A Rule of Thumb Offered for the Sequencing of Influence

question 39

Multiple Choice

A rule of thumb offered for the sequencing of influence tactics is to:

• A) first mirror the influence tactic of the other person, then try your own.
• B) begin with the ethical, then shift to the unethical.
• C) begin with the most positive, or least abrasive, tactic.
• D) first be more serious, then move toward joking and kidding.

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Definitions:

Cognitive-Behavioral Orientation

A psychological approach that combines cognitive and behavioral techniques to modify dysfunctional emotions, behaviors, and thoughts.

Existential Orientation

A philosophical approach that emphasizes the existence of the individual as a free and responsible agent determining their own development through acts of the will.

Recover Fully

To completely regain health, strength, or a normal state after an illness, injury, or other setback.

Developed Countries

Nations with higher economic development based on factors such as income per capita, industrialization, standard of living, and stability.