Deck 7: Power,Persuasion,and Ethics

Question 1

Persuasion is more likely to occur through the ________ route when the negotiator is distracted or highly emotionally involved in the situation.

A) peripheral
B) sequential
C) indirect
D) central

Answer 1

A

Question 2

A person's prestige,credibility,or likeability determine whether they will be successful when negotiations occur through the ________ route.

A) central
B) sequential
C) peripheral
D) indirect

Answer 2

C

Question 3

Negotiators who are suspicious are less effective at the bargaining table.

Answer 3

False

Question 4

People are risk-averse for losses and risk-seeking when it comes to gains.

Question 5

Generally,high-status individuals seldom talk,even when they know a lot about the topic.

Question 6

Sam is negotiating a contract to purchase raw materials for his company.Which of the following will be his most important source of power during the negotiation?

A) his social status
B) his BATNA
C) his negotiation skills
D) his target and reservation points

Question 7

When the bargaining zone is small,contributions exert a stronger effect on resource allocation than do BATNAs.

Question 8

Potential power is a function of the counterparty's dependence on you.

Question 9

Perceived power is the extent to which negotiators claim benefits from an interaction.

Question 10

Which of the following routes to persuasion is direct,mindful,and information-based?

A) the indirect route
B) the peripheral route
C) the sequential route
D) the central route

Question 11

Which of the following statements is true regarding a BATNA?

A) You should prepare your BATNA after the other party makes their final offer.
B) You should reveal your BATNA early in the negotiation so that the other party will make appropriate concession to their offer.
C) You should asses the other party's BATNA and begin your research even before the negotiations start.
D) You should reveal your BATNA only if the other party reveals their BATNA as this will help in expanding the bargaining zone.

Question 12

Which of the following negotiators will do better in terms of slicing the pie?

A) a negotiator who cultivates and improves his BATNA before the negotiation starts
B) a negotiator who uses a rights-based approach for negotiations
C) a negotiator who reveals his or her own reservation points
D) a negotiator who thinks about the other party's BATNA before the negotiation starts

Question 13

Meg is about to begin negotiations for a sales contract.From her background research she is alerted to the fact that her opponent is an analytical person who focuses on information,facts,and data.According to this information,which of the following routes to persuasion should Meg use during the negotiation?

A) central
B) indirect
C) sequential
D) peripheral

Question 14

In contrast to the peripheral route,little cognitive or mindful work is performed when attempting to persuade someone via the central route.

Question 15

It is important to develop your BATNA before you actually begin the negotiation.This conclusion is based on which of the following assumptions?

A) Your opponent will not reveal his true reservation point.
B) The first offer that falls within the bargaining zone acts as a powerful anchor point in negotiation.
C) Negotiations can breakdown at any point due to a variety of reasons.
D) A negotiation is all about distributing the fixed pie.

Question 16

Richard is negotiating a sales contract for selling printers that are manufactured by his company.He should cultivate his BATNA ________.

A) after the other party makes their opening offer
B) prior to negotiating
C) after identifying the other party's reservation point
D) before the other party makes their final offer

Question 17

Passive misrepresentation occurs when a negotiator does not mention true preferences and allows the other party to arrive at an erroneous conclusion.

Question 18

Which of the following types of power indicates a negotiator's assessment of each party's potential power,which may or may not square with reality?

A) apparent power
B) perceived power
C) potential power
D) realized power

Question 19

Physically attractive people are more effective in getting what they want than are less physically attractive people,independent of their actual skills.

Question 20

Marshaling defense strategies is more difficult in the case of peripheral route persuasion tactics than in the case of central route persuasion tactics.

Question 21

________ is the power that results from managers' access to other people within and outside of their organization.

A) Social capital
B) Reward power
C) Intellectual capital
D) Coercive power

Question 22

Acceptance rates of the second offer are higher when it follows the initial extreme offer.This conclusion is based on which of the following assumptions?

A) The other party will use the interests-based approach for negotiation.
B) The other party will make unilateral concessions.
C) The other party will use the central route to persuasion.
D) The other party has not yet set a well-defined target point.

Question 23

You are about to begin a negotiation and you wish to avoid being a victim of the framing effect.In order to achieve this objective,you should ________.

A) try to maximize the bargaining zone using integrative bargaining strategies
B) determine your reference point prior to entering into the negotiation
C) develop crisis procedures for emergency communication
D) coax the counterparty to reveal his or her BATNA

Question 24

The ________ technique involves making a request after a target person has been shown records of similar others who have already complied.

A) reactance
B) framing
C) list
D) anchoring

Question 25

The three most common secondary status characteristics are ________.

A) age, cultural background, and financial status
B) gender, age, and race
C) gender, rank within the organization, and age
D) race, financial status, and rank within the organization

Question 26

________ refers to the impact subtle cues and information in the environment have on our behavior.

A) Social capital
B) Unconscious priming
C) Pseudostatus effect
D) Self-fulfilling prophesy

Question 27

People with high network power who fill a unique spot within the organizational network by bringing together people,knowledge,and information that would not otherwise be brought together,are called ________.

