Power Dynamics & Influence Flashcards

The 'foot-in-the-door' technique leverages which influence principle?

Answer: Commitment and consistency

Once someone agrees to a small request, they feel internal pressure to remain consistent and are more likely to comply with a larger follow-up request.

Which type of power is most closely associated with a negotiator's formal title or organizational role?

Answer: Legitimate power

Legitimate power flows from an officially recognized position or authority within an organization or hierarchy.

A seller tells a buyer, 'Three other companies have already submitted bids.' This appeal to scarcity is designed to:

Answer: Lower the buyer's resistance by creating urgency

Invoking competition creates urgency and fear of loss, pressuring the buyer to act quickly and accept less favorable terms.

In negotiations, 'informational power' is enhanced when a negotiator:

Answer: Controls the timing and content of information disclosed

Managing what information to reveal and when keeps the other party off-balance and maximizes the strategic value of what you know.

A negotiator who repeatedly builds rapport before asking for concessions is primarily leveraging:

Answer: Liking and affinity

People are more willing to make concessions to someone they like; building rapport deliberately activates the liking principle.

When a counterpart uses 'good cop/bad cop,' the most effective counter-strategy is to:

Answer: Name the tactic aloud and request a single spokesperson

Naming the tactic neutralizes it by making the manipulation transparent and reducing its psychological effect.

Which statement BEST describes 'coercive power' in negotiation?

Answer: The capacity to impose penalties or withdraw benefits if demands are not met

Coercive power rests on the credible threat of punishment or negative consequences if the other party does not comply.