Nego – Chap 8 – T/F – Flashcards

According to Petty and Cacioppo, the first route to persuasion is referred to as the peripheral route and involves thought and integration of the message into the individual's previously existing cognitive structures.

When negotiators are on the receiving end of a proposal, they frequently choose not to discuss the undesirable features of the argument, but rather to discuss the attractive features of the offer.

In general, two-sided messages are considered to be more effective than one-sided messages.

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.

Because of their dramatic nature and the emotional response they evoke, threats are never tempting to use.

When receivers are distracted, they are less able to engage in issue-relevant thinking, and hence may be more susceptible to processing "peripheral" cues which may push them toward a particular choice option.

When meeting others for the first time, people generally tend to evaluate them negatively rather than positively.

Children are often considered to be among the worst negotiators because they are so persistent in pursuing what they

Research has shown that likeability is less important than other credibility factors.

If it is to your advantage to find and explore commonalties in experience, attitude, and background with the other party, it is also to your disadvantage to highlight those areas where you differ.

Even though authority can take different forms it always yields the same outcome.

The norm of reciprocity applies only to favors of the same size.

Agreement to innocuous statements early in the negotiation may be used as a foundation for further and further concessions.

The principle of scarcity suggests that people are harder to influence when they feel that they are obtaining a scarce resource.

Sanctions are more appropriately used when changing behavior is more important than maintaining good will.

When members of an organization feel involved in the decision making process and perceive that process as fair, they are more likely to accept tough decisions.

Negotiators frequently give very little attention to the other party's opinions and point of view.

People are more likely to repeat behavior that is not rewarded than behavior that is rewarded.

Influence that occurs through the peripheral route is likely to be relatively enduring and resistant to counterinfluence.

Negotiators usually spend a great deal of time devising ways to support and document their positions; they devote less time to considering how the information is presented or how to use qualities of the source and receiver to increase the likelihood that persuasion will be successful.