CNE Psychology of Persuasion & Influence Flashcards

What does the 'foot-in-the-door' technique involve in persuasion?

Answer: Securing a small commitment first to increase likelihood of agreeing to larger requests later

The foot-in-the-door technique leverages consistency bias—once someone agrees to a small request, they are more likely to comply with larger ones to remain consistent.

In CNE training, how is active listening used as a persuasion tool?

Answer: It builds rapport and uncovers the other party's true interests, creating influence through understanding

Active listening demonstrates respect and understanding, which builds trust and creates conditions where the other party is more open to being influenced.

What is the psychological effect of 'scarcity' on negotiation outcomes?

Answer: It increases perceived value and urgency, motivating faster decision-making

Scarcity triggers fear of loss, making people act more quickly and accept less favorable terms to avoid missing out on a limited opportunity.

What does the term 'framing effect' mean in negotiation psychology?

Answer: The same information presented differently can lead to opposite decisions based on how it is described

The framing effect demonstrates that presenting a deal as '10% chance of loss' versus '90% chance of success' can produce opposite reactions to identical outcomes.

Which influence principle involves people following the lead of experts or credible authorities?

Answer: Authority

The authority principle means people are more easily persuaded by those they perceive as knowledgeable experts, making credentials and market expertise powerful negotiating tools.

What is 'cognitive dissonance' and how does it apply to negotiation?

Answer: The discomfort of holding contradictory beliefs that negotiators resolve by rationalizing commitments already made

Cognitive dissonance causes people to rationalize decisions they've already made, meaning once a buyer or seller mentally commits, they work to justify and follow through.