CPN Power Dynamics & Influence 3 — Questions and Answers
Question 1: The 'contrast principle' in negotiation influence means that:
- You compare your offer to a competitor's price
- A second item seems different when presented after a very different first item (Correct answer)
- You highlight what the other party stands to lose
- You use anchoring before revealing your real position
Correct 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.
Question 2: When a powerful counterpart uses silence after your offer, the appropriate response is usually to:
- Immediately improve your offer to fill the silence
- Wait comfortably and let them respond first (Correct answer)
- Apologize and explain your rationale
- Restate the offer at a higher price
Correct answer: Wait comfortably and let them respond first
Tolerating silence signals confidence; breaking it prematurely by sweetening the offer surrenders leverage unnecessarily.
Question 3: Which behavior best demonstrates 'referent power' in a negotiation setting?
- Citing years of industry experience
- Being personally admired and respected by the other party (Correct answer)
- Threatening to escalate to senior management
- Providing detailed technical data
Correct 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.
Question 4: A negotiator who says 'I need to check with my committee before agreeing' is using which power tactic?
- Higher authority (Correct answer)
- Lowballing
- The nibble
- False urgency
Correct 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.
Question 5: Social proof as an influence tactic is most effective when:
- The other party is certain about their decision
- The situation is ambiguous and others' behavior provides a cue (Correct answer)
- The negotiator has superior expertise
- Deadlines are not yet pressing
Correct 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.
Question 6: A negotiator intentionally overstates their demand at the outset to leave room for concessions. This is called:
- Bracketing (Correct answer)
- Anchoring
- Puffing
- Positional bargaining
Correct answer: Bracketing
Bracketing means setting an opening position beyond your target so that splitting the difference lands near your actual goal.
Question 7: Power imbalances in negotiation are BEST countered by the weaker party through:
- Matching the stronger party's aggression
- Developing strong alternatives and coalition partners (Correct answer)
- Accepting the first offer to build goodwill
- Focusing solely on relationship building
Correct answer: Developing strong alternatives and coalition partners
Developing credible alternatives (BATNA) and allies reduces dependence on the stronger party and restores negotiating balance.
CPN Power Dynamics & Influence 3
The 'contrast principle' in negotiation influence means that: