Question 1

Which theory can be described as a vaccination against future arguments?

Accepted Answer

A) identification 
B) balance 
C) consistency 
D) inoculation 
A) identification 
B) balance 
C) consistency 
D) inoculation

Question 2

An interviewer who claims that since B followed A, A must have caused B, is using a

Accepted Answer

A) comparison tactic. 
B) thin entering wedge tactic. 
C) bifurcation tactic. 
D) post hoc fallacy. 
A) comparison tactic. 
B) thin entering wedge tactic. 
C) bifurcation tactic. 
D) post hoc fallacy.

Question 3

If we buy a timeshare after getting a free cruise, meal, and hotel stay because we feel an obligation, which psychological strategy is present?

Accepted Answer

A) rejection then threat 
B) rule of reciprocation 
C) standard/learned principle 
D) contrast principle 
A) rejection then threat 
B) rule of reciprocation 
C) standard/learned principle 
D) contrast principle

Question 4

Using the term "pre-owned" is an example of tabloid thinking.

Accepted Answer

A) True 
 B)False

Question 5

Some sources claim that interviewees remember

Accepted Answer

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. 
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.

Question 6

Some cultures consider bribing to be a normal part of doing business.

Accepted Answer

A) True 
 B)False

Question 7

If you ate at a restaurant once and complained about one bad meal, this might be an example of what type of faulty reasoning?

Accepted Answer

A) ad hominem 
B) hasty generalization 
C) slippery slope 
D) post hoc fallacy 
A) ad hominem 
B) hasty generalization 
C) slippery slope 
D) post hoc fallacy

Question 8

If you tell your roommate that if she cooks dinner, you will wash the dishes, you have used which psychological strategy?

Accepted Answer

A) rejection then threat 
B) reciprocal concession 
C) contrast principle 
D) standard/learned principle 
A) rejection then threat 
B) reciprocal concession 
C) contrast principle 
D) standard/learned principle

Question 9

"If" arguments may ignore obvious unpredictable conditions.

Accepted Answer

A) True 
 B)False

Question 10

List three things Isocrates found we must learn to practice beyond persuasion.

Accepted Answer

Isocrates, the ancient Greek rhetorician

Question 11

When we believe that one item is more different than it actually is, this is known as

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.

Question 12

If we like the interviewer we often assume a proposal is logical.

Accepted Answer

A) True 
 B)False

Question 13

When Sarah says, "We should approve the new charter school since everyone is for it," she is using what fallacy of reasoning?

Accepted Answer

A) polarizing 
B) ad hominem 
C) slippery slope 
D) bandwagon 
A) polarizing 
B) ad hominem 
C) slippery slope 
D) bandwagon

Question 14

List three characteristics of framing and reframing.

Accepted Answer

Framing and reframing are cognitive tech

Question 15

Which of the following is NOT a survival value?

Accepted Answer

A) preservation of health 
B) safety and security 
C) power and authority 
D) personal attractiveness 
A) preservation of health 
B) safety and security 
C) power and authority 
D) personal attractiveness

Question 16

When analyzing an interviewee, consider the following factors:

Accepted Answer

A) age, wage, and address. 
B) degrees, debts, and interest. 
C) attitudes, platitudes, and values. 
D) physical characteristics, socioeconomic background, and cultural values. 
A) age, wage, and address. 
B) degrees, debts, and interest. 
C) attitudes, platitudes, and values. 
D) physical characteristics, socioeconomic background, and cultural values.

Question 17

Uncertain future is a possible objection an interviewee might have.

Accepted Answer

A) True 
 B)False

Question 18

You should establish criteria with the interviewee shortly before the trial closing to see if the interviewee is ready to "close the deal."

Accepted Answer

A) True 
 B)False

Question 19

The ad populum tactic appeals to the minority.

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

1. Assumptive Close: This technique invo

Which theory can be described as a vaccination against future arguments?

An interviewer who claims that since B followed A, A must have caused B, is using a

If we buy a timeshare after getting a free cruise, meal, and hotel stay because we feel an obligation, which psychological strategy is present?

Using the term "pre-owned" is an example of tabloid thinking.

Some sources claim that interviewees remember

Some cultures consider bribing to be a normal part of doing business.

If you ate at a restaurant once and complained about one bad meal, this might be an example of what type of faulty reasoning?

If you tell your roommate that if she cooks dinner, you will wash the dishes, you have used which psychological strategy?

"If" arguments may ignore obvious unpredictable conditions.

List three things Isocrates found we must learn to practice beyond persuasion.

When we believe that one item is more different than it actually is, this is known as

If we like the interviewer we often assume a proposal is logical.

When Sarah says, "We should approve the new charter school since everyone is for it," she is using what fallacy of reasoning?

List three characteristics of framing and reframing.

Which of the following is NOT a survival value?

When analyzing an interviewee, consider the following factors:

Uncertain future is a possible objection an interviewee might have.

You should establish criteria with the interviewee shortly before the trial closing to see if the interviewee is ready to "close the deal."

The ad populum tactic appeals to the minority.

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

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

Which theory can be described as a vaccination against future arguments?

An interviewer who claims that since B followed A, A must have caused B, is using a

If we buy a timeshare after getting a free cruise, meal, and hotel stay because we feel an obligation, which psychological strategy is present?

Using the term "pre-owned" is an example of tabloid thinking.

Some sources claim that interviewees remember

Some cultures consider bribing to be a normal part of doing business.

If you ate at a restaurant once and complained about one bad meal, this might be an example of what type of faulty reasoning?

If you tell your roommate that if she cooks dinner, you will wash the dishes, you have used which psychological strategy?

"If" arguments may ignore obvious unpredictable conditions.

List three things Isocrates found we must learn to practice beyond persuasion.

When we believe that one item is more different than it actually is, this is known as

If we like the interviewer we often assume a proposal is logical.

When Sarah says, "We should approve the new charter school since everyone is for it," she is using what fallacy of reasoning?

List three characteristics of framing and reframing.

Which of the following is NOT a survival value?

When analyzing an interviewee, consider the following factors:

Uncertain future is a possible objection an interviewee might have.

You should establish criteria with the interviewee shortly before the trial closing to see if the interviewee is ready to "close the deal."

The ad populum tactic appeals to the minority.

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

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