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