There are gray areas on issues and it is hard to distinguish if someone is ethical or unethical. What is wrong to one person might not be wrong for another.
What is Johnson's meaning of "degrees of right and wrong"?
100
This is the definition of a euphemism.
What is softening the blow of bad news to make something sound better?
100
What is the difference between prospecting and cold calling?
What is using social networks compared to knocking on random doors hoping someone will participate.
100
The theorist who developed Identification Theory
Who is Burke?
100
This is the forbidden fruit theory.
What is Psychological reactance theory?
200
Do unto others as you would have them do unto you"
What is the golden rule?
200
This is when you try to alter your view of an issue by changing the language.
What is differentiation?
200
What are the parts to Woodward and Denton's planning guidelines?
What is being honest, being fair, being skeptical, and being thoughtful/ deliberate, being open-minded, being responsive.
200
The central point to Identification Theory
What is the more we are alike the greater our influence.
200
This is the rule of reciprocation.
What is feeling obligated to return favors.
300
Also called the domino effect, once something sets it off, it tends to lead to disaster.
What is slippery slope fallacy?
300
This is how you adapt to a hostile interviewees.
What is talking about areas you agree, inject some disagreement, and seeing the problem and the solution?
300
These are the components of analyzing the situation.
What is atmosphere, timing, physical setting, and outside forces?
300
The persuader must create dissonance and move us to their position.
What is balance or consistency theory?
300
This is a reciprocal concessions.
What is one concession deserving another or if someone gives you something you feel obligated to return.
400
This is Tu Quoque.
What is sharing the guilt does not make you innocent?
400
This is the difference between euphemism and differentiation.
What is euphemism making something sound better and differentiation is changing your perception of reality.
400
This is polarization.
What is limiting options to 2 or using an either-or argument.
400
The goal is to immunize your interview from the other side’s argument they will hear later on
What is inoculation theory?
400
A psychological tendency that can be combatted by looking for real differences.
What is contrast principle?
500
When someone uses personal attacks to dodge the issue.
What is ad hominem?
500
These are the steps to handling close-minded interviewees.
What is focusing on trusted authorities, not just using facts, and the proposal matching the interviewee's beliefs?
500
These are the steps to handling an objection.
What is minimizing it, capitalizing on it, deny an objection (offer proof), and confirm an objection?
500
This is what the induced compliance theory tries to do.
What is triggering self-persuasion, but not so much that they feel like they were forced into doing it.
500
This is the rejection then retreat strategy.
What is persuaders asking for a lot and settling for less.