Deck 10: Influence and Negotiation

ملء الشاشة (f)
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سؤال
In any negotiation, one side always has more leverage than the other side.
استخدم زر المسافة أو
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لقلب البطاقة.
سؤال
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.
سؤال
Distributive negotiations are also called ''expanding-pie'' negotiations.
سؤال
In practice, no strategy can solve every negotiation problem.
سؤال
Cognitive dissonance focuses on communication and the understanding of individuals' wants, beliefs, and the problems they need to have solved.
سؤال
Persuasion is an action that leads to a change in behavior.
سؤال
Influence is convincing people to actually do something.
سؤال
In an organizational setting when we make purchases, it is helpful to have some expert opinion on what might be the best product.
سؤال
It is better to accept a deal at a loss than to quit a lengthy negotiation.
سؤال
It is not necessary to conduct negotiations in order to influence people.
سؤال
Balanced reciprocity basically states that when we are told that we cannot have or do something, then we want it more.
سؤال
Being overly risk-averse and avoiding making mistakes will lead to trying to do anything.
سؤال
Decision makers in organizations have a tendency to escalate their commitments to investments or decisions that are not working out and should be terminated.
سؤال
It is your commitment, not theirs, that will influence people.
سؤال
Social influence is defined as encouraging a change in behavior that was caused by real or imagined external pressure.
سؤال
Negotiators need to recognize that unrealistic expectations can include those that are too high or too low.
سؤال
In the U.S., gift giving is a legal and established part of the business culture and builds relationships with clients.
سؤال
''We have a consensus, so that should convince this particular individual,'' is the correct application of the social proof principle.
سؤال
False praise cannot increase liking by those hearing the praise.
سؤال
There are cultures where negative comments may be even more damaging than in others.
سؤال
North Americans are more likely to use a factual approach to negotiating, rather than an emotional one, appealing to more objective and provable facts.
سؤال
_____ involves changing one's behavior to match the responses or actions of others, to fit in with those in proximity.

A) Groupthink
B) Conformity
C) Social loafing
D) Obedience
سؤال
_____ refers to the act of changing one's behavior in response to a direct request.

A) Compliance
B) Groupthink
C) Deindividuation
D) Cognitive dissonance
سؤال
All of the following are universal principles of influence EXCEPT:

A) authority.
B) consistency.
C) reciprocation.
D) social loafing.
سؤال
A reservation price is the absolute bottom price that is acceptable.
سؤال
Which of the following is a model of persuasion that views the most direct cause of persuasion as the self-talk of the target audience, not the persuasion method itself or its deliverer?

A) Cognitive response model
B) Porter's Five Forces model
C) Heuristic-systematic model
D) Analyzed path model
سؤال
Scarcity:

A) is an effective influencer because people want to avoid any feeling of regret over missing out on something.
B) is a principle of influence that indicates how people are influenced by showing how their previous statements fit with a request.
C) is an effective influencer because people often look for some kind of external validation before they make a decision.
D) is a principle of influence that states people are more likely to want to do something if they believe that many others are buying the same product.
سؤال
_____ 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.

A) Social validation
B) Consensus
C) Reactance
D) Reciprocation
سؤال
Persuasion:

A) is seeking to change people's perception.
B) is convincing people to actually do something.
C) is an action that leads to a change in behavior.
D) is a change in a private attitude resulting from the receipt of a message.
سؤال
Salespeople understand this influence principle and will ask a prospective buyer questions about their preferences and values and then remind them of how their preferences fit the product.

A) Consensus
B) Liking
C) Consistency
D) Scarcity
سؤال
Research shows that people are more willing to buy insurance from agents who are similar to them in age and political and social preferences, including liking similar brands of beverages and cigarettes. This is an example of which universal principle of influence?

A) Authority
B) Liking
C) Reactance
D) Consensus
سؤال
If you can cast your negotiations in terms of helping the other side not miss out on some benefit, that is usually a more effective frame.
سؤال
Reservation prices are most easily defined in complex, integrative negotiations.
سؤال
The negative feeling caused by holding two contradictory ideas simultaneously is:

A) confirmation bias.
B) attribution theory.
C) cognitive dissonance.
D) illusion of control.
سؤال
Which of the following is also called the expert principle?

A) Authority
B) Social proof
C) Reciprocation
D) Reactance
سؤال
According to the text, most firms tend to emphasize all of the following EXCEPT:

A) how fast the product is.
B) how well the product works.
C) how many features the product has.
D) how the product can solve your problems.
سؤال
Which of the following principles do marketers employ in claiming that their products are the fastest growing selling in the market, and by using phrases like, ''Do not miss the action and excitement your friends are experiencing''?

A) Expert principle
B) Social proof principle
C) Reactance principle
D) Reciprocation principle
سؤال
_____ is a special type of compliance that involves changing one's behavior in response to a directive from an authority figure.

A) Social loafing
B) Confidentiality
C) Obedience
D) Cognitive dissonance
سؤال
Influence:

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.
سؤال
An impasse means that you and your partner cannot reach an agreement.
سؤال
_____ basically states that when we are told that we cannot have or do something, then we want it more.

