following have an effect on the recipient of a persuasive message, except:

A) Aggressiveness
B) Authority
C) Credibility
D) Attractiveness

Question 23

Striking a deal with an opponent who is much smaller than you is called "dancing with elephants."

Question 24

Michael Watkins refers to striking a deal with an opponent much bigger than you as "dancing with _."

A) Hippos
B) Lions
C) Wolves
D) Elephants

Question 25

All of the following can be used to pursue the peripheral route to influence, except:

A) Reward and punishment
B) Social proof
C) Agreeableness
D) Reciprocity

Question 26

Language of a very high intensity is always more effective.

Question 27

Direct behaviours that convince the other side that your arguments are valid and worthy of consideration is a central route approach to persuasion.

Question 28

power is at the foundation of our social structure.

A) Positional
B) Legitimate
C) Expert
D) Referent

Question 29

The central route tends to be rational, cognitive, and based on information.

Question 30

When dealing with high-power parties, how is it possible to "make the other party smaller?"

A) Build momentum through doing deals in sequence
B) Tie your hands by limiting the ways that you can do business or who you can do business with.
C) Attempt to establish multiple relationships and engage in multiple negotiations.
D) Make deals early

Question 31

There are three different routes to persuasion.

Question 32

Striking a deal with an opponent much bigger than you is referred to as what Michael Watkins calls, "dancing with elephants."

Question 33

Expertise power is a(n) source of power.

A) Contextual
B) Informational
C) Relationship-based
D) Position-based

Question 34

Resources are more useful as instruments of power to the extent they are highly valued by participants in the negotiation. Which of the following is not a resource of organizational context?

A) Critical services, in repairs, upkeep, and technical support.
B) Stress, in imposing deadlines, and increasing workloads.
C) Supplies, in the form of materials, components, and parts.
D) Human capital in available labour supply, staff, and temporary help.

Question 35

Legitimate power is a(n) source of power.

A) Position-based
B) Informational
C) Contextual
D) Relationship-based

Question 36

The routes of persuasion are different, but very similar.

Question 37

There are three major issues to consider when constructing a message. Which of the following is NOT one of them?

A) The delivery style of the message
B) The content of the message
C) The perception of the message
D) The structure of the message

Question 38

People will treat others better when they dislike them than when they authentically like them.

Question 39

The peripheral route tends to be grounded in cognitive and technical changes.

Question 40

One way that lower power parties can deal with the big players in business deals and partnerships is by limiting the ways you can do business or who you can do business with and it is an example of one of the following dealings?

A) Make yourself bigger.
B) Constrain yourself.
C) Never do an all-or-nothing deal.
D) Build momentum through doing deals in sequence.

Question 41

How does location in an organization contribute to power?

Question 42

What is the problem of "dancing with elephants"?

Question 43

In very broad terms, what are the four major sources of power?

Question 44

Today car-buying customers can enter negotiation armed with accurate facts and figures about a car. How has the Internet shifted power back to the consumer?

Question 45

How do distractions interfere with the target's ability to think effortfully about the arguments?

Question 46

How does a negotiator "inoculate" him/herself against the other party's arguments?

Question 47

All of the following can assist a listener in resisting the other party's efforts, except:

A) Inoculate yourself against the other's persuasive message.
B) Respecting the superiority in the other party's power.
C) Make a public commitment (or get the other party to make one).
D) Have good alternatives to a negotiated agreement.

Question 48

Why is having a great BATNA a strong source of power?

Question 49

The fact that the first item in a long list of items is the one most likely to be remembered is called:

A) the recency effect
B) the singularity effect
C) the isolation effect
D) the primacy effect

Question 50

What is the norm of reciprocity?

Question 51

One of the most effective ways to get someone to stand firm on a position is:

A) to have them make a public commitment to that position.
B) to reveal any cognitive bias used in the bargaining process.
C) to engage solely in distributive bargaining.
D) to increase their BATNA, while decreasing yours.

Question 52

What is a likely outcome for a negotiator who isn't concerned with power?

Question 53

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

Question 54

Negotiators frequently give very little attention to the other party's opinions and point of view.

Question 55

Name four of the eight strategies Michael Watkins suggests using to deal with the big players in business deals and partnerships.

Question 56

Define legitimate power.

Question 57

Compare and contrast the primacy effect and the recency effect.