interpersonal Persuasion

Question 1

Stresses honest, satisfying relationships, concern empathy, self disclsure, spontaneous, senstiive

Answer 1

humanistic perspective

Question 2

stresses acccomplishing goals and outcomes, confidence, immediacy, expressiveness

Answer 2

pragmatic

Question 3

stresses the cost/benefit dimension of relationships, saying thank you

Answer 3

Social exchange

Question 4

Asking for something

Answer 4

direct request

Question 5

Strategies that seek mutual benefit like trading favors and negotiating exchange

Answer 5

Exchange

Question 6

compliance through emotional appeals

Answer 6

manipulation

Question 7

using deceit

Answer 7

trickery

Question 8

demonstrating desired behavior, leading by example

Answer 8

modeling

Question 9

accept a larger donation after complying with a smaller request

Answer 9

foot in the door

Question 10

first request is so large it is reject, but then smaller request is accepted

Answer 10

door in the face

Question 11

start with a small request, and then go big

Answer 11

low balling