Question 1

State the "golden rule" and discuss how it applies to ethical persuasion.

Accepted Answer

The "golden rule" is a principle found in many religious and philosophical traditions, and it states that one should treat others as one would like others to treat oneself. In the context of ethical persuasion, the golden rule reminds us to consider the impact of our actions on others and to treat them with respect and empathy.

When applying the golden rule to ethical persuasion, it means that we should strive to persuade others in a way that we would want to be persuaded ourselves. This involves being honest, transparent, and respectful in our communication, and considering the well-being and autonomy of the person we are trying to persuade. It also means avoiding manipulation, coercion, or any form of deceit in our efforts to influence others.

By following the golden rule in ethical persuasion, we can build trust and credibility with others, and create a positive and respectful environment for communication and decision-making. Ultimately, ethical persuasion is about understanding and respecting the perspectives and autonomy of others, and the golden rule serves as a guiding principle in achieving this goal.

Question 2

The belief that "you get what you pay for," is an example of

Accepted Answer

A) contrast principle. 
B) standard/learned principle. 
C) reciprocal concessions. 
D) rejection then retreat. 
A) contrast principle. 
B) standard/learned principle. 
C) reciprocal concessions. 
D) rejection then retreat. B

Question 3

"I washed my car today and that is why it rained tonight," is an example of which faulty reasoning?

Accepted Answer

A) post hoc 
B) ad hominem 
C) ad populum 
D) false analogy 
A) post hoc 
B) ad hominem 
C) ad populum 
D) false analogy A

Question 4

Tickets to the NCAA Final Four basketball game become of great value because they are scarce. This is an example which theory at work?

Accepted Answer

A) induced compliance 
B) psychological reactance 
C) oculation 
D) none of the above 
A) induced compliance 
B) psychological reactance 
C) oculation 
D) none of the above

Question 5

The majority of persuasive interactions fail

Accepted Answer

A) in the last few seconds. 
B) during the attention step in the opening. 
C) during the closing. 
D) due to poor first impressions. 
A) in the last few seconds. 
B) during the attention step in the opening. 
C) during the closing. 
D) due to poor first impressions.

Question 6

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

Accepted Answer

Sure, here are four logical strategies d

Question 7

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?

Accepted Answer

A) atmosphere 
B) timing 
C) physical setting 
D) outside forces 
A) atmosphere 
B) timing 
C) physical setting 
D) outside forces

Question 8

The orientation step is essential when there is no relational history.

Accepted Answer

A) True 
 B)False

Question 9

List four psychological strategies and define each.

Accepted Answer

1. Cognitive Behavioral Therapy (CBT): T

Question 10

Which of the following is a tactic for handling potentially hostile interviewees?

Accepted Answer

A) yes-but 
B) yes-yes 
C) implicative 
D) all of the above 
A) yes-but 
B) yes-yes 
C) implicative 
D) all of the above

Question 11

When we use jargon, we substitute peculiar words for common words.

Accepted Answer

A) True 
 B)False

Question 12

Memberships that the interviewee maintains may make them less persuadable.

Accepted Answer

A) True 
 B)False

Question 13

List five types of evidence used in persuasive interviews.

Accepted Answer

In persuasive interviews, the goal is to

Question 14

When individuals disagree with your proposal, responding, "many clients I speak to feel that way, however…." is an example of using

Accepted Answer

A) shock absorber phrases. 
B) authoritarian interviewing. 
C) bipolar trap. 
D) none of the above 
A) shock absorber phrases. 
B) authoritarian interviewing. 
C) bipolar trap. 
D) none of the above

Question 15

When using strategic ambiguities, the persuader hopes the persuadee will interpret words according to his/her own specific needs.

Accepted Answer

A) True 
 B)False

Question 16

Attitudes are

Accepted Answer

A) 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. 
A) 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.

Question 17

Which of the following is NOT a stage of the closing of a persuasive interview?

Accepted Answer

A) leave taking 
B) filling out a contract 
C) trial closing 
D) establish criteria 
A) leave taking 
B) filling out a contract 
C) trial closing 
D) establish criteria

Question 18

Which theory is designed to prevent persuasion from taking place?

Accepted Answer

A) inoculation theory 
B) identification theory 
C) forced compliance theory 
D) psychological reactance theory 
A) inoculation theory 
B) identification theory 
C) forced compliance theory 
D) psychological reactance theory

Question 19

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

Accepted Answer

In the context of persuasive interviews,

Question 20

Stealth marketing involves hiding the fact that a sales interview is taking place.

Accepted Answer

A) True 
 B)False

State the "golden rule" and discuss how it applies to ethical persuasion.

The belief that "you get what you pay for," is an example of

"I washed my car today and that is why it rained tonight," is an example of which faulty reasoning?

Tickets to the NCAA Final Four basketball game become of great value because they are scarce. This is an example which theory at work?

The majority of persuasive interactions fail

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

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?

The orientation step is essential when there is no relational history.

List four psychological strategies and define each.

Which of the following is a tactic for handling potentially hostile interviewees?

When we use jargon, we substitute peculiar words for common words.

Memberships that the interviewee maintains may make them less persuadable.

List five types of evidence used in persuasive interviews.

When individuals disagree with your proposal, responding, "many clients I speak to feel that way, however…." is an example of using

When using strategic ambiguities, the persuader hopes the persuadee will interpret words according to his/her own specific needs.

Attitudes are

Which of the following is NOT a stage of the closing of a persuasive interview?

Which theory is designed to prevent persuasion from taking place?

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

Stealth marketing involves hiding the fact that a sales interview is taking place.

An Introduction to Interviewing

An Interpersonal Communication Process

Questions and Their Uses

Structuring the Interview

The Informational Interview

The Survey Interview

The Recruiting Interview

The Employment Interview

The Performance Interview

The Counseling Interview

The Health Care Intervie

Filters

Exam 10: The Persuasive Interview

State the "golden rule" and discuss how it applies to ethical persuasion.

The belief that "you get what you pay for," is an example of

"I washed my car today and that is why it rained tonight," is an example of which faulty reasoning?

Tickets to the NCAA Final Four basketball game become of great value because they are scarce. This is an example which theory at work?

The majority of persuasive interactions fail

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

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?

The orientation step is essential when there is no relational history.

List four psychological strategies and define each.

Which of the following is a tactic for handling potentially hostile interviewees?

When we use jargon, we substitute peculiar words for common words.

Memberships that the interviewee maintains may make them less persuadable.

List five types of evidence used in persuasive interviews.

When individuals disagree with your proposal, responding, "many clients I speak to feel that way, however…." is an example of using

When using strategic ambiguities, the persuader hopes the persuadee will interpret words according to his/her own specific needs.

Attitudes are

Which of the following is NOT a stage of the closing of a persuasive interview?

Which theory is designed to prevent persuasion from taking place?

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

Stealth marketing involves hiding the fact that a sales interview is taking place.

An Introduction to Interviewing

An Interpersonal Communication Process

Questions and Their Uses

Structuring the Interview

The Informational Interview

The Survey Interview

The Recruiting Interview

The Employment Interview

The Performance Interview

The Counseling Interview

The Health Care Intervie

Filters