Negotiation Persuasion Practice Exam

Question 1 Negotiation Persuasion

What is the importance of internal alignment?

A position is what someone says they want; an interest is the underlying need. Within a team, alignment prevents the other side from playing members off each other. Setting a strict timeline can pressure the other side. A planned way to leave without burning bridges.

Question 2 Negotiation Persuasion

What is the role of fairness?

Market prices, expert opinion, industry norms, legal precedent. Reviewing performance, decisions, and outcomes to learn. Fairness perceptions strongly influence acceptance, even of substantively good deals. Competing, collaborating, compromising, avoiding, accommodating.

Question 3 Negotiation Persuasion

What is unity (Cialdini's 7th principle)?

Repeated exposure increases acceptance (mere exposure effect). People are persuaded by shared identity or "we-ness." Pure rationality isn't enough; perceived fairness matters. Securing agreement, then raising the cost.

Question 4 Negotiation Persuasion

What is the difference between hearing and listening?

A final, non-negotiable offer; risky but can close deals. Claiming you need approval to escalate or delay. Hearing is passive; listening is active comprehension. Three reasons or examples is the most persuasive pattern.

Question 5 Negotiation Persuasion

What is the positive/playful voice?

Two dimensions: concern for self and concern for other; produces 5 styles. The default voice, encouraging cooperation. Empathy first, build rapport, slow tactical communication, change behavior, then influence. Anticipating objections lets you address them preemptively.

Question 6 Negotiation Persuasion

What is feel-felt-found method?

Acknowledge feeling, share that others felt similar, share what was found. Opening with an aggressive price to anchor and leave room. Assuming others know what you know. The smallest change perceivable; useful for incremental concessions.

Question 7 Negotiation Persuasion

What is the importance of follow-up?

Phrasing requests as if agreement is expected. Confirming details after the meeting prevents misunderstandings. Home turf, comfort, room dynamics all shape outcomes. Overestimating how clearly others read your intentions.

Question 8 Negotiation Persuasion

What signals confidence?

Open posture, eye contact, slow movements, even tone. Hidden agendas distort outcomes; openness builds trust. Prioritizing repeated mutual gain over single-deal wins. Rehearsing scenarios builds fluency and resilience.

Question 9 Negotiation Persuasion

What is the importance of "no"?

Visual information persuades more than text alone. A group large enough to prevent agreement. Notes show care, capture detail, and create commitment. "No" starts negotiation, gives the other party a sense of control, and clarifies issues.

Question 10 Negotiation Persuasion

What's a research checklist before negotiation?

Goals, BATNA, ZOPA, market data, counterpart's interests, possible objections. Two dimensions: concern for self and concern for other; produces 5 styles. "You're right" can be dismissive; "that's right" indicates genuine alignment. People defer to authority figures or experts.

Question 11 Negotiation Persuasion

What is the cost of impasse?

Sidestepping attacks by reframing them as joint problems. Treat each move as a choice with explicit options and trade-offs. Reviewing performance, decisions, and outcomes to learn. Lost opportunity plus damaged relationships.

Question 12 Negotiation Persuasion

What is "because" magic word (Langer experiment)?

Even weak reasons increase compliance ("Can I use the copier because…"). Remaining quiet to pressure the other party to fill the void. Scope, terms, deliverables, deadlines, contingencies, signatures. Demonstrating you've heard by paraphrasing or asking follow-ups.

Question 13 Negotiation Persuasion

What is bracketing?

Objective criteria reduce arbitrary haggling. Counter-offering with an extreme on the other side so the midpoint is your target. Remaining quiet to pressure the other party to fill the void. Phrasing requests as if agreement is expected.

Question 14 Negotiation Persuasion

What is the FBI hostage negotiation approach?

Repeated exposure increases acceptance (mere exposure effect). Reminding others they can refuse, which paradoxically increases compliance. Hearing is passive; listening is active comprehension. Empathy first, build rapport, slow tactical communication, change behavior, then influence.

Question 15 Negotiation Persuasion

What is the importance of practice?

Asking for an extreme request first, then a smaller, real one. What's communicated beyond words — tone, body, context. Like any skill, negotiation improves with deliberate practice. A discussion aimed at reaching an agreement between two or more parties with differing interests.

Question 16 Negotiation Persuasion

What is missile diplomacy?

What's communicated beyond words — tone, body, context. Breaking a big demand into smaller pieces to make each easier to accept. Likeability increases compliance and trust. Aggressive opening tactics to set tone.

