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