Cialdini's Persuasion Principles & Negotiation Pitfalls
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Questions and Answers

How does power tend to affect individuals according to the power paradox?

  • It usually results in manic feelings and irrational actions. (correct)
  • It consistently encourages cooperation and teamwork.
  • It generally enhances self-reflection and mindfulness.
  • It often leads to increased empathy and generosity.

Which practice is suggested to manage feelings associated with newfound power?

  • Delegating tasks based on seniority.
  • Practicing mindfulness and labeling feelings. (correct)
  • Avoiding deep breathing exercises.
  • Focusing solely on personal accomplishments.

What is the primary focus when practicing graciousness after experiencing corruption from power?

  • Prioritizing productivity above all.
  • Emphasizing empathy, gratitude, and generosity. (correct)
  • Seeking respect through authority.
  • Developing motivation through internal competition.

What is emphasized as essential for making an effective pitch?

<p>Customizing the pitch to be engaging and relevant. (A)</p> Signup and view all the answers

Which framing strategy is highlighted as more effective within organizations?

<p>Adapting communication to suit the audience's context. (B)</p> Signup and view all the answers

What is one way to create power through relationships?

<p>By mapping out dependencies and needs (D)</p> Signup and view all the answers

What is a characteristic of dynamic leadership?

<p>Adaptability to social systems (C)</p> Signup and view all the answers

Which type of social influence relies on trust in a leader?

<p>Identification (B)</p> Signup and view all the answers

What can undermine trust and commitment in relationships?

<p>Brokering power among others (C)</p> Signup and view all the answers

What should a leader do to overcome resistance to change?

<p>Give resistors time to come on board (D)</p> Signup and view all the answers

What strategy can leaders use to empower others?

<p>Co-create solutions with stakeholders (B)</p> Signup and view all the answers

What do supportive relationships provide to leaders?

<p>Trust and socioeconomic value (B)</p> Signup and view all the answers

Which power base is associated with a leader's narrative about their organization?

<p>Internalization (B)</p> Signup and view all the answers

What is considered the 'mother of all biases' that impacts everyone?

<p>Overconfidence (C)</p> Signup and view all the answers

Which bias involves the tendency to seek information that confirms existing beliefs?

<p>Confirmation Trap (C)</p> Signup and view all the answers

What common bias results in individuals believing they have more control over outcomes than they truly do?

<p>Illusion of Control (A)</p> Signup and view all the answers

Which fallacy causes people to underestimate the time and resources necessary to complete a task?

<p>Planning Fallacy (A)</p> Signup and view all the answers

What effect describes the difficulty in recalling earlier thoughts and knowledge after knowing an outcome?

<p>Curse of Knowledge (C)</p> Signup and view all the answers

What is one of the key purposes of social intrapreneurs in an organization?

<p>To achieve positive social or environmental outcomes while advancing core business objectives (B)</p> Signup and view all the answers

Which category does NOT fall under the activities of social intrapreneurs?

<p>Community engagement strategies (D)</p> Signup and view all the answers

What is the first part of a movement as identified in the content?

<p>Recruit (B)</p> Signup and view all the answers

In the context of networking, what does a 'sparse' network imply?

<p>People within the network have limited contact with each other (A)</p> Signup and view all the answers

What is considered a potential danger in aspiring to make innovations go viral?

<p>It neglects proper planning in favor of chaotic emergence (C)</p> Signup and view all the answers

What is a common reason for failure in negotiations?

<p>Lack of preparation (D)</p> Signup and view all the answers

How does anchoring affect negotiation outcomes?

<p>It can cause parties to lose sight of their actual interests (B)</p> Signup and view all the answers

What strategy can be used to expand the fixed pie in negotiations?

<p>Identifying integrative aspects (D)</p> Signup and view all the answers

What is a consequence of the winner's curse in negotiations?

<p>One party feels regret after making an unreasonable offer (B)</p> Signup and view all the answers

What is one way to deescalate conflict in negotiations?

<p>Consider the other party’s perspective (C)</p> Signup and view all the answers

Which of the following describes 'availability bias' in negotiation contexts?

<p>Focusing on information that is easily accessible (C)</p> Signup and view all the answers

In the context of negotiation, how can reframing affect the approach to deal-making?

<p>It can influence the perception of risk and gain (D)</p> Signup and view all the answers

What aspect of hush puppies illustrates the concept of contagious behavior?

<p>A few individuals decided to wear them, influencing others (B)</p> Signup and view all the answers

Which step in rational decision making focuses specifically on ensuring the right issue is addressed?

<p>Define the problem (D)</p> Signup and view all the answers

What is the purpose of weighing criteria in the decision-making process?

<p>To know the relative value of each criterion (C)</p> Signup and view all the answers

Which of the following represents a limitation of human rationality in decision making?

