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