Question 1

How can negotiators prevent the other party from making public commitments?

Accepted Answer

A)   emphasize statements of commitment
B)   respond to all statements of commitment
C)   look for a rationale to explain why the commitment does not apply at this time
D)   make pubic commitments of their own
E)   All of the above can be used to prevent the other party from making public commitments.

Question 2

Persuasion occurring through the peripheral route is

Accepted Answer

A)   likely to last a shorter time than central route persuasion.
B)   integrated into existing cognitive structures.
C)   used to determine if the position taken by the source has any merit.
D)   involves thought and integration of the message into the individual's previously existing cognitive structures.
E)   None of the above occurs through the peripheral route of persuasion.

Question 3

How can we reward people for what they say during a negotiation?

Accepted Answer

A)   acknowledge and support a point that they have made
B)   ignore or underplay points that we feel need to be emphasized but which weren't
C)   encourage the other party to develop unfavorable points
D)   accept all concessions and favors without returning any
E)   None of the above tactics can be used to reward people for what they say during a negotiation.

Question 4

What might managers who must support organizational policies with which they disagree do?

Accepted Answer

They may want to inoculate the...

Question 5

When receivers are distracted,they are less able to engage in issue-relevant thinking,and hence may be more susceptible to processing "peripheral" cues which may push them toward a particular choice option.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following statements about persuasive style is false?

Accepted Answer

A)   People learn better and are more likely to change their attitudes and beliefs for the long term when they are actively involved in the process of learning and understanding new material.
B)   Metaphors should not be used as persuasion tools because they can lead the other party to believe that you're filled with "hot air".
C)   People who argue positions that are thought to be counter to their self-interest are generally more persuasive.
D)   Language of relatively low intensity seems to be more effective than highly intense language.
E)   All of the above statements about persuasive style are true.

Question 7

When presenting a two-sided argument,it is more effective to present the preferred argument ____________.

Accepted Answer

The answer of When presenting a two-sided argument,it is more...

Question 8

According to Petty and Cacioppo,the first route to persuasion is referred to as the peripheral route and involves thought and integration of the message into the individual's previously existing cognitive structures.

Accepted Answer

A) True 
 B)False

Question 9

In what way can resources be used in negotiation?

Accepted Answer

A)   as a means to get attention and a means to overcome resistance
B)   through the principles of social proof and the norm of reciprocity
C)   as a BATNA and an exchange tactic
D)   in exchange and pressure tactics
E)   Resources cannot be used in any of the above ways.

Question 10

All but one of the following is an aspect of messages that foster the peripheral route.Which one is not?

Accepted Answer

A)   Message order.
B)   Format.
C)   Distractions.
D)   Source Credibility.
E)   All of the above are aspects of the messages of the peripheral route.

Question 11

Negotiators are frequently ineffective because they respond only to what they ____________ is the other party's statement or proposal.

Accepted Answer

The answer of Negotiators are frequently ineffective because they respond...

Question 12

Negotiators frequently give very little attention to the other party's opinions and point of view.

Accepted Answer

A) True 
 B)False

Question 13

The ____________ route,according to Petty and Cacioppo,is characterized by subtle cues and context,with less cognitive processing of the message.

Accepted Answer

The answer of The ____________ route,according to Petty and Cacioppo,is...

Question 14

When negotiators are on the ____________ end of a proposal,they frequently choose not to talk about the attractive features of an offer but rather to highlight why certain features are undesirable.

Accepted Answer

The answer of When negotiators are on the ____________ end...

Question 15

Research has shown that likability is less important than other credibility factors.

Accepted Answer

A) True 
 B)False

Question 16

People with a reputation for being dishonest or insincere have an extremely easier time in negotiations since their actions are of little consequence to their conscious.

Accepted Answer

A) True 
 B)False

Question 17

When members of an organization feel involved in the decision-making process and perceive that process as fair,they are more likely to accept tough decisions.

Accepted Answer

A) True 
 B)False

Question 18

Establishing your personal expertise is preferred to highlighting differences in positional power,especially if the goal is no just simple short-term ____________,but longer term relational benefits as well.

Accepted Answer

The answer of Establishing your personal expertise is preferred to...

Question 19

What is the philosophy behind the technique of "violating expectations?"

Accepted Answer

People who argue positions that are thou...

Question 20

The principle of ____________ suggests that when things are less available,they will have more influence.

Accepted Answer

The answer of The principle of ____________ suggests that when...

Exam 9: Influence

According to Petty and Cacioppo,the first route to persuasion is referred to as the peripheral route and involves thought and integration of the message into the individual's previously existing cognitive structures.

Correct AnswerverifiedShow Answer

Negotiators frequently give very little attention to the other party's opinions and point of view.

Correct AnswerverifiedShow Answer

Which of the following statements about persuasive style is false?

Correct AnswerverifiedShow Answer

People with a reputation for being dishonest or insincere have an extremely easier time in negotiations since their actions are of little consequence to their conscious.

Correct AnswerverifiedShow Answer

Persuasion occurring through the peripheral route is

Correct AnswerverifiedShow Answer

The principle of ____________ suggests that when things are less available,they will have more influence.

Correct AnswerverifiedShow Answer

Negotiators are frequently ineffective because they respond only to what they ____________ is the other party's statement or proposal.

Correct AnswerverifiedShow Answer

Research has shown that likability is less important than other credibility factors.

Correct AnswerverifiedShow Answer

How can negotiators prevent the other party from making public commitments?

Correct AnswerverifiedShow Answer

How can we reward people for what they say during a negotiation?

Correct AnswerverifiedShow Answer

When presenting a two-sided argument,it is more effective to present the preferred argument ____________.

Correct AnswerverifiedShow Answer

In what way can resources be used in negotiation?

Correct AnswerverifiedShow Answer

When receivers are distracted,they are less able to engage in issue-relevant thinking,and hence may be more susceptible to processing "peripheral" cues which may push them toward a particular choice option.

Correct AnswerverifiedShow Answer

When negotiators are on the ____________ end of a proposal,they frequently choose not to talk about the attractive features of an offer but rather to highlight why certain features are undesirable.

Correct AnswerverifiedShow Answer

What might managers who must support organizational policies with which they disagree do?

Correct AnswerverifiedThey may want to inoculate the...View AnswerShow Answer

Establishing your personal expertise is preferred to highlighting differences in positional power,especially if the goal is no just simple short-term ____________,but longer term relational benefits as well.

Correct AnswerverifiedShow Answer

What is the philosophy behind the technique of "violating expectations?"

Correct AnswerverifiedPeople who argue positions that are thou...View AnswerShow Answer

The ____________ route,according to Petty and Cacioppo,is characterized by subtle cues and context,with less cognitive processing of the message.

Correct AnswerverifiedShow Answer

When members of an organization feel involved in the decision-making process and perceive that process as fair,they are more likely to accept tough decisions.

Correct AnswerverifiedShow Answer

All but one of the following is an aspect of messages that foster the peripheral route.Which one is not?

Correct AnswerverifiedShow Answer

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They may want to inoculate the...
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People who argue positions that are thou...
View Answer

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