The role and importance of persuasion in Negotiation

1. Strategies for persuasion include:

• Ask for a favor

• Push for stereotyped response

• Consider the effect of the context

• Consider the effect of timing

• Both are correct

What does ACE Theory stand for?

• Achievement, Consistency, Efficiency

• Appropriateness, Consistency, Efficiency

• Appropriateness, Consistency, Effectiveness

• Achievement, Consistency, Effectiveness

3. To establish credibility, you need to demonstrate the following four personal characteristics, EXCEPT:

• Positive impression or appearance

• Consensus

• Composure

• Expertise

5. In fact, the average person is persuaded by emotion less

• True

• False

6. Three of universal forms of influence that are particularly relevant in negotiation processes are:

• Reciprocity – Scarity – Consensus

• Reciprocity – Logic – Feeling

• Reciprocity – Emotion – Desires

• Scarity – Consensus – Dreams

7. For the persuasion to be truly effective, it must rely on:

• Violence

• Manipulation

• Coercion

• Belief

8. Aristotle defined that to be persuasive one must “Win minds with …, win hearts with …, and push yourself”

• emotions / speech

• emotions / logic

• logic / emotions

• speech / emotions

9. How can we understand other’s motivations and needs?

• Check for understanding

• Listen actively

• Read people

• Both are correct

10. What is coercion in negotiation?

• Convincing people to agree something that is not their best interest

• Convincing people to agree something that is their best interest

• Both are correct

• Both are incorrect

11. ‘Doubt the truth of what’s being said’ is one of the way to defend against manipulation?

• True

• False

• Not given