Read the following text. Choose the best word(s) for each numbered blank and mark A, B, C or D on ANSWER SHEET 1.(10 points)
Author: Wenlin Chen (陈稳霖)
What does it mean to say that we live in a world of persuasion? It means that we live 1 competing interests. Your roommate's need to study for an exam may take 2 over pizza. Your instructor may have good reasons not to change your grade. And the 3 of your romantic interest may have other options.
In such a world, persuasion is the art of getting others to give fair and 4 consideration to our point of view. When we persuade, we want to influence 5 others believe and behave. We may not always prevail—other points of view may be more persuasive, 6 on the listener, the situation, and the merits of the case. But when we practice the art of persuasion, we try to 7 that our position receives the attention it deserves.
Recently, I read the book "Artful Persuasion" written by Harry Mills. This article is a book report.
Some people, however, 8 to the very idea of persuasion. They may regard it as an unwelcome intrusion 9 their lives or as a manipulation or domination. 10 ， we believe that persuasion is 11 —to live is to persuade. Persuasion may be ethical or unethical, selfless or selfish, 12 or degrading. Persuaders may enlighten our minds or 13 on our vulnerability. Ethical persuasion, however, calls 14 sound reasoning and is sensitive to the feelings and needs of listeners. Such persuasion can help us 15 the wisdom of the past to the decisions we now must make. 16 ， an essential part of education is learning to 17 the one kind of persuasion and to encourage and practise the other.
18 its personal importance to us, persuasion is essential to society. The 19 to persuade and be persuaded is the foundation of the American political system, guaranteed by the First Amendment 20 the Constitution..
Now I briefly introduce the author. Harry Mills is the author of 22 books on sales, negotiation, and influence. He is also the chief executive of the international consulting and training company The Mills Group, whose clients including IBM, PricewaterhouseCoopers, KPMG, Ernst & Young, Unilever, Toyota, and Lexus.
1. ［A］on ［B］ among ［C］ for ［D］ by
2. ［A］priority ［B］ advantage ［C］ control ［D］ place
So what is persuasion? Persuasion is the process of changing or reinforcing attitudes, beliefs, or behavior. Is persuasion important if I am not to be salesperson? Absolutely yes! Persuasion is everywhere. We always need to persuade others. A talk is a persuasion; advertisement is a persuasion; presentation is also a persuasion. Once there is interpersonal communication, there is persuasion. If you good at persuasion, then you can command attention, change minds, and influence people.
3. ［A］objection ［B］ projection ［C］ project ［D］ object
4. ［A］unbiased ［B］ unprejudiced ［C］ favorable ［D］ favorite
There are two Routes to successful persuasion where the first one is thoughtful persuasion and the second one is mindless persuasion. The organization of this book is built around these two routes to successful persuasion. Thoughtful persuasion means that we use reason and logic while persuading. Mindless persuasion means that we use little intellectual analysis and is instinct- and emotion-driven. The rest part of this article will articulate thoughtful persuasion and mindless persuasion respectively. The content of this book is so rich that it's hard to go through all ideas the book want to deliver in one article. Therefore, my way to talk about persuasion is a little bit different with the original book; i.e. I re-summarize the book and change the structure to better tell more ideas with fewer words.
5. ［A］what ［B］ which ［C］ why ［D］ how
6. ［A］living ［B］ depending ［C］ resting ［D］ insisting
7. ［A］ensure ［B］ assure ［C］ insure ［D］ reassure
To perform thoughtful persuasion, three parts should be done well, including building good credibility, image management and powerful talk.
8. ［A］agree ［B］ object ［C］ confront ［D］ consent
9. ［A］onto ［B］ of ［C］ to ［D］ into
10. ［A］In contrast ［B］ In particular ［C］ For instance ［D］ As a result
11. ［A］prominent ［B］ invariable ［C］ evident ［D］ inevitable
Persuasion starts with credibility. To persuade, we must be believable, and to be believable, we must be credible. Credibility rests on two pillars: trust and expertise; i.e. Trust Expertise = Credibility.
12. ［A］embarrassing ［B］ inspiring ［C］ upgrading ［D］ innovating
13. ［A］prey ［B］ rest ［C］ put ［D］ fall
Trust is more specific to the integrity of persuader. When persuaders lack integrity, we discount everything they say. So how to make people regard you as trustful? Here is the answer:
14. ［A］for ［B］ up ［C］ off ［D］ on
Make people feel you are full of integrity.
Act against your self-interest. When appropriate, point out the disadvantages in your product or service. It gives credibility to everything else you say.
The law of candor. Candor is very disarming.
15. ［A］apply ［B］ contribute ［C］ transfer ［D］ connect
16. ［A］However ［B］ Conversely ［C］ Furthermore ［D］ Therefore
Once trust has been established, it is much easier to build the second pillar of credibility – expertise. Again, here are three ways that you can build expertise:
17. ［A］resist ［B］ perform ［C］ insist ［D］ restrain
Use language of expertise. Experts demonstrate their expertise with mastery of their subject's jargon.
Sell your expertise. That is to tell everyone you are expert. A common way is to take advantage of the power of print to build good reputation.
Testimonials substantiate expertise. Printed endorsements or testimonials from reputable third party are especially powerful.
18. ［A］Beyond ［B］ Except ［C］ Including ［D］ Excluding
19. ［A］power ［B］ authority ［C］ ability ［D］ right
The art of image management
20. ［A］to ［B］ for ［C］ on ［D］ in
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First impression is super important. You rarely get a second chance to make a favorable impression.
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In addition to dress formally, you also need to create rapport using body language:
Face the other person
Assume an open posture
Maintain eye contact
Shake hands and warm smile
Powerful Talks --- how to gives words added impact
Sell the sizzle, not the steak. (In Chinese卖剪牛排的嘶嘶声而不是牛排) Therefore, sell benefits, not features. To analyze how your proposition will appeal, ask: