Management Skills Final Exam with answers.

Management Skills Final |\ |\ |\




Exam with answers |\ |\




liking (definition and application) - CORRECT ANSWERS
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✔✔definition: people like those who like them; individuals|\ |\ |\ |\ |\ |\ |\ |\



are more willing to comply with the requests of friends or
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other liked individuals
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application: uncover similarities and offer praise
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reciprocity (definition and application) - CORRECT
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ANSWERS ✔✔definition: people repay in kind; managers
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can elicit the desired behaviors in coworkers and
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employees by displaying it first |\ |\ |\ |\




application: give what you want to receive; model the
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behavior


social proof (definition and application) - CORRECT
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ANSWERS ✔✔definition: people follow the lead of similar
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others; people feel obligated to comply with a request for
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behavior if it is consistent with what similar others are
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thinking or doing |\ |\




application: use peer power when available, influence is
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best exerted horizontally
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,consistency (definition and application) - CORRECT
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ANSWERS ✔✔definition: people align with their clear
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commitments
application: make commitments active, public, and
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voluntary


active commitments - CORRECT ANSWERS ✔✔choice
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spoken out loud, written down, or made explicitly
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public commitments - CORRECT ANSWERS ✔✔choice
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shared with others, either spoken or in writing
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voluntary commitments - CORRECT ANSWERS
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✔✔personal ownership is more effective than something
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forced, coerced, or imposed
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authority (definition and application) - CORRECT
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ANSWERS ✔✔people defer to experts; people are more
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likely to follow the suggestions of someone who is a
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legitimate authority |\ |\




application: expose your expertise, don't assume it's self-
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evident


scarcity (definition and application) - CORRECT ANSWERS
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✔✔definition: people want more of what they can have
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, less of; people see items and opportunities as more
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valuable as they become less available
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application: highlight unique benefits and exclusive |\ |\ |\ |\ |\ |\



information


Cialdini's 6 Principles of Influence - CORRECT ANSWERS
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✔✔liking, reciprocity, social proof, consistency, authority,
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scarcity


establish your credibility - CORRECT ANSWERS
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✔✔demonstrate expertise and integrity, trustworthiness |\ |\ |\ |\




frame for common ground - CORRECT ANSWERS
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✔✔describe advantages of your perspective and highlight |\ |\ |\ |\ |\ |\



shared benefits
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provide evidence - CORRECT ANSWERS ✔✔provide data,
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vivid examples, stories and analogies
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connect emotionally - CORRECT ANSWERS ✔✔show
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emotional commitment to your position and be in sync
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emotionally to your audience |\ |\ |\




build coalitions - CORRECT ANSWERS ✔✔identify and form
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strategic alliances
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