Q&A Hero

Q: Memberships that the interviewee maintains may make them less persuadable. a. True b. False

Q: The most effective interview is a carefully crafted blend of the logical and psychological. a. True b. False

Q: You should establish criteria with the interviewee shortly before the trial closing to see if the interviewee is ready to "close the deal." a. True b. False

Q: Attitudes are fleeting beliefs that change given our contact with others. a. True b. False

Q: A variety of evidence should be used when trying to persuade. a. True b. False

Q: Asking a subordinate to role-play a supervisor would be an example of induced compliance theory being applied. a. True b. False

Q: Values are the foundations of our specific beliefs and attitudes. a. True b. False

Q: A persuasive speech is like a speech to an audience of one. a. True b. False

Q: Virtually every persuasive strategy can be labeled manipulative. a. True b. False

Q: Research suggests that putting your strongest point first has the best effect. a. True b. False

Q: Theories are efforts to explain complex human activities through careful examination of what happens in the real world. a. True b. False

Q: A fact is something that can be or has been observed. a. True b. False

Q: Leave taking should be done quickly. a. True b. False

Q: Uncertain future is a possible objection an interviewee might have. a. True b. False

Q: The orientation step is essential when there is no relational history. a. True b. False

Q: Richard Johannesen states ethical issues focus on value judgments concerning degrees of right or wrong. a. True b. False

Q: After a trial closing, be quiet. a. True b. False

Q: There should be a lengthy rapport stage in the persuasive interview. a. True b. False

Q: You should put your strongest point first or last and weaker points in the middle. a. True b. False

Q: Persuasion is not something you do to a person, but with a person. a. True b. False

Q: Persuasive interviews usually should have routine openings. a. True b. False

Q: Arguing from condition is based on the assertion that there are only two possible courses of action. a. True b. False

Q: I washed my car today and that is why it rained tonight, is an example of which faulty reasoning? a. post hoc b. ad hominem c. ad populum d. false analogy

Q: If you ate at a restaurant once and complained about one bad meal, this might be an example of what type of faulty reasoning? a. ad hominem b. hasty generalization c. slippery slope d. post hoc fallacy

Q: When you attack a person by discrediting them it is known as a. tabloid thinking. b. ad hominem. c. slippery slope. d. ad populum.

Q: Which of the following creates in the mind of the listener a fear of a serious chain of events?a. thin entering wedgeb. domino effectc. slippery sloped. all of the above

Q: When Sarah says, We should approve the new charter school since everyone is for it, she is using what fallacy of reasoning? a. polarizing b. ad hominem c. slippery slope d. bandwagon

Q: What is the term for replacing the word restroom with powder room? a. imagery b. strategic ambiguity c. euphemism d. differentiation

Q: If the local Little League catcher asks for a $5 donation and you refuse and then he follows-up with an offer of a $1 candy bar and you buy that, which psychological strategy has been used? a. rejection then retreat b. reciprocal concession c contrast principle d. standard/learned principle

Q: If you tell your roommate that if she cooks dinner, you will wash the dishes, you have used which psychological strategy? a. rejection then threat b. reciprocal concession c. contrast principle d. standard/learned principle

Q: If we buy a timeshare after getting a free cruise, meal, and hotel stay because we feel an obligation, which psychological strategy is present? a. rejection then threat b. rule of reciprocation c. standard/learned principle d. contrast principle

Q: When we believe that one item is more different than it actually is, this is known as a. contrast principle. b. standard/learned principle. c. reciprocal concessions. d. rejection then retreat.

Q: The belief that you get what you pay for, is an example of a. contrast principle. b. standard/learned principle. c. reciprocal concessions. d. rejection then retreat.

Q: Herbert Simons suggests which question to assess your honesty? a. How will I feel about myself after this communicative act? b. Could I justify my act publicly if called to do so? c. both a and b d. none of the above

Q: An interviewer who claims that since B followed A, A must have caused B, is using a a. comparison tactic. b. thin entering wedge tactic. c. bifurcation tactic. d. post hoc fallacy.

Q: If we can make ours accessible to students with severe disabilities, you can too, is an example of a. arguing from accepted belief. b. arguing from condition. c. arguing from two choices. d. arguing from example.

Q: Everyones going to The Pub after class, is an example of a. identification. b. bandwagon tactic. c. association. d. bifurcation.

Q: The authors recommend a series of steps to handle objections. Which of the following is that series? a. plan, listen, clarify, respond b. listen, plan, respond, close c. attention, need, satisfaction, action d. none of the above

Q: What theory best applies to shopping-around interviewees? a. identification b. inoculation c. dissonance d. none of the above

Q: When individuals disagree with your proposal, responding, many clients I speak to feel that way, however. is an example of using a. shock absorber phrases. b. authoritarian interviewing. c. bipolar trap. d. none of the above

Q: Which of the following is an effective approach to hostile interviewees? a. implicative approach b. yes-yes approach c. yes-but approach d. all of the above

Q: If the client is asking to delay the decision, you might best use which closing technique? a. Ill think it over close b. a price close c. summary close d. either-or close

Q: Which of the following is NOT a stage of the closing of a persuasive interview? a. leave taking b. filling out a contract c. trial closing d. establish criteria

Q: Which of the following is an importance of using repetition? a. enhance understanding b. gain and maintain attention c. make the interviewee aware of what is most important d. all of the above

Q: When you bad mouth the competition, this is known as a. affirmative selling. b. negative selling. c. cognitive dissonance. d. identification.