<p>Heuristics and biases (A)</p> Signup and view all the answers

What bias occurs when individuals judge probabilities based on how easily they can recall similar instances?

<p>Availability heuristic (C)</p> Signup and view all the answers

Which fallacy suggests that adverse outcomes are less likely to occur after a series of similar previous outcomes?

<p>Misconception of chance (D)</p> Signup and view all the answers

Which of the following is a common issue in decision making that involves the assessment of base rates?

<p>Overgeneralizing from small samples (D)</p> Signup and view all the answers

What is the primary focus of the descriptive model of decision making?

<p>Understanding how decisions are actually made (D)</p> Signup and view all the answers

Which cognitive bias leads to the belief that a combination of events or conditions is more likely than an outcome based on individual probabilities?

<p>Conjunctive fallacy (C)</p> Signup and view all the answers

Flashcards

Anchoring Bias

An initial offer that greatly influences the final negotiated outcome, even if the initial offer is unreasonable.

Overconfidence Bias

Overestimating your own abilities or the likelihood of a successful outcome.

Availability Bias

Focusing on easily accessible information while ignoring critical data leading to poor decision making.

Expanding the Fixed Pie

Negotiations are more effective when both parties focus on finding common ground and exploring mutually beneficial solutions rather than assuming a fixed pie of resources.

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Winner's Curse

The situation where one party has significantly more information than the other, leading to an unexpected and seemingly unfavorable outcome for the informed party.

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Escalating Conflict

Escalating commitment to a particular course of action despite accumulating evidence that it is ineffective, often tied to pride or reputational concerns.

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Undercutting Overconfidence

Overestimating the likelihood of the other side accepting your demands, leading to unrealistic expectations and potential negotiation failure.

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Reframing Negotiations

The tendency to perceive negotiations as losses or gains depending on how they are framed.

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Power Paradox

The tendency for power to corrupt individuals, leading them to act selfishly and disregard others. This can manifest in various behaviors like taking more than their fair share, being rude, and prioritizing themselves.

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Personal Power

The ability to influence others to achieve a desired outcome, based on one's position, expertise, or relationships.

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Framing

A method used to influence and persuade audiences by presenting information in a specific way that appeals to their values and beliefs. It involves choosing the right words, visuals, and narrative to create a desired impact.

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Power Bases

Identifying and leveraging existing power structures, such as shared values or established practices, to achieve a goal.

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Rational Decision Making

Decisions made rationally are based on identifying the problem correctly, defining relevant criteria, weighing those criteria, generating alternatives, evaluating each on the criteria, and finally selecting the optimal choice.

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Relational Power

Understanding and managing relationships with different individuals and groups that can either help or hinder your goal.

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Reflecting on Feelings Around Power

A process of actively reflecting on one's own emotions and behaviors in response to power dynamics to prevent corruption. It involves acknowledging and understanding one's feelings, practicing mindfulness, and consciously choosing actions that align with ethical principles.

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Prescriptive Model

Represents the ideal way decisions should be made, considering all factors and selecting the best option.

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Descriptive Model

Describes how people actually make decisions, taking into account limitations like cognitive biases and time constraints.

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Mapping Dependencies

Mapping out who relies on whom, identifying resource limitations, and understanding who controls essential resources.

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Practicing Graciousness

A technique that involves cultivating compassion, gratitude, and generosity towards others as a way to counter the effects of power corruption. It fosters positive interactions, builds trust, and promotes more ethical leadership.

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Framing Battles with Stories

A type of framing that effectively uses stories and narratives to connect with an audience on a personal level and communicate complex ideas in a compelling way. It helps people relate to information by making it relatable and memorable.

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Heuristics

Mental shortcuts or rules of thumb that simplify decision-making, but can lead to biases.

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Creating Value for Powerful Individuals

Creating value for those in power by providing them with resources or support, thus increasing their reliance on you.

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Leveraging Relationships Among Others

Using your network to connect people or groups, potentially increasing your influence by brokering beneficial interactions.

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Dynamic Leadership

Continuously adapting strategies and responding to changing social and organizational structures.

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Representative Bias

Classifying something based on how similar it is to a pre-existing mental image or stereotype.

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Anchoring Effect

A situation where the initial information presented has a strong influence on subsequent judgments, even if it's irrelevant.

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Using Experiments to Your Advantage

Using experiments to test different approaches and overcome resistance, allowing for flexible adjustments and learning.

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Confirmation Trap

People tend to seek information that confirms their existing beliefs, often ignoring contradictory evidence.

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Conjunctive and Disjunctive Effects

We overestimate the likelihood of events with multiple conditions (conjunctive) and underestimate the likelihood of events with any condition (disjunctive).

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Hindsight Bias

We struggle to remember what we thought before an event happened, often believing we knew more than we did.

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Overconfidence

Overconfidence is the overarching bias that influences all other biases.

