Chapter 10: Influence and Negotiation
TRUE/FALSE
1. Influence is convincing people to actually do something.
2. Persuasion is an action that leads to a change in behavior.
3. Cognitive dissonance focuses on communication and the understanding of individuals’ wants, beliefs,
and the problems they need to have solved.
4. Social influence is defined as encouraging a change in behavior that was caused by real or imagined
external pressure.
5. 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.
6. ‘‘We have a consensus, so that should convince this particular individual,’’ is the correct application of
the social proof principle.
7. In an organizational setting when we make purchases, it is helpful to have some expert opinion on
what might be the best product.
8. False praise cannot increase liking by those hearing the praise.
9. There are cultures where negative comments may be even more damaging than in others.
10. Decision makers in organizations have a tendency to escalate their commitments to investments or
decisions that are not working out and should be terminated.
11. It is your commitment, not theirs, that will influence people.
12. In the U.S., gift giving is a legal and established part of the business culture and builds relationships
with clients.
13. Balanced reciprocity basically states that when we are told that we cannot have or do something, then
we want it more.
14. Being overly risk-averse and avoiding making mistakes will lead to trying to do anything.
15. It is not necessary to conduct negotiations in order to influence people.
16. In practice, no strategy can solve every negotiation problem.
17. In any negotiation, one side always has more leverage than the other side.
18. Distributive negotiations are also called ‘‘expanding–pie’’ negotiations.
19. Negotiators need to recognize that unrealistic expectations can include those that are too high or too
low.
20. It is better to accept a deal at a loss than to quit a lengthy negotiation.
21. A reservation price is the absolute bottom price that is acceptable.
22. Reservation prices are most easily defined in complex, integrative negotiations.
23. 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.
24. An impasse means that you and your partner cannot reach an agreement.
25. North Americans are more likely to use a factual approach to negotiating, rather than an emotional
one, appealing to more objective and provable facts.
MULTIPLE CHOICE
1. 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.
2. 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.
3. 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
4. The negative feeling caused by holding two contradictory ideas simultaneously is:
a.
confirmation bias.
b.
attribution theory.
c.
cognitive dissonance.
d.
illusion of control.
5. 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.
6. _____ 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
7. _____ refers to the act of changing one’s behavior in response to a direct request.
a.
Compliance
b.
Groupthink
c.
Deindividuation
d.
Cognitive dissonance
8. _____ 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
9. All of the following are universal principles of influence EXCEPT:
a.
authority.
b.
consistency.
c.
reciprocation.
d.
social loafing.
10. 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
11. Which of the following is also called the expert principle?
a.
Authority
b.
Social proof
c.
Reciprocation
d.
Reactance
12. 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
13. 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
14. _____ 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
15. 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.
16. 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.
17. 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.
18. 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.
19. _____ 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
20. 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.
21. Which of the following is also known as fixed-pie negotiations?
a.
Inventive negotiations
b.
Integrative negotiations
c.
Distributive negotiations
d.
Cooperative negotiations
22. 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.
23. A(n) _____ price is the absolute bottom price that is acceptable.
a.
reservation
b.
relative
c.
opening
d.
bid
24. A(n) _____ means that you and your partner cannot reach an agreement.
a.
ultimatum
b.
impasse
c.
BATNA
d.
cognitive dissonance
25. 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.
ESSAY
1. What is cognitive dissonance?
2. Briefly explain the behavior outcomes deriving from a successful influence attempt.
3. Write a note on the influence principle of consistency.
ANS:
4. Compare and contrast distributive and integrative negotiations.
5. What is BATNA? Explain with an example.
ANS:
6. What is reservation price?
7. Write a note on cross-cultural negotiation.