CNE Psychology of Persuasion & Influence Flashcards
6 cards from real CNE practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 6 CNE Psychology of Persuasion & Influence flashcards as text
What is the 'halo effect' in negotiation and how can it be leveraged?
Answer: A positive impression in one area causes people to view other unrelated areas more favorably
The halo effect means that establishing credibility or likability in one domain—like professionalism—positively influences how all your proposals are received.
In persuasion psychology, what is 'social proof' and how does it apply to real estate negotiations?
Answer: Using evidence that others have made similar decisions to validate a choice
Social proof reduces decision uncertainty—showing a buyer that many others have purchased in a neighborhood at similar prices makes their decision feel safer and more validated.
What is the negotiation concept of 'BATNA' and why is it critical to understanding leverage?
Answer: Best Alternative to a Negotiated Agreement — knowing it gives you power to walk away confidently
Knowing your BATNA defines your walk-away point and reveals your true leverage—a strong BATNA means you need the deal less, giving you more negotiating power.
How does the 'commitment and consistency' principle affect negotiations once an initial agreement is reached?
Answer: People feel compelled to honor and expand upon prior commitments to appear consistent
Once people take a position or make a small commitment, they are psychologically motivated to remain consistent with it, making early small agreements valuable anchors.
What is 'mirroring' as a psychological technique in negotiation?
Answer: Repeating the last few words of the other party's statement to encourage them to elaborate
Mirroring—repeating key words back—signals attentiveness, encourages disclosure, and builds rapport without revealing your own position.
Which emotional intelligence skill is most important for a CNE-certified negotiator to manage during high-pressure deals?
Answer: Self-regulation — the ability to control emotional reactions and remain solution-focused under stress
Self-regulation prevents emotional hijacking in tense negotiations, allowing the CNE professional to respond strategically rather than react impulsively.