A) capitalists
B) innovators
C) boundary spanners
D) laggards

Question 28

The reactance technique is also known as the ________ effect.

A) boomerang
B) endowment
C) bandwagon
D) pseudocertainty

Question 29

When a negotiator makes an extreme initial offer and then follows with an offer that appears more reasonable,he or she is attempting to create a ________ effect.

A) bandwagon
B) subadditivity
C) psychological contrast
D) primacy

Question 30

You are negotiating a maintenance contract on behalf of your company.In order to preempt the counterparty's attempts to manipulate your BATNA,the best strategy would be to ________.

A) avoid reciprocating
B) research your BATNA and develop your reservation price before negotiating
C) generate several options, all of equal value and importance for both the parties
D) discuss what may seem to be an implicit or unspoken agenda

Question 31

You are interested in buying a second-hand car.When the agent asks if you are ready to buy a car,you say yes immediately because it does not obligate you to buy a particular car.However,powerful psychological commitment processes begin to operate once you acknowledge yourself to be a "buyer." Which of the following concepts validates this response?

A) the framing effect
B) the consistency principle
C) the anchoring bias
D) the psychological contrast effect

Question 32

Those negotiators who ________ actually feel worse about their outcomes.

A) negotiate a lot of issues
B) cultivate their BATNA before the negotiation
C) pursue the peripheral route to negotiation
D) use the rights-based approach

Question 33

A person's ________ is a primary status characteristic.

A) age
B) ethnicity
C) rank within an organization
D) cultural background

Question 34

Which of the following strategies plays upon people's need to demonstrate consistent behavior?

A) the door-in-the-face technique
B) the foot-in-the-door technique
C) the rejection-then-retreat technique
D) the sweetening the deal technique

Question 35

Which of the following is a secondary status characteristic?

A) a person's rank within an organization
B) the number of supervisors in that person's unit
C) a person's ethnicity
D) a person's various titles and degrees

Question 36

Which of the following statements is true about pseudostatus characteristics?

A) During a negotiation, women have more influence than men.
B) Pseudostatus characteristics are legitimate markers of status.
C) Although pseudostatus characteristics are not legitimate markers of status, people treat them as though they are.
D) Pseudostatus characteristics rarely exert any effect on the negotiation.

Question 37

According to the social proof principle,________.

A) we tend to search for or interpret information in a way that confirms our preconceptions
B) we have a tendency to reject new evidence that contradicts an established paradigm
C) we tend to overestimate the likelihood of negative things happening to us
D) we look to the behavior of others to determine what is desirable, appropriate, and correct

Question 38

You are negotiating a sales contract for your company.During the negotiation,your opponent asks for a very large concession or favor from you which you are most likely to refuse.When you refuse the request,the negotiator makes a much smaller request,which is the option he or she wanted all along.Which of the following techniques of negotiation is being used by your opponent?

A) sweetening the deal technique
B) foot-in-the-door
C) door-in-the-face technique
D) reactance

Question 39

The best way to avoid making unilateral concessions is to ________.

A) use the peripheral route to persuasion
B) reveal your reservation point during the negotiation
C) make the opening offer so that it becomes the anchoring point
D) generate several options to present to the other party

Question 40

Secondary status characteristics are also called ________ characteristics.

A) pseudostatus
B) implied
C) perceived
D) apparent

Question 41

Discuss primary and the secondary status characteristics.

Question 42

Discuss the door-in-the-face technique of persuasion.

Question 43

The door-in-the face technique is also called ________ tactic.

A) reactance
B) foot-in-the-door
C) that's-not-all
D) rejection-then-retreat

Question 44

Which of the following statements is true about negotiators who are higher in power?

A) They change their behavior to fit the situation.
B) They are less likely to act in a risk-seeking fashion.
C) They are more likely to divulge their interests in a negotiation.
D) They tend to be more accurate about the situation.

Question 45

In which of the following situations is a negotiator most likely to lie?

A) when the other party has more power
B) when he dislikes the other party
C) when he thinks the other party is lying
D) when the situation is purely distributive

Question 46

People view themselves and their actions much more favorably than others view them.This is called ________.

A) bounded rationality
B) the illusion of superiority
C) bounded ethicality
D) the illusion of control

Question 47

Which of the following is an unethical traditional competitive bargaining behavior?

A) using a rights-based approach during the negotiation
B) making very high or low opening offers
C) making your opening offer your final offer
D) giving out false information about your reservation point

Question 48

Bounded ethicality refers to ________.

A) the tendency of people to view themselves and their actions much more favorably than others view them
B) the belief of people that they have more control over events than they really do
C) the tendency of people to be overconfident about their knowledge
D) the limits of people to make ethical decisions because they are either unaware or fail to fully and deliberately process information

Question 49

In which of the following situations is a negotiator least likely to lie?

A) when the situation is purely distributive
B) when there is no potential for a long term relationship
C) when he dislikes the other party
D) when the other party has more power

Question 50

Sweetening the deal refers to the ________ technique.

A) foot-in-the-door
B) that's-not-all
C) rejection-then-retreat
D) door-in-the-face