WEEK 7 ASSIGNMENT

Answer all questions (15x1=15)

1. Motivation is a psychological force that contributes to a person’s degree of commitment
which includes drives and desires for goal attainment that regulate the direction, intensity,
and persistence of human action.
(a) Correct
(b) Incorrect
Explanation: Kindly refer lecture 31
Topic: Motivating Oneself
2. Persuasion is an interactive communication process that may take place whenever we want
something from someone else or another person wants something from us.
(a) True
(b) False
Explanation: The correct answer is, “Negotiation is an interactive communication process”. It is
directly taken from the lecture material. Kindly refer lecture 34.
Topic: From Persuasion to Negotiation
3. For persuasion to be subtle and devious, it should use channels that are easily noticeable.
(a) True
(b) False
Explanation: Kindly refer lecture 32
Topic: The Art of Persuasion-I
4. Listening is the mother of all communication, and to become an effective communicator
one has to be good listener.
(a) True
(b) False

Explanation: The statement is taken from the examples provided in the lecture. Kindly refer
lecture 35.
Topic: From Persuasion to Negotiation
5. _________________ is a neurotransmitter that plays a key role in motivation, productivity,
and focus.
(a) Serotonin
 (b) Dopamine
(c) Epinephrine
(d) None of the above
Explanation: Kindly refer lecture 31
Topic: Motivating Oneself
6. ___________________ involves discussion and reaching a mutually satisfactory
agreement.
(a) Persuasion
(b) Motivation
(c) Negotiation
(d) Communication

Explanation: It is directly taken from the lecture material. Kindly refer lecture 34.
Topic: From Persuasion to Negotiation
7. Which of the following components are the components of motivation?
(a) Direction
(b) Effort
(c) Persistence
(d) All of the above
Explanation: Kindly refer lecture 31
Topic: Motivating Oneself
8. Which part of a message is usually remembered more readily?
(a) First part
(b) Main body of the argument
(c) Title
(d) Last part
Explanation: Kindly refer lecture 33
Topic: The Art of Persuasion-II
9. The attitude of dislike towards cold drinks because of their high sugar content is based on
(a) Knowledge
(b) Extremity
(c) Ad campaign
(d) Ego-involvement
Explanation: Kindly refer lecture 33
Topic: The Art of Persuasion-II
10. In which of the following negotiating style, individuals easily give the other person
concession in hope of strengthening their relationships but tend to neglect their own needs
in favour of helping the other person.
(a) Avoider negotiating style
(b) Compromiser negotiating style
(c) Problem solver negotiating style
(d) Accommodator negotiating style

Explanation: Kindly refer lecture 34.

Topic: From Persuasion to Negotiation
11. The relevance of the art of persuasion lies in
(a) Providing people with your side of the story
(b) Appearing convincing to others
(c) Motivating others
(d) Converting others to your point of view
Explanation: Kindly refer lecture 32
Topic: The Art of Persuasion-I
12. Which of the following characteristics determine the leadership style of a task leader?

(a) Always allows everyone to get a turn in the discussion

(b) Always keeps the personal relationships between group members
(c) Always make sure the group reaches a conclusion at the end of the meeting
(d) All of the above
Explanation: Kindly refer lecture 35
Topic: Leadership and Motivating Others
13. Consider the following statements.
A. A good leader is a great communicator.
B. A good leader never listens to the team members.
C. A good leader leads through experience and competence.
(a) Only A is correct
(b) Only A and C are correct
(c) Only B and C are correct
(d) All A, B, and C are correct
Explanation: Kindly refer lecture 35
Topic: Leadership and Motivating Others
14. Consider the following statements.
A: If you’re intelligent, you can see through persuasion.
B: Advice is not a kind of persuasion.
(a) A and B are true
(b) A is true but B is false
(c) B is true but A is false
(d) Both A and B are false
Explanation: Kindly refer lecture 32
Topic: The Art of Persuasion-I
15. Consider the following statements.
A: Persuasion is about changing attitudes.
B: Attitude is an arbitrary psychological construct.
C: It is difficult to imagine a context where there is no persuasion of any kind.
(a) All A, B and C are true
(b) Only C is true
(c) Only B and C are true
(d) Only A and C are true
Explanation: Kindly refer lecture 33
Topic: The Art of Persuasion-II