When the Reader Will Not Directly Benefit from Granting the Favor

question 89

Multiple Choice

When the reader will not directly benefit from granting the favor you request, your persuasive message should

• A) adopt a less confident tone.
• B) use language appealing to the reader's emotions.
• C) show how someone other than you will benefit.
• D) stress the objective evidence justifying your request.
• E) use the first paragraph to tactfully make your request.

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Definitions:

Successive Approximations

A technique in behavior therapy and training that rewards behaviors that progressively get closer to the desired behavior.

Reinforcing

In the context of behavior, this term refers to the process of encouraging or establishing a pattern of behavior by providing a reward or consequence.

Extinction

The process by which a species, genus, or family ceases to exist.

Instrumental Conditioning

A training method whereby a behavior's intensity is altered through either positive reinforcement or negative punishment.