Persuasive Negotiation Tactics - Peripheral Route

The video discusses persuasive techniques in negotiation, focusing on peripheral route tactics. These tactics indirectly influence the other party by creating a context or aura around the negotiation. Examples include leveraging status, gender, social networks, and using techniques like similarity bias, priming, reciprocity, reactance, foot in the door, door in the face, and 'that's not all'. These methods aim to persuade by affecting perceptions and attitudes indirectly, contrasting with direct central route tactics.

What is the primary difference between central and peripheral route techniques in negotiation?

• Central route techniques are more effective than peripheral route techniques.

• Central route techniques involve direct actions, while peripheral route techniques involve influencing the negotiation context.

• Central route techniques focus on the negotiation context, while peripheral route techniques focus on direct actions.

• Central route techniques are indirect, while peripheral route techniques are direct.

How can leveraging status influence a negotiation?

• By avoiding any mention of one's position.

• By demonstrating authority and indirectly affecting perception.

• By focusing solely on the negotiation topic.

• By directly changing the other person's opinion.

In what way can gender be leveraged in a negotiation?

• By ignoring gender differences.

• By ensuring both parties are of the same gender.

• By leveraging gender differences to influence perception.

• By using gender to create a direct confrontation.

What role do social networks play in peripheral route techniques?

• They have no impact on negotiation.

• They can influence the other party's perception of you.

• They are irrelevant to the negotiation context.

• They are used to directly persuade the other party.

How does social proof function as a peripheral technique?

• By providing examples of what others do.

• By directly instructing the other party.

• By ignoring external influences.

• By focusing on personal achievements.

What is the 'foot-in-the-door' technique?

• Asking for a large favor first, then a smaller one.

• Ignoring the other party's requests.

• Asking for a small favor first, then a larger one.

• Offering a deal and then retracting it.

What is the purpose of the 'that's-not-all' technique?

• To focus solely on the main negotiation point.

• To remove benefits from an offer.

• To add additional benefits to an existing offer.

• To retract an offer after it is accepted.