Luke Attended a Course in Which He Was Trained to Apply

question 57

Essay

Luke attended a course in which he was trained to apply the social style matrix to make better sales presentations.When he got home from the course,he tried to apply the techniques he had learned to determine his own social style.Why might his self-assessment be very misleading?

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Definitions:

Primacy Effect

A cognitive bias that results in a person recalling items or information presented at the beginning of a list better than those in the middle or end.

Low-ball Technique

A persuasion tactic in which an initially favorable deal is later altered to become less favorable to the individual who agreed to it.

Foot-in-the-door Technique

A persuasion strategy in which agreement to a small, initial request increases the likelihood of compliance with a larger, later request.

Door-in-the-face Technique

A persuasion strategy where a large, unreasonable request is made first and, if refused, a smaller, more reasonable request is made.