Deck 8: Power & influence: Changing others’ attitudes and behaviors

Question 1

Distractions:

A)Are an unethical tactic used sometimes during distributive negotiations.
B)Hinder influence attempts the most when people would normally be processing information along the indirect route.
C)Are irrelevant explanations.
D)Are similar in nature to noise.

Answer 1

D

Question 2

You are looking for a job although you still have a job.The fact that you have a job to fall back on if you are not offered the salary and benefits that you want is a source of power.

Answer 2

True

Question 3

Bill is not the most persuasive of speakers,but he makes people feel good and they like him.His charisma helps him optimize his gains during a negotiation.Bill uses his:

A)Legitimate power.
B)Coercive power.
C)Referent power.
D)Expert power.

Answer 3

C

Question 4

Engaging in a dialogue prior to making a request increases the probability that parties will make concessions.

Question 5

When you expect the other party to make a concession after you make a concession,you are relying on the principle of :

A)Consistency.
B)Relativity.
C)Reciprocity.
D)Social proof.

Question 6

When the personal relevance of and personal responsibility for evaluating a message is high,people are :

A)Motivated to evaluate the message consciously and actively.
B)Not motivated to evaluate the message consciously or actively.
C)Likely to disregard the message.
D)Unable to evaluate the message.

Question 7

A supervisor uses discretionary funds to give a restaurant gift certificate to an employee who did an outstanding job on a difficult project.Which type of power did the supervisor use?

A)Legitimate power.
B)Referent power.
C)Reward power.
D)Expert power.

Question 8

When negotiating with someone who has considerably more power than you,you are better off using distributive as opposed to integrative negotiation tactics.

Question 9

Which one of the following statements is not a myth about power?

A)Power is fixed (it cannot be increased).
B)Power flows top down through the chain of command.
C)Asserting power requires competitiveness.
D)Information (as long as it is accurate and relevant)increases power.

Question 10

The peripheral route to influencing others:

A)Requires mental effort.
B)Avoids mental shortcuts.
C)Occurs mainly at the conscious level.
D)Occurs mainly at the unconscious level.

Question 11

When your objective is to get the other party to make a series of concessions,you are likely to be most effective in obtaining what you want if you:

A)Ask for the smaller concessions first and build up to the larger,then largest concessions.
B)Ask for the largest concession first.
C)Reject then retreat.
D)The contrast principle.

Question 12

If you are trying to convince consumers to buy your company's brand of washing machine you will be most persuasive if you:

A)Point out the flaws in your competitors' washing machines.
B)Acknowledge the merits of your competitors' washing machines and then explain why the machine you are selling is even better.
C)Point out the merits of your competitor's washing machine.
D)Simply explain why the machine you are selling is top rated.

Question 13

"This is as high as I can go" and "Here's something you need to know" are examples of:

A)Coercive power.
B)Language intensity.
C)Strong language.
D)Intimidation.

Question 14

The concept of "power over" reflects an integrative view of negotiation.

Question 15

People may be influenced consciously or unconsciously.

Question 16

The marketers of a new brand of laundry detergent decide to sell the detergent in small,medium and large sizes.Then they decide to calculate the largest profit margin on the medium size because,according to the contrast principle:

A)When given three choices,most people choose the middle one.
B)You get what you pay for.
C)People know what they want until they see it in context.
D)People are good at comparing items that lack comparability.

Question 17

"I will walk out of this negotiation if we do not come to an agreement in thirty minutes" is an example of:

A)An implicit threat.
B)An explicit threat.
C)An angry threat.
D)An empty threat.

Question 18

The chairman of the United States Federal Reserve Board said in a television interview that he was optimistic about the economy,and stock markets rose worldwide the next day.This is an example of:

A)Legitimate power.
B)Coercive power.
C)Referent power.
D)Expert power.

Question 19

Which of the following statements is true?

A)Repeating a credible message two or three times is probably more influential than repeating it six or seven times.
B)Repeating a credible message six or seven times is probably more influential than repeating it two or three times.
C)Repeating a weak message two or three times is probably more influential than repeating it six or seven times.
D)Repeating a weak message six or seven times is probably more influential than repeating it two or three times.

Question 20

The reject then retreat tactic works because of:

A)Explanations and dialogue.
B)The contrast and relativity principles.
C)The contrast and reciprocity principles.
D)Commitment and consistency.

Question 21

What are the six personal sources of power and two situational sources of power? Why is power important to have in a negotiation?

Question 22

It is not necessary to increase your power unless you want to exploit the other party.

Question 23

Decision-making errors and influence tactics are related to one another.

Question 24

Testimonials work because of the reciprocity principle.

Question 25

What steps can negotiators take to increase their power when they are negotiating with inferior power?

Question 26

Evidence suggests that attractive negotiators are more effective at influencing the other party when they do not disclose their intention to do so,and unattractive negotiators are more persuasive when they are upfront about their intention to influence the negotiator.

Question 27

What tactics can negotiators use to motivate and enable other negotiators to use the direct information processing route to evaluating their messages?

Question 28

Thorough preparation helps protect negotiators against being influenced when they do not want to be influenced.