Exam 7: Exercising Ethical Influence

According to Toulmin's model for developing arguments, ______ is the proof that supports it.

Bystander effect is an example of ______.

Leadership is based on the exercise of ______.

Which of the following is not a suggestion from Infante on how to respond to those who verbally attack you?

Verbal aggressiveness has been linked to spousal abuse and family violence and has been found to reduce student learning and instructor credibility.

Often we comply with the appearance of authority, not real authority.

______ is a proactive managerial influence tactic that is meant to generate enthusiasm by appealing to values and ideas, arousing emotions.

Those tagged as low performers are given more opportunities to speak, to offer their opinions, and to disagree.

The principle of reciprocity is based on the idea that most of us recognize that we are more likely to comply with the requests of people we like.

Supervisors and instructors signal positive expectations by giving adequate time to employees and students, holding appointments in pleasant surroundings, sitting or standing close to workers or class members, nodding and smiling, making frequent eye contact, and using a warm tone of voice.

We are more likely to obey when persuaders have fancy titles or prestige.

______ typically adopt either a distributive or integrative approach to negotiation.

Profanity is an example of aggressive tactics.

The Watergate scandal is an example of ______.

______ refers to the attention and focus given to followers.

______ is when onlookers fail to intervene to help shooting victims or those suffering from strokes or other health emergencies.

The ______ refers to the fact that high self-expectation leads to high performance.

______ claim the right or authority to make a request, aligning the request with the organization's rules, policies, and traditions.

______ means attacking the person instead of the argument.

Leaders generally rely on ______ when they want to influence others who take a different side on controversial issues like immigration reform or tax increases.