Question 1

When someone is asked to engage in activities counter to their values, beliefs, and attitudes this is known as which theory?

Accepted Answer

A) induced compliance 
B) inoculation 
C) identification 
D) balance 
A) induced compliance 
B) inoculation 
C) identification 
D) balance

Question 2

Persuasion is not something you do to a person, but with a person.

Accepted Answer

A) True 
 B)False

Question 3

What is the term for replacing the word "restroom" with "powder room?"

Accepted Answer

A) imagery 
B) strategic ambiguity 
C) euphemism 
D) differentiation 
A) imagery 
B) strategic ambiguity 
C) euphemism 
D) differentiation

Question 4

Persuasion involves mutual responsibility.

Accepted Answer

A) True 
 B)False

Question 5

Post hoc fallacy is also known as scrambling cause effect.

Accepted Answer

A) True 
 B)False

Question 6

Personal attractiveness is a

Accepted Answer

A) survival value. 
B) social value. 
C) success value. 
D) independence value. 
A) survival value. 
B) social value. 
C) success value. 
D) independence value.

Question 7

The most effective interview is a carefully crafted blend of the logical and psychological.

Accepted Answer

A) True 
 B)False

Question 8

A month before Christmas, you decide to persuade your employer to have a pre-Christmas sale rather than the traditional post-Christmas sale. Which motives or values might you incorporate into your persuasive interview?

Accepted Answer

There are several motives and values tha

Question 9

"I washed my car today, so it will rain tomorrow" is an exam of ad hominem.

Accepted Answer

A) True 
 B)False

Question 10

When you attack a person by discrediting them it is known as

Accepted Answer

A) tabloid thinking. 
B) ad hominem. 
C) slippery slope. 
D) ad populum. 
A) tabloid thinking. 
B) ad hominem. 
C) slippery slope. 
D) ad populum.

Question 11

Attitudes are fleeting beliefs that change given our contact with others.

Accepted Answer

A) True 
 B)False

Question 12

Arguing from condition is based on the assertion that there are only two possible courses of action.

Accepted Answer

A) True 
 B)False

Question 13

Explain how to handle hostile interviewees.

Accepted Answer

Handling hostile interviewees can be cha

Question 14

The four steps in handling objections are

Accepted Answer

A) anticipate, listen, clarify, and respond. 
B) anticipate, respond, clarify, and deny. 
C) listen, respond, capitalize, and confirm. 
D) capitalize, convert, deny, and respond. 
A) anticipate, listen, clarify, and respond. 
B) anticipate, respond, clarify, and deny. 
C) listen, respond, capitalize, and confirm. 
D) capitalize, convert, deny, and respond.

Question 15

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?

Accepted Answer

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 
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

Question 16

If you observe an interviewee having second thoughts due to prior held beliefs, this psychological discomfort is known as

Accepted Answer

A) balance. 
B) dissonance. 
C) consubtantiality. 
D) induced compliance. 
A) balance. 
B) dissonance. 
C) consubtantiality. 
D) induced compliance.

Question 17

Thin entering wedge is also known as slippery slope.

Accepted Answer

A) True 
 B)False

Question 18

You should put your strongest point first or last and weaker points in the middle.

Accepted Answer

A) True 
 B)False

Question 19

"If we can make ours accessible to students with severe disabilities, you can too," is an example of

Accepted Answer

A) arguing from accepted belief. 
B) arguing from condition. 
C) arguing from two choices. 
D) arguing from example. 
A) arguing from accepted belief. 
B) arguing from condition. 
C) arguing from two choices. 
D) arguing from example.

Question 20

If the client is asking to delay the decision, you might best use which closing technique?

Accepted Answer

A) I'll think it over close 
B) a price close 
C) summary close 
D) either-or close 
A) I'll think it over close 
B) a price close 
C) summary close 
D) either-or close

When someone is asked to engage in activities counter to their values, beliefs, and attitudes this is known as which theory?

Persuasion is not something you do to a person, but with a person.

What is the term for replacing the word "restroom" with "powder room?"

Persuasion involves mutual responsibility.

Post hoc fallacy is also known as scrambling cause effect.

Personal attractiveness is a

The most effective interview is a carefully crafted blend of the logical and psychological.

A month before Christmas, you decide to persuade your employer to have a pre-Christmas sale rather than the traditional post-Christmas sale. Which motives or values might you incorporate into your persuasive interview?

"I washed my car today, so it will rain tomorrow" is an exam of ad hominem.

When you attack a person by discrediting them it is known as

Attitudes are fleeting beliefs that change given our contact with others.

Arguing from condition is based on the assertion that there are only two possible courses of action.

Explain how to handle hostile interviewees.

The four steps in handling objections are

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?

If you observe an interviewee having second thoughts due to prior held beliefs, this psychological discomfort is known as

Thin entering wedge is also known as slippery slope.

You should put your strongest point first or last and weaker points in the middle.

"If we can make ours accessible to students with severe disabilities, you can too," is an example of

If the client is asking to delay the decision, you might best use which closing technique?

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

When someone is asked to engage in activities counter to their values, beliefs, and attitudes this is known as which theory?

Persuasion is not something you do to a person, but with a person.

What is the term for replacing the word "restroom" with "powder room?"

Persuasion involves mutual responsibility.

Post hoc fallacy is also known as scrambling cause effect.

Personal attractiveness is a

The most effective interview is a carefully crafted blend of the logical and psychological.

A month before Christmas, you decide to persuade your employer to have a pre-Christmas sale rather than the traditional post-Christmas sale. Which motives or values might you incorporate into your persuasive interview?

"I washed my car today, so it will rain tomorrow" is an exam of ad hominem.

When you attack a person by discrediting them it is known as

Attitudes are fleeting beliefs that change given our contact with others.

Arguing from condition is based on the assertion that there are only two possible courses of action.

Explain how to handle hostile interviewees.

The four steps in handling objections are

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?

If you observe an interviewee having second thoughts due to prior held beliefs, this psychological discomfort is known as

Thin entering wedge is also known as slippery slope.

You should put your strongest point first or last and weaker points in the middle.

"If we can make ours accessible to students with severe disabilities, you can too," is an example of

If the client is asking to delay the decision, you might best use which closing technique?

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