A) Reactance
B) Reciprocation
C) Balanced reciprocity
D) Generalized reciprocity
سؤال
A(n) _____ price is the absolute bottom price that is acceptable.

A) reservation
B) relative
C) opening
D) bid
سؤال
Which of the following statements about the authority principle is true?

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.
سؤال
Integrative negotiations:

A) award more of the pie to the stronger side.
B) require a minimum of one item to be integrative.
C) are those in which opposing negotiators are concerned only with how the fixed pie will be divided.
D) expand the range of items of interest in a negotiation and thus make the deal bigger.
سؤال
What is BATNA? Explain with an example.
سؤال
What is cognitive dissonance?
سؤال
Compare and contrast distributive and integrative negotiations.
سؤال
What is reservation price?
سؤال
In terms of reciprocation in the United States:

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.
سؤال
Russian negotiators:

A) do not feel limited by time or authority.
B) are thought to use more emotional appeals.
C) are more likely to use an axiomatic approach to negotiating.
D) are known to make more concessions than their counterparts.
سؤال
Securing a promise of an immediate return for a favor done or a gift given is called:

A) generalized reciprocity.
B) moral reciprocity.
C) negative reciprocity.
D) balanced reciprocity.
سؤال
Starting out by asking for a high price in negotiations works in some cultures, such as in:

A) Finland.
B) China.
C) Denmark.
D) the United Kingdom.
سؤال
Which of the following is also known as fixed-pie negotiations?

A) Inventive negotiations
B) Integrative negotiations
C) Distributive negotiations
D) Cooperative negotiations
سؤال
A(n) _____ means that you and your partner cannot reach an agreement.

A) ultimatum
B) impasse
C) BATNA
D) cognitive dissonance
سؤال
Write a note on cross-cultural negotiation.
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ملء الشاشة (f)
exit full mode
Deck 10: Influence and Negotiation
1
In any negotiation, one side always has more leverage than the other side.
False
2
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.
True
3
Distributive negotiations are also called ''expanding-pie'' negotiations.
False
4
In practice, no strategy can solve every negotiation problem.
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k this deck
5
Cognitive dissonance focuses on communication and the understanding of individuals' wants, beliefs, and the problems they need to have solved.
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6
Persuasion is an action that leads to a change in behavior.
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7
Influence is convincing people to actually do something.
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8
In an organizational setting when we make purchases, it is helpful to have some expert opinion on what might be the best product.
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افتح القفل للوصول البطاقات البالغ عددها 55 في هذه المجموعة.
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k this deck
9
It is better to accept a deal at a loss than to quit a lengthy negotiation.
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10
It is not necessary to conduct negotiations in order to influence people.
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11
Balanced reciprocity basically states that when we are told that we cannot have or do something, then we want it more.
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12
Being overly risk-averse and avoiding making mistakes will lead to trying to do anything.
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13
Decision makers in organizations have a tendency to escalate their commitments to investments or decisions that are not working out and should be terminated.
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14
It is your commitment, not theirs, that will influence people.
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15
Social influence is defined as encouraging a change in behavior that was caused by real or imagined external pressure.
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16
Negotiators need to recognize that unrealistic expectations can include those that are too high or too low.
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17
In the U.S., gift giving is a legal and established part of the business culture and builds relationships with clients.
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k this deck
18
''We have a consensus, so that should convince this particular individual,'' is the correct application of the social proof principle.
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19
False praise cannot increase liking by those hearing the praise.
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20
There are cultures where negative comments may be even more damaging than in others.
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21
North Americans are more likely to use a factual approach to negotiating, rather than an emotional one, appealing to more objective and provable facts.
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افتح القفل للوصول البطاقات البالغ عددها 55 في هذه المجموعة.
فتح الحزمة
k this deck
22
_____ involves changing one's behavior to match the responses or actions of others, to fit in with those in proximity.

A) Groupthink
B) Conformity
C) Social loafing
D) Obedience
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افتح القفل للوصول البطاقات البالغ عددها 55 في هذه المجموعة.
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k this deck
23
_____ refers to the act of changing one's behavior in response to a direct request.

A) Compliance
B) Groupthink
C) Deindividuation
D) Cognitive dissonance
فتح الحزمة
افتح القفل للوصول البطاقات البالغ عددها 55 في هذه المجموعة.
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k this deck
24
All of the following are universal principles of influence EXCEPT:

A) authority.
B) consistency.
C) reciprocation.
D) social loafing.
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25
A reservation price is the absolute bottom price that is acceptable.
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افتح القفل للوصول البطاقات البالغ عددها 55 في هذه المجموعة.
فتح الحزمة
k this deck
26
Which of the following is a model of persuasion that views the most direct cause of persuasion as the self-talk of the target audience, not the persuasion method itself or its deliverer?

