CNE Psychology of Persuasion & Influence Flashcards

Which psychological principle, identified by Robert Cialdini, involves people feeling obligated to return a favor?

Answer: Reciprocity

Reciprocity is the human tendency to feel obligated to return favors or concessions, making it a powerful tool in negotiation when used ethically.

What is 'anchoring bias' in the context of negotiation psychology?

Answer: The tendency to rely too heavily on the first piece of information offered when making decisions

Anchoring bias means the first number presented in a negotiation disproportionately influences all subsequent offers and perceptions of value.

In negotiation psychology, what does 'loss aversion' mean?

Answer: People are more motivated to avoid losses than to acquire equivalent gains

Loss aversion, established by Kahneman and Tversky, shows that losing $100 feels roughly twice as painful as gaining $100 feels good, affecting how negotiators frame proposals.

What is the 'door-in-the-face' technique in persuasion?

Answer: Making a large request first, then following with a smaller, more reasonable request

The door-in-the-face technique uses contrast effect and reciprocity—after declining a big ask, people are more likely to agree to the smaller follow-up request.

Which concept describes the tendency to favor information confirming existing beliefs during negotiations?

Answer: Confirmation bias

Confirmation bias causes negotiators to selectively process information that validates their position, potentially leading them to miss valuable data from the other side.

What is 'reactive devaluation' in negotiation psychology?

Answer: The tendency to dismiss a proposal simply because it came from an adversarial party

Reactive devaluation causes people to underestimate the value of concessions made by the opposing party just because of who offered them.