Management 434 - Business Negotiation » Spring 2022 » Chapter 08 Quiz

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Question #1
When individuals’ beliefs do not align with their behaviors, the tension that exists is ____________.
A.   Personal dissonance
B.   Cognitive dissonance 
C.   Lack of consensus
D.   Interpersonal conflict
Question #2
The use of _____ is the most effective form of influence across all cultures according to research.
A.   reciprocity
B.   scarcity
C.   coercion
D.   logic 
Question #3
The basis for a “limited edition” offering is ___________ principle?
A.   Scarcity 
B.   Influence
C.   Consensus/Social Proof
D.   Reciprocity
Question #4
When negotiating with someone new, which of the following helps to build trust?
A.   Admitting mistakes
B.   Highlighting commonalities
C.   Being humble
D.   All are correct 
Question #5
_______________ has no influence on one’s credibility.
A.   Locus of control 
B.   Posture
C.   Physical attractiveness
D.   Clothing
Question #6
Strategies for effective persuasion are all of these except?
A.   Consider the effect of timing
B.   Ask for a favor
C.   Push for a unique response 
D.   Consider the effect of context
Question #7
To really understand others’ needs, which of the following skills is necessary?
A.   Establish credibility
B.   Use close-ended questions
C.   Check for understanding 
D.   All are correct
Question #8
What persuasion method or approach was used when you attempted to persuade your significant other to quit smoking, by reminding him/her that several colleagues at his/her workplace have recently quit?
A.   Consensus/Social Proof 
B.   Credibility
C.   Support with logic
D.   Scarcity
Question #9
A method of evoking an automatic “click-whirr” response is:
A.   All are correct
B.   Framing for common ground
C.   Asking for a favor
D.   Appealing to basic instincts 
Question #10
Which component of the ACE model did Evelyn, who has a young child at home, use when she asks her boss if she can telecommute one day a week, reminding her that “other companies that specialize in IT services like ours have similar policies?”
A.   Appropriateness 
B.   None are correct
C.   Consistency
D.   Effectiveness

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