Question 17 Negotiation Persuasion

What is the value-creation phase?

Exploring options and trades that expand mutual gain. A verbal cue indicating you understand the other side; powerful for agreement. Strong opening backed by strong reasoning. Notes show care, capture detail, and create commitment.

Question 18 Negotiation Persuasion

What is positive framing example?

Things you can take away that they fear losing. It defines your walk-away point and improves your bargaining power. A verbal cue indicating you understand the other side; powerful for agreement. "Half full" rather than "half empty."

Question 19 Negotiation Persuasion

What is reciprocal concession?

Competing, collaborating, compromising, avoiding, accommodating. Hearing is passive; listening is active comprehension. Notes show care, capture detail, and create commitment. After receiving a concession, the other party feels obligated to concede.

Question 20 Negotiation Persuasion

What is lose-lose risk?

Exploring options and trades that expand mutual gain. When breakdowns leave both worse off than the BATNAs. Within a team, alignment prevents the other side from playing members off each other. Winning an auction by overpaying due to overestimation.

Question 21 Negotiation Persuasion

What is a hard close?

Direct push for commitment. Setting an initial reference point that influences subsequent offers. A calm, slow, downward-inflected voice projecting authority. Frame your offer to highlight what the other side stands to lose by not agreeing.

Question 22 Negotiation Persuasion

What is foot-in-the-door technique?

Citing a boss or rule to deflect blame for not conceding. Hearing is passive; listening is active comprehension. A neutral third party who facilitates agreement. Asking for a small commitment first, then a larger one.

Question 23 Negotiation Persuasion

What is logos?

Mediation is facilitative; arbitration is decisional. Appeal to logic and reason. Considering only one option limits value creation. Separate people from the problem; focus on interests, not positions; invent options for mutual gain; insist on objective criteria.

Question 24 Negotiation Persuasion

What is the importance of testing assumptions?

Many breakdowns come from unverified assumptions. Sidestepping attacks by reframing them as joint problems. Persuasion respects autonomy and uses honest appeals; manipulation exploits and deceives. Principled negotiation: firm on interests, soft on people.

Question 25 Negotiation Persuasion

What is the "feel, felt, found" technique?

Strong opening backed by strong reasoning. "I understand how you feel; others have felt the same; what they found is…" A blunt response that often elicits a better offer. Notes show care, capture detail, and create commitment.

Question 26 Negotiation Persuasion

What is hard bargaining?

Asking for small additional concessions after the main deal is set. Appearance affects credibility and authority perceptions. Voss's term for using empathy strategically to influence outcomes. Aggressive tactics aimed at maximum gain, often at relationship cost.

Question 27 Negotiation Persuasion

What is high-low offer?

Opening with an aggressive price to anchor and leave room. The default voice, encouraging cooperation. A reputation for fairness gets you better future deals. People value things more when they help create them.

Question 28 Negotiation Persuasion

What is a reservation price?

Quick decisions, vital issues, when assertiveness is needed. A verbal cue indicating you understand the other side; powerful for agreement. Fairness perceptions strongly influence acceptance, even of substantively good deals. The least favorable terms you would accept before walking away.

Question 29 Negotiation Persuasion

What is anchoring in negotiation?

Setting an initial reference point that influences subsequent offers. An approach focusing on interests, options, criteria, and separating people from the problem. Assuming others know what you know. Winning by a lot can damage relationships and future deals.

Question 30 Negotiation Persuasion

What is authority (Cialdini)?

People defer to authority figures or experts. Substantive (money/terms), procedural (process/respect), relationship. Setting an initial reference point that influences subsequent offers. After receiving a concession, the other party feels obligated to concede.

Question 31 Negotiation Persuasion

What does FBI's behavioral change stairway model include?

A verbal cue indicating you understand the other side; powerful for agreement. A visible reaction to an offer signaling shock. Active listening → empathy → rapport → influence → behavioral change. Bidders submit private bids; highest wins.

Question 32 Negotiation Persuasion

What is the illusion of transparency?

Aristotle's: character, emotion, logic — the three appeals of persuasion. A neutral third party who facilitates agreement. Alternating concessions and demands. Overestimating how clearly others read your intentions.

Question 33 Negotiation Persuasion

How do you build trust?

Adapting tone and approach to the other party's preferences. The least favorable terms you would accept before walking away. Treat each move as a choice with explicit options and trade-offs. Consistent behavior, transparency, keeping promises, fairness.

