Which influence strategy respects the rights of others, honors ...

[nevelica]

Which influence strategy respects the rights of others, honors the concept of fairness, and attempts to strengthen the ongoing relationships between parties?
 
  A) Retribution
  B) Reciprocity
  C) Reason
  D) Positional
  E) Centrality

Question 2

You are buying a house. The seller recently lowered the asking price, but the price is still higher than your initial offer. The broker states, The seller lowered his price, and I think you should raise your offer.
 
  What type of influence strategy is being utilized?
  A) Retribution
  B) Reciprocity
  C) Reason
  D) Coercion

[shayla]

Answer to Question 1

Answer: B
Explanation: A) Incorrect. Retribution fails to respect the rights of others, does not honor the concept of fairness, and damages relationships.
B) Correct. All three statements are correct. Additionally, other advantages of reciprocity include a low incidence of resentment (especially when compared to retribution) and that it can be used without justifying the request. People obey based on the soundness of the relationship or exchange, not based on the reasonableness of the requested behavior.
C) Incorrect. Reason is only effective if there is a strong existing relationship of trust between the parties. It is not generally good for relationships that need to be strengthened.
D) Incorrect. Positional is one source of power, not an influence strategy.
E) Incorrect. Centrality is one type of positional power, not an influence strategy.

Answer to Question 2

Answer: B
Explanation: A) Incorrect. Retribution refers to the use of coercion or intimidation to gain compliance. Here, there is no actual or implied threat if you do not raise your initial offer.
B) Correct. Here, the broker and seller are using ingratiation to create a sense of obligation to raise your initial offer.
C) Incorrect. Reason refers to the use of logic or an appeal to shared values to gain compliance. Here, the broker has not told you why it makes sense to do what he says.
D) Incorrect. Coercion is one type of retribution. There is no actual or implied threat if you do not raise your initial offer.