Deck 10: The Persuasive Interview

Question 1

A month before Christmas, you decide to persuade your employer to have a pre-Christmas sale rather than the traditional post-Christmas sale. Which motives or values might you incorporate into your persuasive interview?

Answer 1

Answer will vary.

Question 2

Explain how to handle hostile interviewees.

Answer 2

Answer will vary.

Question 3

List the steps of the persuasive interview. Discuss how you can be systematic in assuring fair persuasion is being used when you are the interviewee.

Answer 3

Answer will vary.

Question 4

Discuss the persuasive interview situation. What are the four key elements?

Question 5

Discuss four of the closing techniques appropriate for the contract/agreement stage of the persuasive interview.

Question 6

List three things Isocrates found we must learn to practice beyond persuasion.

Question 7

List five of the most common objections to persuasive proposals. Give an example of each.

Question 8

List three ethical considerations you should take into account when conducting persuasive interviews.

Question 9

Discuss four logical strategies described in your text. Give examples of each.

Question 10

State the "golden rule" and discuss how it applies to ethical persuasion.

Question 11

What should you do if an interviewee is uninterested?

Question 12

In political races, interviewers attempt to persuade undecided voters. Explain why.

Question 13

List three ways of dodging the issue in a persuasive interview. Give examples of each.

Question 14

What is a "yes-but" method of persuasion, and when might you use it?

Question 15

Define "authoritative" as it relates to the sources of information in persuasive interviews.

Question 16

Discuss five questions to ask when trying to assess the acceptability of a persuader's evidence.

Question 17

List four psychological strategies and define each.

Question 18

Write an "assumptive" closing for a persuasive interview. You choose the topic and situation.

Question 19

List five types of evidence used in persuasive interviews.

Question 20

Explain the difference between euphemisms and differentiation. Give examples of each.

Question 21

Which of the following is a tactic for handling potentially hostile interviewees?

A)yes-but
B)yes-yes
C)implicative
D)all of the above

Question 22

When analyzing an interviewee, consider the following factors:

A)age, wage, and address.
B)degrees, debts, and interest.
C)attitudes, platitudes, and values.
D)physical characteristics, socioeconomic background, and cultural values.

Question 23

Personal attractiveness is a

A)survival value.
B)social value.
C)success value.
D)independence value.

Question 24

If you observe an interviewee having second thoughts due to prior held beliefs, this psychological discomfort is known as

A)balance.
B)dissonance.
C)consubtantiality.
D)induced compliance.

Question 25

Attitudes are

A)fundamental beliefs about ideal states of existence and modes of behavior.
B)foundations for specific beliefs and actions.
C)the hot buttons persuaders employ to induce action and judgment.
D)relatively enduring combinations of beliefs that predispose us to respond in particular ways.

Question 26

Which theory is designed to prevent persuasion from taking place?

A)inoculation theory
B)identification theory
C)forced compliance theory
D)psychological reactance theory

Question 27

List three characteristics of framing and reframing.

Question 28

Some sources claim that interviewees remember

A)25 percent of what they hear, 25 percent of what they see, 25 percent of what they anticipate, and 25 percent of what they do.
B)50 percent of what they hear and see and 50 percent of what they anticipate and do.
C)25 percent of what they hear and 75 percent of what they do.
D)10 percent of what they hear, 50 percent of what they do, and 90 percent of what they see and do.

Question 29

Which theory can be described as a vaccination against future arguments?

A)identification
B)balance
C)consistency
D)inoculation

Question 30

If you have no access to information about an individual prior to your first contact with the interviewee, which of the following is a recommendation for your first few minutes of the interview?

A)observe the interviewees dress
B)ask questions about their interests
C)listen to what the person does not say
D)all of the above

Question 31

When someone is asked to engage in activities counter to their values, beliefs, and attitudes this is known as which theory?

A)induced compliance
B)inoculation
C)identification
D)balance

Question 32

Which of the following is NOT a survival value?

A)preservation of health
B)safety and security
C)power and authority
D)personal attractiveness

Question 33

The purpose of the persuasive interview is to influence how the interviewee

A)thinks.
B)acts.
C)feels.
D)all of the above

Question 34

Which of the following correctly describes a culture's approach to arrival time?

A)In Great Britain it is acceptable to be 5-15 minutes late.
B)In Italy it is acceptable to be 5 minutes early.
C)For Americans, it is acceptable to be an hour late.
D)all of the above

Question 35

If you are trying to borrow the family car for the weekend and ask right before dinner, just after your parents get home from work, and get a refusal, what part of the situation might be most pertinent?

A)atmosphere
B)timing
C)physical setting
D)outside forces

Question 36

After asking a trial closing question, you should

A)take leave.
B)be quiet.
C)ask the closing question.
D)address objections.

Question 37

It is hoped that induced compliance will result in

A)disengagement.
B)self-persuasion.
C)reduced dissonance.
D)identification.

Question 38

Tickets to the NCAA Final Four basketball game become of great value because they are scarce. This is an example which theory at work?

A)induced compliance
B)psychological reactance
C)oculation
D)none of the above

Question 39

Surveys have indicated that we perceive people like car salespersons as least trustworthy. This relates to which concept that affects all forms of interviewing?

A)defenses
B)clients
C)credentials
D)credibility

Question 40

The four steps in handling objections are

A)anticipate, listen, clarify, and respond.
B)anticipate, respond, clarify, and deny.
C)listen, respond, capitalize, and confirm.
D)capitalize, convert, deny, and respond.

