CNE CNE Psychology of Persuasion & Influence 2 — Questions and Answers
Question 1: What does the 'foot-in-the-door' technique involve in persuasion?
- Securing a small commitment first to increase likelihood of agreeing to larger requests later (Correct answer)
- Blocking the counterpart from exiting negotiations prematurely
- Presenting favorable terms early to build momentum toward a larger deal
- Getting verbal agreement before presenting written contract terms
Correct 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.
Question 2: In CNE training, how is active listening used as a persuasion tool?
- It builds rapport and uncovers the other party's true interests, creating influence through understanding (Correct answer)
- It delays the negotiation to give the listener more time to formulate a counter strategy
- It signals weakness by appearing too eager to understand the other side
- It is used exclusively in conflict resolution, not in standard negotiations
Correct 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.
Question 3: What is the psychological effect of 'scarcity' on negotiation outcomes?
- It increases perceived value and urgency, motivating faster decision-making (Correct answer)
- It causes buyers to lower their offers to account for limited supply
- It eliminates the need for further negotiation when few alternatives exist
- It primarily affects commercial transactions, not real estate deals
Correct 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.
Question 4: What does the term 'framing effect' mean in negotiation psychology?
- The same information presented differently can lead to opposite decisions based on how it is described (Correct answer)
- The physical setting of a negotiation influences the outcome
- The way a negotiator introduces themselves affects the other party's perception
- Setting boundaries early frames the entire negotiation in your favor
Correct 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.
Question 5: Which influence principle involves people following the lead of experts or credible authorities?
- Authority (Correct answer)
- Social proof
- Liking
- Commitment and consistency
Correct 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.
Question 6: What is 'cognitive dissonance' and how does it apply to negotiation?
- The discomfort of holding contradictory beliefs that negotiators resolve by rationalizing commitments already made (Correct answer)
- The confusion caused by receiving too many offers simultaneously
- The psychological stress experienced during high-stakes negotiations
- The disagreement between verbal and non-verbal communication signals
Correct 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.
CNE CNE Psychology of Persuasion & Influence 2
What does the 'foot-in-the-door' technique involve in persuasion?