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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. Knowing there will some things out of our control
patience
ingratiation
distinguishing between the person and the behavior/performance
the circle of influence
2. Occurs when the requestor clearly explains why performing the request will benefit the target personally
apprising
patience
distinguishing between the person and the behavior/performance
the rules
3. A tactic designed to appeal to the target's values and ideals thereby creating an emotional or attitudinal reaction
fight or flight
the rules
ingratiation
inspirational appeal
4. _____________ to communicate intrinsic worth flows naturally out of our own sense of intrinsic worth.
distinguishing between the person and the behavior/performance
ingratiation
the rules
exchange tactic
5. When the requestor asks for something based on personal friendship or loyalty
personal appeals
the rules
distinguishing between the person and the behavior/performance
patience
6. The use of logical arguments and hard facts to show the target that the request is a worthwhile one
fight or flight
rational persuasion
apprising
avoid saying the unkind thing
7. The Golden rule
seek first to understand then to be understood
apprising
distinguishing between the person and the behavior/performance
proactive response
8. When you are provoked or fatigued show self-control and...
rational persuasion
consultation
the rules
avoid saying the unkind thing
9. Occurs when the target is allowed to participate in deciding how to carry out or implement a request
consultation
proactive response
ingratiation
patience
10. The use of favors - complements or friendly behavior to make the target feel better about the influencer
seek first to understand then to be understood
avoid saying the unkind thing
ingratiation
the rules
11. It takes time - accept the reality of step-by-step processes and natural growth cycles.
apprising
consultation
patience
avoid saying the unkind thing
12. 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
apprising
personal appeals
rational persuasion
fight or flight
13. 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
consultation
ingratiation
exchange tactic
14. Knowing advance our actions and consequent reactions
fight or flight
seek first to understand then to be understood
proactive response
exchange tactic
15. Agree on limits - rules - expectations - and consequences - these must be clearly established - agreed upon - understood - and enforced.
fight or flight
exchange tactic
the rules
ingratiation