Q: Interviewees remember what percentage of what they both see and do? a. 10% b. 50% c. 100% d. 90%

Q: Agreeing upon criteria for evaluating possible solutions enables you to do all of the following except a. build a foundation of agreements. b. deal with objections. c. determine your purpose. d. compare solutions.

Q: When creating a need or desire, which of the following is a recommendation? a. develop several points at a time b. encourage interaction c. both a and b d. none of the above

Q: The majority of persuasive interactions fail a. in the last few seconds b. during the attention step in the opening c. during the closing d. due to poor first impressions

Q: Tickets to the NCAA Final Four basketball game become of great value because they are scarce. This is an example which theory at work? a. induced compliance b. psychological reactance c. inoculation d. none of the above

Q: When someone is asked to engage in activities counter to their values, beliefs, and attitudes this is known as which theory? a. induced compliance b. inoculation c. identification d. balance

Q: Which theory can be described as a vaccination against future arguments? a. identification b. balance c. consistency d. inoculation

Q: If you observe an interviewee having second thoughts due to prior held beliefs, this psychological discomfort is known as a. balance. b. dissonance. c. consubtantiality. d. induced compliance.

Q: If you are trying to borrow the family car for the weekend and ask right before dinner, just after your parents get home from work, and get a refusal, what part of the situation might be most pertinent? a. atmosphere b. timing c. physical setting d. outside forces

Q: Surveys have indicated that we perceive people like car salespersons as least trustworthy. This relates to which concept that affects all forms of interviewing? a. defenses b. clients c. credentials d. credibility

Q: Which of the following is NOT a survival value? a. preservation of health b. safety and security c. power and authority d. personal attractiveness

Q: Which of the following correctly describes a cultures approach to arrival time? a. In Great Britain it is acceptable to be 5-15 minutes late. b. In Italy it is acceptable to be 5 minutes early. c. For Americans, it is acceptable to be an hour late. d. all of the above

Q: If you have no access to information about an individual prior to your first contact with the interviewee, which of the following is a recommendation for your first few minutes of the interview? a. observe the interviewees dress b. ask questions about their interests c. listen to what the person does not say d. all of the above

Q: Personal attractiveness is a a. survival value. b. social value. c. success value. d. independence value.

Q: After asking a trial closing question, you should a. take leave. b. be quiet. c. ask the closing question. d. address objections.

Q: Some sources claim that interviewees remember a. 25 percent of what they hear, 25 percent of what they see, 25 percent of what they anticipate, and 25 percent of what they do. b. 50 percent of what they hear and see and 50 percent of what they anticipate and do. c. 25 percent of what they hear and 75 percent of what they do. d. 10 percent of what they hear, 50 percent of what they do, and 90 percent of what they see and do.

Q: The four steps in handling objections are a. anticipate, listen, clarify, and respond. b. anticipate, respond, clarify, and deny. c. listen, respond, capitalize, and confirm. d. capitalize, convert, deny, and respond.

Q: Which of the following is a tactic for handling potentially hostile interviewees? a. yes-but b. yes-yes c. implicative d. all of the above

Q: It is hoped that induced compliance will result in a. disengagement. b. self-persuasion. c. reduced dissonance. d. identification.

Q: Attitudes area. fundamental beliefs about ideal states of existence and modes of behavior.b. foundations for specific beliefs and actions.c. the hot buttons persuaders employ to induce action and judgment.d. relatively enduring combinations of beliefs that predispose us to respond in particular ways.

Q: When analyzing an interviewee, consider the following factors: a. age, wage, and address. b. degrees, debts, and interest. c. attitudes, platitudes, and values. d. physical characteristics, socioeconomic background, and cultural values.

Q: The purpose of the persuasive interview is to influence how the interviewee a. thinks b. acts c. feels d. all of the above

Q: List three characteristics of framing and reframing.

Q: List the steps of the persuasive interview. Discuss how you can be systematic in assuring fair persuasion is being used when you are the interviewee.

Q: Define authoritative as it relates to the sources of information in persuasive interviews.

Q: Discuss five questions to ask when trying to assess the acceptability of a persuaders evidence.

Q: Discuss four logical strategies described in your text. Give examples of each.

Q: List three ways of dodging the issue in a persuasive interview. Give examples of each.

Q: Explain the difference between euphemisms and differentiation. Give examples of each.

Q: List four psychological strategies and define each.

Q: List five of the most common objections to persuasive proposals. Give an example of each.

Q: Discuss four of the closing techniques appropriate for the contract/agreement stage of the persuasive interview.

Q: Explain how to handle hostile interviewees.

Q: List five types of evidence used in persuasive interviews.

Q: Discuss the persuasive interview situation. What are the four key elements?