Interpersonal Skills in Organizations 6th edition By Suzanne de Janasz – Test Bank
Interpersonal Skills in Organizations, 6e (de Janasz)
Chapter 8 Persuading Individuals and Audiences
1) Persuasion involves directly giving orders to others.
2) Employees today show little tolerance for unquestioned authority.
3) The skill of persuasion is irrelevant in a nonhierarchical environment where employees at all levels participate in formulating strategies.
4) In a team-based or team-supported workplace, a higher authority frequently mandates decisions.
5) Inoculation theory suggests that people use three criteria—appropriateness, consistency, and effectiveness—to determine whether to respond to a persuader’s arguments.
6) According to the ACE Theory, appeals to consistency demonstrate that a persuader understands the beliefs of similar others and presents arguments that make sense or track with these beliefs or behaviors.
7) The most effective persuaders first share their views and opinions before listening to others’ views.
8) The way a person looks or dresses has no influence on his or her credibility.
9) In the context of persuasion, framing for common ground provides a means for alternatives and ideas to be compared and contrasted.
10) Involving the other party in the search for a solution is an ineffective way to get his or her buy-in to the solution.
11) During the persuasion process, any errors in your reasoning can give the listener reason to doubt you. This implies that you must say everything you know about the concerned subject.
12) When you reinforce your persuasive appeal with words or actions that trigger a “yes” response, you are less likely to be influential.
13) In the rejection-then-retreat approach, a less costly proposal is put across first and then a high-cost alternative is presented.
14) Advertisers use the social proof principle when they give away free samples.
15) Manipulation involves convincing people to adhere to something that they would do without the presence of a persuader.
16) Warning signals of manipulation include the persuader having more to gain from an exchange than the persuadee.
17) A persuasive presentation requires the presenter not only to give information, but also to get the audience to accept, believe, and act on the ideas presented