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Gary Woodward and Robert Denton wrote that “ communication should be fair, honest, and designed not to hurt other people.” |
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Each culture has a set of generally accepted or fundamental beliefs about ideal states of existence and modes of behavior. |
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3 | |
illustrate such things as inflation, growth rates, expense, benefits, insurance coverages, profits and losses, and causes and effects. |
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theory is based on the belief that it may be more effective to prevent undesired persuasive effects from occurring than trying damage control afterward. |
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Research indicates that introducing your strongest point first or last is about equal in effect. |
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| | A) | True |
| | B) | False |
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It is a good idea not to prolong the rapport stage in the persuasive interview. |
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| | A) | True |
| | B) | False |
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7 | |
Interviewees remember about 90% of what they hear. |
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| | A) | True |
| | B) | False |
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Research suggests that intelligent or educated interviewees “are more likely to attend to and comprehend the message position and are more likely to yield to it.” |
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| | A) | True |
| | B) | False |
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9 | |
As a persuader you should try to minimize objections. |
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| | A) | True |
| | B) | False |
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10 | |
Which of the following are ways you can capitalize on an objection? |
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| | A) | use it to clarify your own points |
| | B) | review the proposal’s advantages |
| | C) | isolate the motive behind the objection |
| | D) | all of the above |
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11 | |
What is the theory operating when people respond negatively when someone tries to restrict a behavior they want to engage in? |
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| | A) | induced compliance |
| | B) | psychological reactance |
| | C) | balance |
| | D) | identification |
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12 | |
Which of the following types of evidence are statements from those who have joined, attended, purchased, signed, or believed something? |
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| | A) | statistics |
| | B) | examples |
| | C) | testimonials |
| | D) | definitions |
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13 | |
Ethical issues focus on value judgments concerning which of the following? |
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| | A) | degrees of right and wrong |
| | B) | degrees of goodness and badness |
| | C) | both A. and B. |
| | D) | none of the above |
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Which of the following is NOT one of the five interrelated conditions for persuasion your proposal must meet? |
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| | A) | consistent with the interviewees beliefs, attitudes, and values |
| | B) | benefits must be equal to objections |
| | C) | no better course of action in available |
| | D) | must be feasible, workable, practical, or affordable |
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theory suggests that you can change an interviewer’s thinking, feeling, or acting by inducing him/her to engage in activities counter to his/her values, beliefs, and attitudes. |
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2006 McGraw-Hill Higher Education