Power Dynamics & Influence Flashcards

The 'contrast principle' in negotiation influence means that:

Answer: A second item seems different when presented after a very different first item

The contrast principle shows that perceptions shift based on what comes before—a moderately expensive offer feels cheap after an extreme one.

When a powerful counterpart uses silence after your offer, the appropriate response is usually to:

Answer: Wait comfortably and let them respond first

Tolerating silence signals confidence; breaking it prematurely by sweetening the offer surrenders leverage unnecessarily.

Which behavior best demonstrates 'referent power' in a negotiation setting?

Answer: Being personally admired and respected by the other party

Referent power comes from the other party's admiration or identification with you, making them more willing to comply.

A negotiator who says 'I need to check with my committee before agreeing' is using which power tactic?

Answer: Higher authority

The higher authority tactic defers decision-making to an absent party, creating room to reject or revise the other side's terms without personal confrontation.

Social proof as an influence tactic is most effective when:

Answer: The situation is ambiguous and others' behavior provides a cue

Social proof is most persuasive in uncertain situations, where people look to others' behavior as a guide for what to do.

A negotiator intentionally overstates their demand at the outset to leave room for concessions. This is called:

Answer: Bracketing

Bracketing means setting an opening position beyond your target so that splitting the difference lands near your actual goal.

Power imbalances in negotiation are BEST countered by the weaker party through:

Answer: Developing strong alternatives and coalition partners

Developing credible alternatives (BATNA) and allies reduces dependence on the stronger party and restores negotiating balance.