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
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.
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