Exam 8: Influence

A) have a good BATNA, avoid public commitments, and defend one's self against the other's persuasive message
B) avoid BATNAs, make a public commitment, and pay close attention to the other's persuasive message
C) have a good BATNA, make a public commitment, and defend one's self against the other's persuasive message
D) avoid BATNAs, avoid public commitments, and pay close attention to the other's persuasive message
E) None of the above contains techniques that can be used to resist the other's influence efforts.

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A) Their occupation.
B) Their age.
C) Their education level.
D) Their manner of dress.
E) All the above.

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A) indicates that the important points should be made early.
B) should be used when the topics are familiar, interesting, or controversial to the receiver.
C) states the tendency for the last item presented to be the best remembered.
D) states that the first item in a long list of items is the one most likely to be remembered.
E) None of the above statements about the recency effect are true.

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A) People learn better and are more likely to change their attitudes and beliefs for the long term when they are actively involved in the process of learning and understanding new material.
B) Metaphors should not be used as persuasion tools because they can lead the other party to believe that you're filled with "hot air".
C) People who argue positions that are thought to be counter to their self-interest are generally more persuasive.
D) Language of relatively low intensity seems to be more effective than highly intense language.
E) All of the above statements about persuasive style are true.

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A) as a means to get attention and a means to overcome resistance
B) through the principles of social proof and the norm of reciprocity
C) as a BATNA and an exchange tactic
D) in exchange and pressure tactics
E) Resources cannot be used in any of the above ways.

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A) likely to last a shorter time than central route persuasion.
B) integrated into existing cognitive structures.
C) used to determine if the position taken by the source has any merit.
D) involves thought and integration of the message into the individual's previously existing cognitive structures.
E) None of the above occurs through the peripheral route of persuasion.

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A) pursuing one's goals blindly and rigidly.
B) communicating with natural enthusiasm, sincerity and spontaneity.
C) finding new, unique, and creative ways to pursue the same request.
D) considering the long term consequences of their behavior on their future reputations.
E) None of the above defines the effective use of persistence.

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A) emphasize statements of commitment
B) respond to all statements of commitment
C) look for a rationale to explain why the commitment does not apply at this time
D) make pubic commitments of their own
E) All of the above can be used to prevent the other party from making public commitments.

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A) suggests that when we receive something from another person we should respond in the future with a favor for them.
B) plays only a nominal role in negotiations.
C) applies only to favors of the same size.
D) is prevalent only in Western culture.
E) None of the above statements describe the norm of reciprocity.

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Research suggests when listeners are ver...

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A) One- and two-sided messages.
B) Message components.
C) Repetition.
D) Motivations.
E) Conclusions.

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Paraphrasing ensures...

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The other party is dependent on the powe...

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