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  3. Principles of Governing Persuasion If leadership consists of getting things done through others, then persuasion is one of the l

Principles of Governing Persuasion If leadership consists of getting things done through others, then persuasion is one of the l

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问题 Principles of Governing Persuasion
If leadership consists of getting things done through others, then persuasion is one of the leader’s essential tools. Many executives have assumed that this tool is beyond their grasp, available only to the charismatic (有魅力的) and the eloquent. Over the past several decades, though, experimental psychologists have learned which methods reliably lead people to concede, comply, or change. Their research shows that persuasion is governed by several principles that can be taught and applied.
The first principle is that people are more likely to follow someone who is similar to them than someone who is not. Wise managers, then, ask peers to help make their cases. Second, people are more willing to cooperate with those who are not only like them but who like them, as well. So it’s worth the time to unc9ver real similarities and offer genuine praise.
Third, experiments confirm the intuitive truth that people tend to treat you the way you treat them. It’s sound policy to do a favor before seeking one. Fourth, individuals are more likely to keep promises they make voluntarily and clearly. The message for managers here is to get commitments in writing. Fifth, studies show that people really do defer to (服从) experts. So before they attempt to exert influence, executives should take pains to establish their own expertise and not assume that it’s self-evident. Finally, people want more of a commodity when it’s scarce; it follows, then, that exclusive information is more persuasive than widely available data.
选项 A、Right
B、Wrong
C、Not mentioned
答案B
解析 利用题干中的many executives(特征词)作为答案线索词(尤其需要注意many这个修饰词)，这样找到答案相关句：Many executives have assumed that this tool is beyond their  grasp, available only to the charismatic and the eloquent．(划线结构说“许多管理人员认为这个管理手段他们是掌握不了的，只有那些具有魅力、能言擅语的人才能具备”，我们还需要找到问题句中所提到的“实验”，所以继续在下文中查找相关信息)Over the past several decades，though，experimental psychologists have learned which methods reliably lead people to concede，comply, or change．Their research(“their research”根据前一句内容来看是“做实验工作的心理学家们的研究”，  因此“their research”也就与题干中的“实验”呼应)shows that persuasion is governed by several principles that can be taught and applied．这个划线结构的内容是“研究 (实验)表明说服别人的方法有几条可教可用的原则”，而从这句话可以推出的结论是“人人都可以学会这些原则并加以运用”，因此可见实验所证明的结构恰恰是与管理人员的猜想不一致，因此问题句“实验证明了许多管理人员的猜想”的说法错误。
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