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cmn 003V Exam Questions and Answers | Revised and Updated 2024
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cmn 003V Exam Questions and Answers | Revised and Updated 2024 Reciprocity - s the mutual expectation for exchange of value or service. In all cultures, when one person gives something, the receiver is expected to reciprocate, even if only by saying "thank you." There is a moment when the giver...

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  • December 3, 2024
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  • 2024/2025
  • Exam (elaborations)
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cmn 003V Exam Questions and Answers | Revised
and Updated 2024


Reciprocity - ✔✔s the mutual expectation for exchange of value or service. In all cultures, when one

person gives something, the receiver is expected to reciprocate, even if only by saying "thank you." There

is a moment when the giver has power and influence over the receiver, and if the exchange is dismissed

as irrelevant by the giver the moment is lost. In business this principle has several applications. If you are

in customer service and go out of your way to meet the customer's need, you are appealing to the

principle of reciprocity with the knowledge that all humans perceive the need to reciprocate—in this case,

by increasing the likelihood of making a purchase from you because you were especially helpful


Scarcity - ✔✔the perception of inadequete supply or a limited resource. this may be a key selling point.

DO NOT DELAY buying me


authority - ✔✔trust is central to the purchase decision. whom does a customer turn to? expertise to gain

credibility.


Commitment and Consistency - ✔✔Oral communication can be slippery in memory. written word

instead? makes us more likely to follow through.


principle of consensus - ✔✔if everyone else thinks it's great, they might too. tendency to follow the lead

of the group or peers.


Principle of Liking - ✔✔safety is the twin of trust as a foundation.... if we feel safe we are more likely to

interact and communicate, similarity and physical attractiveness contribute.


negotiation is - ✔✔a problem solving exercise


people - ✔✔give up to much to end the confrontation


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Crafted for Academic Insight by KatelynWhitman. All rights reserved © 2025

, wins are almost always defined by - ✔✔dollars


assess - ✔✔look at the situation and decide if this is a place where you can negotiate.


prepare - ✔✔prepareeeee for the dance.


adopt a powerful mindset - ✔✔expansive pose NOT constricted pose (power poses), remember a time

when you felt physically attractive


getting what you want - ✔✔Where is the gerund phrase?


Getting what you want is a lifelong struggle.


don't worry about not being liked - ✔✔negotiation is a problem solving process


good versus bad deal - ✔✔altneratives or status quo?, altneratives matter. what is our reservation price?

aspiration? optimistic idea of what we can achieve?


1. assess the situation - ✔✔how can I change this to get what I want? Do I have infulence? What are the

potiential costs of negotiating? Do the benefits outweigh the costs. I nee to prepare. 1. understand what

me interests are, and to understand the interests of my counterpart. We do not think about this very

often. we must now ask. you bring information that they do not ahvae to .the table that might change

their mind and this is where the value is created. Remember that you trade among the issues, do not do it

issue by issue because then you either lose or you win. Propose solutions, and think about it using IF

THEN statements. STEPS: ASSESS< PREPARE, ASK< PACKAGE


WOMEN AND NEGOTIATION - ✔✔expectations drive behavior, women's tennis example. how am i

asking, for whom am i asking. women are better at negotiations when they pair competence with a

communal orientations.


Women are better at - ✔✔negotiational representation


appropriate interview attire - ✔✔read article

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Crafted for Academic Insight by KatelynWhitman. All rights reserved © 2025

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