A) Cognitive response model
B) Porter's Five Forces model
C) Heuristic-systematic model
D) Analyzed path model
فتح الحزمة
افتح القفل للوصول البطاقات البالغ عددها 55 في هذه المجموعة.
فتح الحزمة
k this deck
27
Scarcity:

A) is an effective influencer because people want to avoid any feeling of regret over missing out on something.
B) is a principle of influence that indicates how people are influenced by showing how their previous statements fit with a request.
C) is an effective influencer because people often look for some kind of external validation before they make a decision.
D) is a principle of influence that states people are more likely to want to do something if they believe that many others are buying the same product.
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k this deck
28
_____ 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.

A) Social validation
B) Consensus
C) Reactance
D) Reciprocation
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فتح الحزمة
k this deck
29
Persuasion:

A) is seeking to change people's perception.
B) is convincing people to actually do something.
C) is an action that leads to a change in behavior.
D) is a change in a private attitude resulting from the receipt of a message.
فتح الحزمة
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k this deck
30
Salespeople understand this influence principle and will ask a prospective buyer questions about their preferences and values and then remind them of how their preferences fit the product.

A) Consensus
B) Liking
C) Consistency
D) Scarcity
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31
Research shows that people are more willing to buy insurance from agents who are similar to them in age and political and social preferences, including liking similar brands of beverages and cigarettes. This is an example of which universal principle of influence?

A) Authority
B) Liking
C) Reactance
D) Consensus
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32
If you can cast your negotiations in terms of helping the other side not miss out on some benefit, that is usually a more effective frame.
فتح الحزمة
افتح القفل للوصول البطاقات البالغ عددها 55 في هذه المجموعة.
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k this deck
33
Reservation prices are most easily defined in complex, integrative negotiations.
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فتح الحزمة
k this deck
34
The negative feeling caused by holding two contradictory ideas simultaneously is:

A) confirmation bias.
B) attribution theory.
C) cognitive dissonance.
D) illusion of control.
فتح الحزمة
افتح القفل للوصول البطاقات البالغ عددها 55 في هذه المجموعة.
فتح الحزمة
k this deck
35
Which of the following is also called the expert principle?

A) Authority
B) Social proof
C) Reciprocation
D) Reactance
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36
According to the text, most firms tend to emphasize all of the following EXCEPT:

A) how fast the product is.
B) how well the product works.
C) how many features the product has.
D) how the product can solve your problems.
فتح الحزمة
افتح القفل للوصول البطاقات البالغ عددها 55 في هذه المجموعة.
فتح الحزمة
k this deck
37
Which of the following principles do marketers employ in claiming that their products are the fastest growing selling in the market, and by using phrases like, ''Do not miss the action and excitement your friends are experiencing''?

A) Expert principle
B) Social proof principle
C) Reactance principle
D) Reciprocation principle
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k this deck
38
_____ is a special type of compliance that involves changing one's behavior in response to a directive from an authority figure.

A) Social loafing
B) Confidentiality
C) Obedience
D) Cognitive dissonance
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k this deck
39
Influence:

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.
فتح الحزمة
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40
An impasse means that you and your partner cannot reach an agreement.
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41
_____ basically states that when we are told that we cannot have or do something, then we want it more.

A) Reactance
B) Reciprocation
C) Balanced reciprocity
D) Generalized reciprocity
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42
A(n) _____ price is the absolute bottom price that is acceptable.

A) reservation
B) relative
C) opening
D) bid
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k this deck
43
Which of the following statements about the authority principle is true?

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.
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k this deck
44
Integrative negotiations:

A) award more of the pie to the stronger side.
B) require a minimum of one item to be integrative.
C) are those in which opposing negotiators are concerned only with how the fixed pie will be divided.
D) expand the range of items of interest in a negotiation and thus make the deal bigger.
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45
What is BATNA? Explain with an example.
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46
What is cognitive dissonance?
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47
Compare and contrast distributive and integrative negotiations.
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48
What is reservation price?
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49
In terms of reciprocation in the United States:

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.
فتح الحزمة
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فتح الحزمة
k this deck
50
Russian negotiators:

A) do not feel limited by time or authority.
B) are thought to use more emotional appeals.
C) are more likely to use an axiomatic approach to negotiating.
D) are known to make more concessions than their counterparts.
فتح الحزمة
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فتح الحزمة
k this deck
51
Securing a promise of an immediate return for a favor done or a gift given is called:

A) generalized reciprocity.
B) moral reciprocity.
C) negative reciprocity.
D) balanced reciprocity.
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فتح الحزمة
k this deck
52
Starting out by asking for a high price in negotiations works in some cultures, such as in:

A) Finland.
B) China.
C) Denmark.
D) the United Kingdom.
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k this deck
53
Which of the following is also known as fixed-pie negotiations?

A) Inventive negotiations
B) Integrative negotiations
C) Distributive negotiations
D) Cooperative negotiations
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54
A(n) _____ means that you and your partner cannot reach an agreement.

A) ultimatum
B) impasse
C) BATNA
D) cognitive dissonance
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افتح القفل للوصول البطاقات البالغ عددها 55 في هذه المجموعة.
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55
Write a note on cross-cultural negotiation.
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افتح القفل للوصول البطاقات البالغ عددها 55 في هذه المجموعة.
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افتح القفل للوصول البطاقات البالغ عددها 55 في هذه المجموعة.