CBN Persuasion & Influence Techniques — Questions and Answers
Question 1: According to Cialdini's principles of influence, a negotiator who opens by sharing useful market data at no obligation before making a proposal is primarily leveraging:
- Scarcity
- Authority
- Reciprocity (Correct answer)
- Commitment and consistency
Correct answer: Reciprocity
Reciprocity is the deeply ingrained social norm that people feel obligated to return favors. By providing value first (market data, research, introductions), the negotiator creates a psychological debt that makes the counterpart more likely to respond cooperatively to the subsequent proposal.
Question 2: A negotiator says, 'We've finalized terms with two other firms this week under similar conditions.' Which influence principle is being applied?
- Liking
- Social proof (Correct answer)
- Authority
- Scarcity
Correct answer: Social proof
Social proof relies on the human tendency to look at others' behavior as a guide for our own decisions. Citing that peer organizations have accepted similar terms reduces perceived risk and signals that the deal is reasonable and widely accepted.
Question 3: The persuasion technique of 'foot-in-the-door' works in negotiation because it exploits which psychological principle?
- Loss aversion — agreeing to a small request creates fear of losing the relationship
- Commitment and consistency — people feel internal pressure to stay aligned with prior agreements (Correct answer)
- Reciprocity — the negotiator feels obligated after the counterpart makes the initial request
- Scarcity — limited availability of the opportunity increases compliance
Correct answer: Commitment and consistency — people feel internal pressure to stay aligned with prior agreements
Once a person agrees to a small initial request, they tend to view themselves as the type of person who cooperates on this issue, creating pressure to remain consistent with that self-image when larger requests follow. This is the commitment-and-consistency principle at work.
Question 4: A negotiator presenting credentials, published research, and industry awards before beginning substantive discussions is primarily using which influence lever?
- Liking
- Scarcity
- Authority (Correct answer)
- Social proof
Correct answer: Authority
Authority signals expertise and credibility, which causes counterparts to give greater weight to proposals and assessments. Establishing authority upfront through credentials and track record makes subsequent positions more persuasive and harder to dismiss.
Question 5: Creating a sense of urgency by noting that a pricing offer is only valid until end of quarter is an application of the influence principle of:
- Commitment and consistency
- Reciprocity
- Scarcity (Correct answer)
- Liking
Correct answer: Scarcity
Scarcity increases perceived value and urgency by limiting the time or quantity available. A deadline on a favorable price activates the fear of missing out, motivating faster decisions. This is a legitimate persuasion technique when the scarcity is genuine.
Question 6: Which of the following BEST describes the ethical boundary between legitimate persuasion and manipulation in negotiation?
- Persuasion uses emotional appeals; manipulation uses only logical arguments
- Persuasion presents accurate information and genuine value to influence decisions; manipulation uses deception or exploits psychological weaknesses dishonestly (Correct answer)
- Manipulation is acceptable in competitive negotiations but not in collaborative ones
- Persuasion requires the counterpart's explicit consent; manipulation does not
Correct answer: Persuasion presents accurate information and genuine value to influence decisions; manipulation uses deception or exploits psychological weaknesses dishonestly
The ethical line is accuracy and genuine value: legitimate persuasion uses real information, honest framing, and actual benefits to guide decisions. Manipulation involves deception, false urgency, or exploiting cognitive weaknesses in ways the counterpart would object to if they were aware.
CBN Persuasion & Influence Techniques
According to Cialdini's principles of influence, a negotiator who opens by sharing useful market data at no obligation before making a proposal is primarily leveraging: