CNE CNE Psychology of Persuasion & Influence

Question 1

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

Accepted Answer

Reciprocity

Answer

Scarcity

Answer

Social Proof

Answer

Authority

Question 2

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

Accepted Answer

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

Answer

The fear of making the first offer in a negotiation

Answer

A strategy to pin down the other party's true bottom line

Answer

The process of setting a fixed price that cannot be changed

Question 3

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

Accepted Answer

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

Answer

Negotiators avoid making offers that could result in personal loss

Answer

The tendency to walk away from deals that feel unfair

Answer

The fear of losing face in front of peers during negotiations

Question 4

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

Accepted Answer

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

Answer

Refusing initial offers to signal disinterest and lower the price

Answer

Opening negotiations aggressively to intimidate the other party

Answer

Presenting multiple large demands simultaneously to overwhelm the counterpart

Question 5

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

Accepted Answer

Confirmation bias

Answer

Reactive devaluation

Answer

Attribution error

Answer

Cognitive dissonance

Question 6

What is 'reactive devaluation' in negotiation psychology?

Accepted Answer

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

Answer

Reducing your offer value in response to the other party's aggression

Answer

Lowering price expectations when market conditions decline

Answer

The process of re-evaluating terms after a counteroffer is received