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Negotiation 101 Practice Test: Basics of Influence
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Negotiation 101 Practice Test: Basics of Influence
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25 Questions

1. All but one of the following is an aspect of messages that foster the peripheral route. Which one is not?
2. The effective use of persistence means
3. The norm of reciprocity applies only to favors of the same size.
4. The process of ____________ to a position states that once people have decided something,they can be remarkable persistent in their beliefs.
5. The recency effect
6. When negotiators are on the receiving end of a proposal, they frequently choose not to discuss the undesirable features of the argument, but rather to discuss the attractive features of the offer.
7. Research has shown that likability is less important than other credibility factors.
8. Status gives people visibility, which allows them to get attention and be heard. Where dopeople get their status from among the following criteria?
9. How can negotiators prevent the other party from making public commitments?
10. Children are often considered to be among the worst negotiators because they are sopersistent in pursuing what they want.
11. Persuasion occurring through the peripheral route is
12. People are more likely to repeat behavior that is not rewarded than behavior that is rewarded.
13. In what way can resources be used in negotiation?
14. The norm of reciprocity
15. People with a reputation for being dishonest or insincere have an extremely easier time innegotiations since their actions are of little consequence to their conscious.
16. Which of the following is not an aspect that contributes to persuasion through the central route?
17. Researchers have found that expressing high anger and low compassion toward another ledthe negotiators to
18. In general, two-sided messages are considered to be more effective than one-sidedmessages.
19. Which of the following statements about persuasive style is false?
20. How can we reward people for what they say during a negotiation?
21. The principle of scarcity suggests that people are harder to influence when they feel that theyare obtaining a scarce resource.
22. When members of an organization feel involved in the decision-making process and perceivethat process as fair, they are more likely to accept tough decisions.
23. Why is it important to explore the other party's outlook?
24. What are three major things that a listener can do to resist another's influence efforts?
25. Because of their dramatic nature and the emotional response they evoke, threats are nevertempting to use.

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