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In negotiations, some people commonly ask for more than they expect to get because they want to exploit which principle/technique?

Members of the school board were tentatively considering a proposal to institute the wearing of uniforms in the elementary and middle school grades. After their last meeting, they are now strongly in favor of the proposal. This illustrates the phenomenon known as

On last year’s Black Friday, you saw a long queue waiting in front of an electronics store. You didn’t know what these people were waiting for but thought that since so many people were waiting, there must be a great deal. However, it turns out that the electronics store canceled the original deal that they have advertised for a month. The Black Friday price was just a little bit below the original price. In this example, which two techniques/principles are applied? 

According to your textbook, all of the following are true with respect to women and leadership except

According to the Extended Parallel Process Model (EPPM), what are the four components that an effective fear appeal must have? [You need to select ALL four components to get full points.]

True or false? To the extent a theory is able to explain, predict, and control a phenomenon, the theory is considered useful and valuable. 

In what kind of situations is cognitive dissonance likely to occur?

All of the following influence how much we like someone EXCEPT…

Bob promised you a lot when you were going to buy a car. But Bob delivered much less than he said he would after the sale because he knew your decision to buy the car was now firmly made. What compliance technique did Bob use on you?

Which of the following will lead someone to value an item more?