When Negotiating a Deal on the Purchase of a New

question 8

Multiple Choice

When negotiating a deal on the purchase of a new automobile,Bradley had manufacturing cost data from his neighbor who worked for the car manufacturer.Bradley got himself a good deal on his purchase due to his ___________ power in the negotiation.

• A)referent
• B)legitimate
• C)information
• D)coercive

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Definitions:

Cognitive Dissonance

A psychological phenomenon involving discomfort felt at conflicting beliefs, values, or attitudes, leading to an alteration in one of the conflicting factors.

Door-in-the-face Technique

A persuasion strategy where a large, likely-to-be-rejected request is followed by a smaller, more reasonable request.

Election Sign

A physical marker or poster designed to promote or indicate support for a particular candidate or political position during electoral campaigns.

Politician

An individual who is actively involved in politics, especially one holding or seeking an elected office.