CPN Power Dynamics & Influence 2 — Questions and Answers
Question 1: A negotiator who controls access to a scarce resource the other party urgently needs is exercising which type of power?
- Referent power
- Resource power (Correct answer)
- Expert power
- Legitimate power
Correct answer: Resource power
Resource power derives from controlling something the other side needs, creating leverage in the negotiation.
Question 2: Which influence principle explains why a prospect is more likely to comply after receiving a small free gift?
- Scarcity
- Social proof
- Reciprocity (Correct answer)
- Commitment
Correct answer: Reciprocity
Cialdini's reciprocity principle holds that people feel obligated to return favors, making them more likely to comply after receiving something.
Question 3: When a negotiator deliberately reveals a weakness to build credibility with the other side, this tactic is best described as:
- Strategic vulnerability (Correct answer)
- Anchoring
- Bracketing
- Nibbling
Correct answer: Strategic vulnerability
Strategic vulnerability involves selectively disclosing a limitation to appear honest and increase the other party's trust.
Question 4: A union negotiator says, 'My members will never accept less than a 5% raise—my hands are tied.' This illustrates the use of:
- Good cop/bad cop
- Artificial constraints (Correct answer)
- BATNA disclosure
- Fait accompli
Correct answer: Artificial constraints
Artificial constraints create the impression of limited authority or flexibility, shifting pressure to the other side to make concessions.
Question 5: In a multi-party negotiation, the party that controls the agenda and meeting structure holds which form of power?
- Informational power
- Process power (Correct answer)
- Coercive power
- Reward power
Correct answer: Process power
Process power comes from controlling how the negotiation is structured, including sequencing, timing, and topics discussed.
Question 6: A negotiator improves their power position most directly by:
- Making the first offer always
- Strengthening their BATNA (Correct answer)
- Delaying the negotiation
- Increasing the number of issues
Correct answer: Strengthening their BATNA
A strong BATNA reduces dependence on the current negotiation, giving the negotiator more power and willingness to walk away.
Question 7: Which power source is most at risk when a negotiator is caught making a false claim?
- Coercive power
- Legitimate power
- Expert power
- Referent power (Correct answer)
Correct answer: Referent power
Referent power is based on likability and trust; a discovered lie destroys the relationship and personal credibility underlying that power.
CPN Power Dynamics & Influence 2
A negotiator who controls access to a scarce resource the other party urgently needs is exercising which type of power?