1.Which of the following helps to build trust when negotiating with someone new?

A.Admitting mistakes

B.Being humble

C.Highlighting commonalities

D.All of the above

2.Which of the following principles is the basis for a "limited edition" offering?

A.Influence

B.Reciprocity

C.Scarcity

D.Social proof

3.The advertisements use the slogan "Everybody's dewing it" is an example of which of the following principles

A.Influence

B.Reciprocity

C.Scarcity

D.Social proof

4.______ is the tension that exists when individuals' beliefs do not align with their behaviours.

A.Cognitive dissonance

B.Interpersonal conflict

C.Lack of consensus

D.Personal dissonance

5. Which of the following is a method of evoking an automatic "click-whirr" response?

A.Appealing to basic instincts

B.Asking for a favor

C.Framing for common ground

D.All of the above

6.Which of the following is not a way to defend yourself against manipulation?

A.Do not accept things at face value

B.Focus on how things appear

C.Take the needs of others into account

D.Understand your convictions

7.Which of the following is not a strategy for effective persuasion?

A.Ask for a favor

B.Consider the effect of context

C.Consider the effect of timing

D.Push for a unique response

8.Research has found that the use of _____ is the most effective form of influence across all cultures.

A.coercion

B.logic

C.reciprocity

D.scarcity

9.Those with a(n) ________locus of control are likely to approach a negotiation with confidence and make larger opening demands and smaller concessions.

A.cooperative

B.external

C.internal

D.rational

10.________ self-monitors are more likely to engage in pre-negotiation planning, and thus, more likely to achieve the goals they set for a particular negotiation.

A.Cooperative

B.High

C.Low

D.Rational