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Test your basic knowledge |
Influencing Tactics
Start Test
Study First
Subject
:
soft-skills
Instructions:
Answer 15 questions in 15 minutes.
If you are not ready to take this test, you can
study here
.
Match each statement with the correct term.
Don't refresh. All questions and answers are randomly picked and ordered every time you load a test.
This is a study tool. The 3 wrong answers for each question are randomly chosen from answers to other questions. So, you might find at times the answers obvious, but you will see it re-enforces your understanding as you take the test each time.
1. Talk through differences - _______ is not the thing to do when you disagree - avoid violent words or actions - avoid fleeing or sulking or feeling sorry and withdrawing
the rules
fight or flight
ingratiation
patience
2. When the requestor asks for something based on personal friendship or loyalty
exchange tactic
personal appeals
rational persuasion
distinguishing between the person and the behavior/performance
3. Knowing there will some things out of our control
patience
exchange tactic
rational persuasion
the circle of influence
4. Occurs when the requestor clearly explains why performing the request will benefit the target personally
apprising
avoid saying the unkind thing
ingratiation
the circle of influence
5. When you are provoked or fatigued show self-control and...
distinguishing between the person and the behavior/performance
exchange tactic
avoid saying the unkind thing
ingratiation
6. Occurs when the target is allowed to participate in deciding how to carry out or implement a request
avoid saying the unkind thing
patience
proactive response
consultation
7. Agree on limits - rules - expectations - and consequences - these must be clearly established - agreed upon - understood - and enforced.
proactive response
distinguishing between the person and the behavior/performance
patience
the rules
8. Used when the requestor offers a reward or resource to the target in return for performing a request
seek first to understand then to be understood
inspirational appeal
the circle of influence
exchange tactic
9. It takes time - accept the reality of step-by-step processes and natural growth cycles.
proactive response
the circle of influence
avoid saying the unkind thing
patience
10. The use of favors - complements or friendly behavior to make the target feel better about the influencer
avoid saying the unkind thing
inspirational appeal
ingratiation
seek first to understand then to be understood
11. Knowing advance our actions and consequent reactions
proactive response
avoid saying the unkind thing
ingratiation
exchange tactic
12. _____________ to communicate intrinsic worth flows naturally out of our own sense of intrinsic worth.
apprising
fight or flight
avoid saying the unkind thing
distinguishing between the person and the behavior/performance
13. The use of logical arguments and hard facts to show the target that the request is a worthwhile one
apprising
personal appeals
rational persuasion
patience
14. The Golden rule
seek first to understand then to be understood
fight or flight
the circle of influence
rational persuasion
15. A tactic designed to appeal to the target's values and ideals thereby creating an emotional or attitudinal reaction
rational persuasion
proactive response
inspirational appeal
the circle of influence