Question 41

When we believe that one item is more different than it actually is, this is known as

A)contrast principle.
B)standard/learned principle.
C)reciprocal concessions.
D)rejection then retreat.

Question 42

Which of the following is an importance of using repetition?

A)enhance understanding
B)gain and maintain attention
C)make the interviewee aware of what is most important
D)all of the above

Question 43

"Everyone's going to The Pub after class," is an example of

A)identification.
B)bandwagon tactic.
C)association.
D)bifurcation.

Question 44

When creating a need or desire, which of the following is a recommendation?

A)develop several points at a time
B)encourage interaction
C)both a and b
D)none of the above

Question 45

The majority of persuasive interactions fail

A)in the last few seconds.
B)during the attention step in the opening.
C)during the closing.
D)due to poor first impressions.

Question 46

Herbert Simons suggests which question to assess your honesty?

A)How will I feel about myself after this communicative act?
B)Could I justify my act publicly if called to do so?
C)both a and b
D)none of the above

Question 47

When individuals disagree with your proposal, responding, "many clients I speak to feel that way, however…." is an example of using

A)shock absorber phrases.
B)authoritarian interviewing.
C)bipolar trap.
D)none of the above

Question 48

What theory best applies to shopping-around interviewees?

A)identification
B)inoculation
C)dissonance
D)none of the above

Question 49

If you tell your roommate that if she cooks dinner, you will wash the dishes, you have used which psychological strategy?

A)rejection then threat
B)reciprocal concession
C)contrast principle
D)standard/learned principle

Question 50

Which of the following is an effective approach to hostile interviewees?

A)implicative approach
B)yes-yes approach
C)yes-but approach
D)all of the above

Question 51

Interviewees remember what percentage of what they both see and do?

A)10%
B)50%
C)100%
D)90%

Question 52

The authors recommend a series of steps to handle objections. Which of the following is that series?

A)plan, listen, clarify, respond
B)listen, plan, respond, close
C)attention, need, satisfaction, action
D)none of the above

Question 53

When you bad mouth the competition, this is known as

A)affirmative selling.
B)negative selling.
C)cognitive dissonance.
D)identification.

Question 54

If we buy a timeshare after getting a free cruise, meal, and hotel stay because we feel an obligation, which psychological strategy is present?

A)rejection then threat
B)rule of reciprocation
C)standard/learned principle
D)contrast principle

Question 55

Which of the following is NOT a stage of the closing of a persuasive interview?

A)leave taking
B)filling out a contract
C)trial closing
D)establish criteria

Question 56

An interviewer who claims that since B followed A, A must have caused B, is using a

A)comparison tactic.
B)thin entering wedge tactic.
C)bifurcation tactic.
D)post hoc fallacy.

Question 57

The belief that "you get what you pay for," is an example of

A)contrast principle.
B)standard/learned principle.
C)reciprocal concessions.
D)rejection then retreat.

Question 58

"If we can make ours accessible to students with severe disabilities, you can too," is an example of

A)arguing from accepted belief.
B)arguing from condition.
C)arguing from two choices.
D)arguing from example.

Question 59

If the client is asking to delay the decision, you might best use which closing technique?

A)I'll think it over close
B)a price close
C)summary close
D)either-or close

Question 60

Agreeing upon criteria for evaluating possible solutions enables you to do all of the following except

A)build a foundation of agreements.
B)deal with objections.
C)determine your purpose.
D)compare solutions.

Question 61

Arguing from condition is based on the assertion that there are only two possible courses of action.

Question 62

The orientation step is essential when there is no relational history.

Question 63

When Sarah says, "We should approve the new charter school since everyone is for it," she is using what fallacy of reasoning?

A)polarizing
B)ad hominem
C)slippery slope
D)bandwagon

Question 64

Leave taking should be done quickly.

Question 65

"I washed my car today and that is why it rained tonight," is an example of which faulty reasoning?

A)post hoc
B)ad hominem
C)ad populum
D)false analogy

Question 66

What is the term for replacing the word "restroom" with "powder room?"

A)imagery
B)strategic ambiguity
C)euphemism
D)differentiation

Question 67

After a trial closing, be quiet.

Question 68

If the local Little League catcher asks for a $5 donation and you refuse and then he follows-up with an offer of a $1 candy bar and you buy that, which psychological strategy has been used?

A)rejection then retreat
B)reciprocal concession
C)contrast principle
D)standard/learned principle

Question 69

Uncertain future is a possible objection an interviewee might have.

Question 70

If your university began using the phrase, "You can get there from here," in their new billboard ads, this is known as a

A)slogan.
B)cliché.
C)euphemism.
D)tu quoque.

Question 71

Persuasion is not something you do to a person, but with a person.

Question 72

Theories are efforts to explain complex human activities through careful examination of what happens in the real world.

Question 73

Richard Johannesen states "ethical issues focus on value judgments concerning degrees of right or wrong."

Question 74

Persuasive interviews usually should have routine openings.

Question 75

When you attack a person by discrediting them it is known as

A)tabloid thinking.
B)ad hominem.
C)slippery slope.
D)ad populum.

Question 76

A fact is something that can be or has been observed.

Question 77

Which of the following creates in the mind of the listener a fear of a serious chain of events?

A)thin entering wedge
B)domino effect
C)slippery slope
D)all of the above

Question 78

If you ate at a restaurant once and complained about one bad meal, this might be an example of what type of faulty reasoning?

A)ad hominem
B)hasty generalization
C)slippery slope
D)post hoc fallacy

Question 79

You should put your strongest point first or last and weaker points in the middle.

Question 80

There should be a lengthy rapport stage in the persuasive interview.