Question 1

In any negotiation, one side always has more leverage than the other side.

Accepted Answer

Negotiations can be balanced where both sides have equal leverage, or the leverage can shift during the negotiation process.

Question 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.

Accepted Answer

Reciprocation is a well-established principle of influence and has been studied extensively in social psychology. It suggests that people feel obligated to repay others for a helpful or kind gesture, and are therefore more likely to comply with a subsequent request.

Question 3

Distributive negotiations are also called ''expanding-pie'' negotiations.

Accepted Answer

Distributive negotiations are often referred to as "fixed-pie" negotiations because they involve dividing a limited amount of resources, as opposed to "expanding-pie" negotiations, which focus on creating value and expanding the resources available to all parties.

Question 4

In practice, no strategy can solve every negotiation problem.

Accepted Answer

Negotiation problems can be complex and varied, and there are often multiple factors at play. While having a variety of strategies and tactics can help in different situations, it is unlikely that one strategy can provide a solution for every negotiation problem.

Question 5

Cognitive dissonance focuses on communication and the understanding of individuals' wants, beliefs, and the problems they need to have solved.

Accepted Answer

Cognitive dissonance is a psychological concept that refers to the mental discomfort experienced by a person who holds two or more contradictory beliefs, ideas, or values at the same time, or is confronted by new information that conflicts with existing beliefs, ideas, or values. It is not specifically focused on communication or understanding individuals' wants, beliefs, and problems to be solved, but rather on the internal conflict and the attempt to reduce the discomfort by changing attitudes, beliefs, or behaviors.

Question 6

Persuasion is an action that leads to a change in behavior.

Accepted Answer

The answer of Persuasion is an action that leads to...

Question 7

Influence is convincing people to actually do something.

Accepted Answer

Influence refers to the ability to persuade or affect the behavior of others to do something, either by direct or indirect means. So, it is true that influence involves convincing or motivating people to do something.

Question 8

In an organizational setting when we make purchases, it is helpful to have some expert opinion on what might be the best product.

Accepted Answer

Having an expert opinion can help ensure that the product being purchased meets the organization's needs and is of high quality.

Question 9

It is better to accept a deal at a loss than to quit a lengthy negotiation.

Accepted Answer

Whether it is better to accept a deal at a loss than to quit a lengthy negotiation depends on the specific circumstances of the negotiation, including the potential long-term benefits and costs, strategic considerations, and alternative options available. There is no one-size-fits-all answer, and in many cases, accepting a deal at a loss may not be the best decision.

Question 10

It is not necessary to conduct negotiations in order to influence people.

Accepted Answer

Negotiations are just one way to influence people. Other methods include persuasion, coercion, manipulation, and networking, among others.

Question 11

Balanced reciprocity basically states that when we are told that we cannot have or do something, then we want it more.

Accepted Answer

Balanced reciprocity refers to a direct exchange where the giver expects something of equal value in return, not to the psychological reaction of wanting something more when it's forbidden.

Question 12

Being overly risk-averse and avoiding making mistakes will lead to trying to do anything.

Accepted Answer

Being overly risk-averse and avoiding making mistakes will lead to being afraid of trying anything new or taking any risks.

Question 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.

Accepted Answer

This phenomenon is known as the "sunk cost fallacy" and has been observed in various studies and real-world scenarios. It is often driven by psychological factors such as fear of failure or loss aversion.

Question 14

It is your commitment, not theirs, that will influence people.

Accepted Answer

The answer of It is your commitment, not theirs, that...

Question 15

Social influence is defined as encouraging a change in behavior that was caused by real or imagined external pressure.

Accepted Answer

Social influence refers to the effect that the presence, actions, or thoughts of others have on an individual's behavior, thoughts, or attitudes. This influence can be real or imagined, and it can come from different sources such as parents, peers, media, and society at large. Social influence can lead to conformity, compliance, obedience, or resistance, depending on the degree of pressure and the motivation of the individual to conform or deviate from the norm. Thus, social influence plays a crucial role in shaping human behavior and culture.

Question 16

Negotiators need to recognize that unrealistic expectations can include those that are too high or too low.

Accepted Answer

Negotiators need to be aware of unrealistic expectations that are too high, as they may not be achievable, but also those that are too low, as they may not yield the best outcome for their party.

Question 17

In the U.S., gift giving is a legal and established part of the business culture and builds relationships with clients.

Accepted Answer

The answer of In the U.S., gift giving is a...

Question 18

''We have a consensus, so that should convince this particular individual,'' is the correct application of the social proof principle.

Accepted Answer

The correct application of the social proof principle would be to say "There is a consensus among many people, so it is likely that this is the correct idea or action." Social proof is not about convincing an individual by pointing to the consensus, but rather about using the fact that a group of people have accepted something as evidence that it is true or the correct course of action.

Question 19

False praise cannot increase liking by those hearing the praise.

Accepted Answer

False praise can temporarily increase liking by those hearing the praise due to the positivity of the feedback, but it may decrease liking if the insincerity is discovered.

Question 20

There are cultures where negative comments may be even more damaging than in others.

Accepted Answer

In some cultures, such as collectivist cultures like Japan or Korea, there is a greater emphasis on maintaining harmony and avoiding conflict. Negative comments or criticism may be seen as a threat to this harmony and therefore have a greater impact on individuals in these cultures. In contrast, individualistic cultures like the United States may place more value on self-expression and personal opinions, making negative comments less damaging.

Quiz 10: Influence and Negotiation