Books Flashcards
What is the principle of reciprocity in negotiation?
The principle of reciprocity suggests that people feel obligated to return favors or concessions made by others.
True or False: Anchoring is a psychological trick that involves setting a reference point for negotiation.
True
Fill in the blank: The _____ effect refers to the tendency of people to favor the first piece of information they receive.
anchoring
What is the ‘foot-in-the-door’ technique?
The ‘foot-in-the-door’ technique is a persuasion strategy where a small request is made first to increase the likelihood of agreeing to a larger request later.
Which psychological principle involves creating a sense of urgency to influence decisions?
Scarcity
True or False: The ‘door-in-the-face’ technique involves making a large request that is likely to be refused, followed by a smaller request.
True
What does ‘social proof’ refer to in the context of persuasion?
Social proof refers to the phenomenon where people look to the actions and behaviors of others to determine their own.
Multiple Choice: Which of the following is NOT a common psychological trick for negotiation? A) Reciprocity B) Scarcity C) Isolation D) Commitment
C) Isolation
What is the ‘commitment and consistency’ principle?
The commitment and consistency principle states that once people commit to something, they are more likely to follow through with it to maintain consistency.
True or False: Emotional appeals are often more effective than logical appeals in persuasion.
True
What role does body language play in negotiation?
Body language can convey confidence, openness, and trustworthiness, influencing the negotiation process.
Fill in the blank: The _____ principle suggests that people are more likely to comply with requests made by individuals they like.
liking
What is ‘framing’ in negotiation?
Framing is the way information is presented, which can significantly affect how it is perceived and the decisions made.
Multiple Choice: Which of the following techniques involves changing the context to make an option more appealing? A) Framing B) Scarcity C) Reciprocity D) Commitment
A) Framing
What does the term ‘manipulation’ imply in the context of influence?
Manipulation implies using deceptive or unethical tactics to influence others for personal gain.
True or False: People are less likely to be influenced by a source they perceive as an expert.
False
What is the ‘authority’ principle in persuasion?
The authority principle states that people are more likely to follow the advice or direction of someone they perceive as an authority figure.
Fill in the blank: The _____ effect occurs when people feel more comfortable making a decision based on the consensus of a group.
bandwagon
What is the significance of ‘active listening’ in negotiation?
Active listening helps to build rapport, demonstrate understanding, and facilitate more effective communication.
Multiple Choice: Which psychological principle suggests that people are more likely to agree to a request if they have already agreed to a smaller request? A) Reciprocity B) Commitment C) Scarcity D) Authority
B) Commitment
