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

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

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

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

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

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.

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

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.

Question 5

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

Accepted Answer

Confirmation bias

Answer

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

(CNE) Certified Negotiation Expert Practice Test

(CNE) Certified Negotiation Expert Practice Test

CNE CNE Psychology of Persuasion & Influence