Persuasion & Influence Techniques Flashcards

According to Cialdini's principles of influence, a negotiator who opens by sharing useful market data at no obligation before making a proposal is primarily leveraging:

Answer: Reciprocity

Reciprocity is the deeply ingrained social norm that people feel obligated to return favors. By providing value first (market data, research, introductions), the negotiator creates a psychological debt that makes the counterpart more likely to respond cooperatively to the subsequent proposal.

A negotiator says, 'We've finalized terms with two other firms this week under similar conditions.' Which influence principle is being applied?

Answer: Social proof

Social proof relies on the human tendency to look at others' behavior as a guide for our own decisions. Citing that peer organizations have accepted similar terms reduces perceived risk and signals that the deal is reasonable and widely accepted.

The persuasion technique of 'foot-in-the-door' works in negotiation because it exploits which psychological principle?

Answer: Commitment and consistency — people feel internal pressure to stay aligned with prior agreements

Once a person agrees to a small initial request, they tend to view themselves as the type of person who cooperates on this issue, creating pressure to remain consistent with that self-image when larger requests follow. This is the commitment-and-consistency principle at work.

A negotiator presenting credentials, published research, and industry awards before beginning substantive discussions is primarily using which influence lever?

Answer: Authority

Authority signals expertise and credibility, which causes counterparts to give greater weight to proposals and assessments. Establishing authority upfront through credentials and track record makes subsequent positions more persuasive and harder to dismiss.

Creating a sense of urgency by noting that a pricing offer is only valid until end of quarter is an application of the influence principle of:

Answer: Scarcity

Scarcity increases perceived value and urgency by limiting the time or quantity available. A deadline on a favorable price activates the fear of missing out, motivating faster decisions. This is a legitimate persuasion technique when the scarcity is genuine.

Which of the following BEST describes the ethical boundary between legitimate persuasion and manipulation in negotiation?

Answer: Persuasion presents accurate information and genuine value to influence decisions; manipulation uses deception or exploits psychological weaknesses dishonestly

The ethical line is accuracy and genuine value: legitimate persuasion uses real information, honest framing, and actual benefits to guide decisions. Manipulation involves deception, false urgency, or exploiting cognitive weaknesses in ways the counterpart would object to if they were aware.