Deck 6: Advocating Through Education, Persuasion, and Negotiation

Question 1

When a target says "I hear that you're experiencing a problem, but I'm not involved in developing educational policy, and frankly its all beyond me," which defense is he employing?

A) Denial and minimization
B) Internalization
C) Projection and displacement
D) Rationalization

Answer 1

B

Question 2

Which element of persuasion involves selecting and framing the information to share?

A) Sender
B) Message
C) Context
D) Environment

Answer 2

C

Question 3

Which Message Principle involves motivating the target to think about the issue in order to protect themselves?

A) Sidedness
B) Fear Appeal
C) Intent
D) Protectionism

Answer 3

B

Question 4

If frustration with repetition is setting in, try altering your approach to present the same information in a new way. This is referred to as:

A) Redundancy
B) Sidedness
C) Alternation
D) Novel Context

Question 5

Which of the following are ways you can increase your perceived expertise on a topic?

A) Know the jargon
B) Hold a title in the field (professor, etc)
C) When speaking, tie the issue back to your own experience and how you've personally been impacted
D) A & C
E) A & B

Question 6

Which of the following is true regarding expertise?

A) If the target already has a strong position, an expert is the easiest way to change his or her view
B) Experts are generally only trusted for their given expertise, perceived knowledge does not spill into other areas
C) Experts are considered less trust-worthy when they use jargon or complex language
D) The testimony of an expert is most effective when the target does not care that much about an issue

Question 7

In negotiations, it is best to decide your limit

A) After negotiations have begun so you can get a sense of what your options are
B) Before negotiations begin so you are not swayed by the pressure of the active negotiation
C) During the first break of the negotiations when you have a sense of your opponent
D) None of the above, it is important to not set limits and keep all possibilities on the table

Question 8

In negotiations, __________ are concessions you make to keep the negotiation moving

A) Limits
B) Echolocations
C) Initial positions
D) Fallback positions
E) Rebounds

Question 9

A target who is not very interested in your advocacy topic may employ __________ thinking, whereas a target who is invested in the issue will employ ___________ thinking.

A) Systematic, Contextual
B) Specific, Heuristic
C) Heuristic, Systematic
D) Heuristic, Contextual
E) Contextual, Specific