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Negotiation 101 Practice Test: Basics of Influence 2
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Negotiation 101 Practice Test: Basics of Influence 2
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20 Questions

1. As a person listens to a persuasive argument, part of their attention is devoted to what is being said, but a large portion is also devoted to developing ____________

2. The principle of _______________ suggests that people look to others to determine the correct response in many situations

3. ____________ means repeating in our own words what someone else has said

4. The ____________ route is characterized by subtle cues and context, with less cognitive processing of the message

5. Exchange is the process of offering ____________ to secure the other's compliance and cooperation

6. Persuasion that occurs through the ____________ route is less likely to bring about real attitudechange, is more likely to last a shorter time, and is more vulnerable to counterinfluence

7. 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

8. In mapping the influence landscape, it is important to attend not just to the target of influence, but also to ____________ or coalitions that support the target

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

10. Negotiators who can use active approaches are generally more persuasive than those who don't, since an active approach requires the receiver to exert effort, which leads to involvement, which leads to ____________

11. Emotion combined with ____________ leads to assertiveness and determination

12. The best way to inoculate people against attacks on their position is to involve them in, developing a ____________

13. One of the most effective ways of getting people to stand firm on a position is to have themmake a _______________ to that position

14. ____________ involves enhancing the other's self-image or reputation through our statements or actions, and thus enhancing our own image in the same way

15. 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

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

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

18. In structuring the message, one important thing to emphasize is the ____________ the other party gains from accepting our proposal

19. Source credibility depends mostly on three things: the qualifications of the source, the perceived ____________ of the source, and self-presentation

20. The ____________ effect states that the first item in a long list of items is the one most likely to be remembered

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