Knowing What Your Listeners Value and Appealing to Those Values

question 2

Multiple Choice

Knowing what your listeners value and appealing to those values is known in persuasion as

• A) positive motivation.
• B) self-actualization appeal.
• C) self-esteem appeal.
• D) negative motivation.

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Definitions:

Abuse Power

The misuse of one's position of authority or control to harm, exploit, or unfairly disadvantage others.

Role of Incentives

The role of incentives in negotiations involves using motivational factors to encourage or influence the behavior or decisions of the other party.

Age

The length of time that a person or object has existed.

Ethically Questionable Tactics

Strategies that raise moral or ethical concerns regarding their appropriateness or fairness.