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Social Intrapreneurs

People who initiate change within an organization without formal authority, aligning their efforts with the company's core business goals.

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Ego Network

An individual's personal network of relationships, including connections within their own department and across different areas of the company.

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Contagion (Movement Strategy)

A powerful technique for social influence, involving identifying and engaging with key individuals to spread an idea or movement.

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Network Density

A measurement of how interconnected individuals are within a network, with high density indicating many connections and low density indicating fewer connections.

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Undirected Network

A network strategy where the focus is on individuals who haven't initiated contact, making it a more passive approach to gathering information or spreading ideas.

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Study Notes

Cialdini: Harnessing the Science of Persuasion

  • Liking Principle: Genuine praise and uncovering similarities are more impactful than product itself in sales. Creating a sense of trust and goodwill is key.

  • Reciprocity Principle: Offering a small gift or complimenting traits can double donations or increase sales. Modeling desired behavior is also effective.

  • Social Proof Principle: Using customer testimonials is more influential than direct sales pitches as people are more likely to follow others' behavior.

  • Consistency Principle: Public and active commitments (like signing a petition) increase the likelihood of future donations or similar actions.

  • Authority Principle: Making real expertise visible, and talking about experience, can influence people deferring to experts.

  • Scarcity Principle: Highlighting unique and exclusive benefits or information using loss language to create a sense of urgency is effective.

Bazerman: Why Negotiations Go Wrong

  • Biases:

    • Overconfidence: Overestimating one's own abilities.
    • Anchoring: Initial offers significantly impact the outcome of negotiations.
    • Availability: Reliance on readily available information, often ignoring critical data.
    • Social and Emotional Dynamics: Poor communication and incorrect interpretations can misdirect goals.
    • Preparation/Strategy: Lack of preparation is a frequent cause of negotiation failure. This includes understanding the other side's interests, having a BATNA (Best Alternative To a Negotiated Agreement), and outlining constraints.

  • Expanding the Fixed Pie: Recognizing that there are often mutually beneficial solutions instead of rigidly sticking to a fixed view of a deal.

Gladwell: Chapter 1: The Three Rules of Epidemics

  • Hush Puppies: Unintentional trends can become widespread. Small changes can have large effects.

  • Tipping Point: Certain events or moments amplify the spread of ideas or behaviors, creating a sudden shift.

  • Law of the Few: Some individuals are more influential than others in spreading ideas or products.

  • Stickiness Factor: Contagion relies on memorable and impactful messages, making an idea more easily remembered.

Gladwell: Chapter 6: Rumors, Sneakers, and Translation

  • Diffusion Model: The idea, product, or innovation, spreads through the population. Important to consider early, late majority, and laggards.

  • The importance of Mavens and Connectors: Mavens have niche knowledge and spread it. Connectors have vast networks and spread across different groups. Salespeople translate ideas.

Gladwell: Chapter 2: The Law of a Few

  • Milgram Experiment: Demonstrates the significant impact of word-of-mouth communication.

  • Connectors: Individuals with extensive social networks are key in spreading information.

  • Mavens: Knowledge experts help spread information.

  • Salesmen: People who persuade.

Lingo and McGinn: A New Prescription for Power

  • Core Dimensions of Power:
    • Situational: Power based on the specific circumstances.
    • Relational: Power based on relationships.
    • Dynamic: Power based on ever-changing structures and social systems.

Keltner: Don't Let Power Corrupt You

  • Power Tends to Corrupt: Power can negatively impact individuals.
  • Power Paradox: The idea that power can corrupt, but this can be mitigated with careful attention and mindful practices.

Davis and White: Chapter 5: Why: Making the Case

  • Pitching: Effective pitches are concise, engaging, relevant, and customized to the audience.

  • Framing: Understanding target audiences helps to craft the best pitch.

  • Narrative: Crafting a narrative—using stories, imagery, numbers, and examples—to maximize impact.

Duhigg: What Google Learned From Its Quest to Build the Perfect Team

  • Understanding and Influencing Group Norms: Positive group norms encourage effective collaboration.

  • Equality in Communication: Equal turns for everyone in a group are critical for maximizing the quality of ideas.

  • Psychological Safety: Team members feeling safe to share ideas and take risks leads to high-performing teams.

Bazerman Chapter 1: Rational Decision Making

  • Rational Decision-Making Process: Defining the problem accurately, identifying criteria, weighing criteria, generating alternatives, rating alternatives, and picking the optimal solution.

Going Viral

  • Balancing planning and emergence: Crucial to innovation.
  • The importance of recruitment: Spreading innovation needs a plan to recruit people to support the idea.

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Description

Explore the key principles of persuasion outlined by Cialdini, including the importance of trust, reciprocity, and social proof. Additionally, delve into the common pitfalls that can lead negotiations astray, as discussed by Bazerman. This quiz tests your understanding of these critical psychological concepts.

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