Question 34 Negotiation Persuasion

What is testimonial?

A satisfied customer's account; powerful social proof. Things you can give the other party that they want. Presenting information in a way that influences perception. Most people don't ask; just asking yields more than half the wins.

Question 35 Negotiation Persuasion

Why is making the first offer often advantageous?

Conciliatory approach prioritizing relationship over outcome. A position is what someone says they want; an interest is the underlying need. It anchors the discussion in your favor. Adding a third option to make another option seem more attractive.

Question 36 Negotiation Persuasion

What is the importance of multiple options?

Generates creative deals and prevents impasses. A reputation for fairness gets you better future deals. Knowing norms prevents missteps and signals respect. Separate people from the problem; focus on interests, not positions; invent options for mutual gain; insist on objective criteria.

Question 37 Negotiation Persuasion

What is positional bargaining?

Bargaining focused on underlying needs, not positions. Setting a strict timeline can pressure the other side. Rapport reduces resistance and increases information sharing. Focusing on stated positions and trading concessions; often inefficient.

Question 38 Negotiation Persuasion

What is loss aversion?

Restating an issue to change its meaning. Exploring options and trades that expand mutual gain. People feel losses more strongly than equivalent gains. When strong emotion overrides rational thinking.

Question 39 Negotiation Persuasion

What is reverse auction?

Buyers competing to offer lowest prices. Locking in too early forfeits opportunities to learn more. Asking with genuine interest, not just to gather ammunition. Sidestepping attacks by reframing them as joint problems.

Question 40 Negotiation Persuasion

What is "negotiation as decision-making"?

Subtly matching another's body language and speech for connection. Treat each move as a choice with explicit options and trade-offs. A response that modifies a previous offer. Position: "I want $50,000." Interest: "I need to cover my mortgage."

Question 41 Negotiation Persuasion

What is tactical empathy?

Asking for an extreme request first, then a smaller, real one. People are persuaded by shared identity or "we-ness." Direct push for commitment. Voss's term for using empathy strategically to influence outcomes.

Question 42 Negotiation Persuasion

What is the limited authority gambit?

Long-term relationships enable repeated, larger value creation. A zero-sum negotiation where parties divide a fixed pie. Claiming you need approval to escalate or delay. A blunt response that often elicits a better offer.

Question 43 Negotiation Persuasion

Why is "you're right" weaker than "that's right"?

Credibility = competence + trustworthiness; both must be conveyed. Best Alternative to a Negotiated Agreement — your fallback if no deal is reached. Acting as if agreement is reached to move forward. "You're right" can be dismissive; "that's right" indicates genuine alignment.

Question 44 Negotiation Persuasion

What is escalation of commitment?

Assuming others know what you know. Doubling down on a decision because of prior investment. Fully concentrating, understanding, and responding to a speaker, often paraphrasing. Counter-offering with an extreme on the other side so the midpoint is your target.

Question 45 Negotiation Persuasion

What is ZOPA?

Zone of Possible Agreement — the range where both parties' acceptable terms overlap. Confirming details after the meeting prevents misunderstandings. A question framed so the other party can say "no" comfortably, often making them more open. A pause to reduce emotional reactivity before continuing.

Question 46 Negotiation Persuasion

What is the IKEA effect?

Adopting expansive postures to feel more confident (effect debated). A bargaining plan starting at 65% of target, then 85%, 95%, 100%. People value things more when they help create them. A question framed so the other party can say "no" comfortably, often making them more open.

Question 47 Negotiation Persuasion

What increases bargaining power?

Strong BATNA, information advantage, time, alternatives, authority. Mediation is facilitative; arbitration is decisional. Making a "best and final" offer first; risky and can backfire. A reputation for fairness gets you better future deals.

Question 48 Negotiation Persuasion

What is silence after asking?

Appeal to credibility/character. Words shape perception ("investment" vs "cost"). Prioritizing repeated mutual gain over single-deal wins. A close tactic: ask for the order, then wait quietly.

Question 49 Negotiation Persuasion

What is the Harvard model's middle ground?

People are more easily persuaded by people they like. Even weak reasons increase compliance ("Can I use the copier because…"). Principled negotiation: firm on interests, soft on people. Setting an initial reference point that influences subsequent offers.

Question 50 Negotiation Persuasion

What is ethical negotiation?

Two dimensions: concern for self and concern for other; produces 5 styles. Negotiation based on honesty, fairness, and respect. A visible reaction to an offer signaling shock. Casting the listener as the hero of a transformation.