Psychology of Persuasion and Relationships

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What is persuasion, according to the text?

The presentation of arguments and supporting evidence to get others to adopt a new behavior or belief (correct)

The act of getting others to adopt a new behavior or belief without providing evidence

The ability to make someone change their mind without providing reasons

The act of making someone do something they don't want to do

What is the principle of scarcity in persuasion?

The idea that people will be motivated to obtain something they believe is widely available

The idea that people will be motivated to obtain something they believe is in short supply (correct)

The idea that people will be motivated to obtain something they believe is expensive

The idea that people will be motivated to obtain something they believe is free

What is human capital?

The physical infrastructure of a company

The sum of the resources a person possesses as a result of investments in social networks

A nonstandard agreement between an employer and an individual employee

The knowledge, skills, and abilities a worker possesses (correct)

What is an event script, according to the text?

A set of norms for behavior in certain situations Signup and view all the answers

What is power distance in the context of organizations and institutions?

The extent to which lower-status members accept and expect unequal power distribution Signup and view all the answers

What is an idiosyncratic deal?

A nonstandard agreement between an employer and an individual employee Signup and view all the answers

What is the primary purpose of a caucus in a negotiation?

To discuss strategy and make midcourse corrections Signup and view all the answers

What is outsourcing?

The organizational practice of transferring work to outside suppliers Signup and view all the answers

What is parental altruism, according to the text?

A trait that positively links a parent's welfare to that of their children Signup and view all the answers

What is a professional network, according to the text?

A group of acquaintances who may provide assistance to further your career Signup and view all the answers

What is the term for individuals agreeing reluctantly with a group's decision to maintain harmony?

Groupthink Signup and view all the answers

What is relational capital?

A negotiation-specific form of social capital Signup and view all the answers

What is individualism/collectivism, according to the text?

The degree to which individuals are integrated into groups Signup and view all the answers

What is the term for a negotiation that involves three or more sides?

Multiparty negotiation Signup and view all the answers

What are chattels?

Items that are not attached to the building Signup and view all the answers

What is the term for parties whispering comments to each other during a negotiation?

Side conversations Signup and view all the answers

What is an adjustable rate mortgage?

A type of financing available through banks Signup and view all the answers

What is the term for a type of negotiation where each side is represented by at least two individuals who work together as a team?

Team-based negotiation Signup and view all the answers

What is the primary purpose of a Common Area Maintenance (CAM) charge?

To cover the costs of maintaining areas used by multiple tenants Signup and view all the answers

What type of financing offers a fixed interest rate for residential property?

Conventional financing Signup and view all the answers

What type of contract gives a real estate agent the right to a commission if the property is sold, even if the seller finds their own buyer?

Exclusive-right-to-sell listing Signup and view all the answers

What is the most commonly used measure of one's credit?

FICO score Signup and view all the answers

What type of document is typically nonbinding and allows for a preliminary determination of the major terms of a transaction?

Letters of intent Signup and view all the answers

What type of contract allows a seller to contract with multiple realtors and only pay a commission to the one who actually sells the home?

Open listing Signup and view all the answers

What is a type of insurance that pays off the mortgage if the buyers are unable to do so?

Private mortgage insurance (PMI) Signup and view all the answers

What is the term for the total amount of the principal, interest, taxes, and insurance for a residential property?

PITI Signup and view all the answers

What type of financing is available through the Veterans Administration?

VA mortgages Signup and view all the answers

What is the term for the taxable value of a home and property?

State equalized value (SEV) Signup and view all the answers

What type of mortgage closes simultaneously with the first mortgage for the difference between the purchase price and the first mortgage plus the down payment?

Piggyback mortgage Signup and view all the answers

What is the term for a leasing arrangement where the rent consists of a base rent and an additional amount based on a percentage of sales?

Percentage rent Signup and view all the answers