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  1. during the probing the interview what are you trying to determine?
    the purpose of the interview
  2. what are the 3 steps in determining the purpose of the interview?
    • finding out the end product
    • finding out what kind of information you want
    • and how does the situation help or hinder your purpose
  3. is it okay to make assumptions during the probing interview?
  4. what does eeol stand for?
    equal equipment opportunity laws
  5. who do the eeo laws pertain to?
    • organizations that deal with the fed gov.
    • have more than 15 employees
    • have more than 50,000 in gov contracts
    • engage in interstate commerce?
  6. what are the eeo fed laws?
    • Age discrimination
    • disability
    • ethnic/national orgin, color,race,religion,sex,sexual orientation
    • family structure/pregnancy
  7. what does BFOQS stand for?
    Bona Fide Occupational Qualifications
  8. what is bfoqs?
    • questions dealing directly with occupational duties 
    • these questions usually exclude those related to EEO laws
  9. What supersedes state laws?
    federal laws
  10. what isn't the EEOC NOT concerned with?
  11. what is the EEOC concerned with?
  12. what states that each position needs to be advertised where all qualified applicants have a reasonable oppurtonity to find it?
    the BFOQS interviewing rules
  13. according to the BFQOS interviewing rules who is liable if unlawful information is maintained or used even if you do not ask for it?
    the organization is
  14. what can you not write or make notes on?
    • the application
    • resume 
    • cover letter
  15. according to BFQOS what group of people can not be isolated into questioning?
    women, minorities, ethnic candidates, older persons
  16. during an employment interview what materials should be reviewed prior to the interview? (the interviewer)
    • job description
    • company policies, culture, products/services... 
    • evaluation criteria
    • application, cover letter, resume, letters of reference
    • internet search
    • evaluate materials
    • develop a guide and schedule of questions
  17. what type of setting is expected from the interviewer?
    • private if possible 
    • location and seating preferences
  18. what is required of an opening during the employment interview process. (the interviewer)
    • intro
    • build rapport and relax applicant 
    • provide orientation
  19. during the employment interview what type of questions should the interviewer ask ?
    • open ended, neutral insightful and job specific(BFOQS)
    • traditional/typical questions
    • hypothetical questions
    • past experience
    • critical incident questions
  20. why are secondary probes highly important?
    • to obtain detailed answers
    • to clarify inconsistencies
  21. during an employment interview the interviewer should never "say idk" without...
    offering to find out
  22. what does the interview do during the closure of an employment interview?
    • answers pragmatic issues
    • summarizes applicants strengths and potential
    • describes next step
    • discuss follow info
    • inform applicant when and how they will be in contact with him or her
    • says thanks and shakes hand
    • writes follow up letter even if rejecting applicant
  23. what should a persuasive interviewer know?
    • the background of the interviewee
    • demographics
    • values beliefs and attitudes
    • feelings/passions- hot buttons
    • atmosphere 
    • timing
    • physical setting 
    • and outside forces
  24. according to the ethical guidelines of persuasion what 2 things should not be included while persuading?
    • coercion
    • manipulation
  25. according to the ethical guidelines of persuasion what should the persuasive interviewer be?
  26. according to the ethical guidelines of persuasion what should a persuasive interview be based on?
  27. according to the ethical guidelines of persuasion what should the logical and emotional appeals used by interviewers speak to?
    the strength rather than the weaknesses of the interviewees
  28. according to the ethical guidelines of persuasion interviewees freedom of choice should be...
    recognized and respeced
  29. according to the ethical guideline of persuasion interviewers agenda should be geared toward
    the needs of the interviewee
  30. according to the ethical guide of persuasion the interviewer should provide
    complete and accurate information
  31. according to the ethical guide of persuasion the interviewer should allow??
    time and space for the interviewee to make decisions without pressure
  32. while preparing for the persuasive interview what are the 5 steps the interviewer should go through to increase success?
    • must create or find a need or desire
    • proposal and interviewer should be in line with the values, beliefs and attitudes of the interviewee 
    • the proposal should be as much as possible, feasible practical, workable, and affordable
    • the advantages of the proposal should outweigh the disadvantages
    • and solution should be better than the others available
  33. what are 6 taticcs that can be used while persuading someone?
    • associate self with similar affiliations
    • dissassociate self from affiliations
    • nonverbal behaviors (mirroring) 
    • similar appearance/symbols
    • language use (speech accomendation theory: convergence) 
    • shared value beliefs and attitudes
  34. what does the balance or consistency theory state?
    people experience dissonance
  35. when do people experience dissonance
    when values, beliefs, perceptions, attitudes and/ or actions are inconsistent
  36. as a persuader, what are you to do when the interviewee feels dissonance?
    you can help see no inconsistency, show the inconsistency is insignificant, or tolerate the inconsistency
  37. what is the importance of the inoclutation theory (mcguire 1961)?
    • prevent undesired effects by priming; medical analogy
    • help build resistance to alternative persuasive attempts 
    • helps people guard against persuasion
    • warns of mild counterarguments
  38. what does the induced compliance theory state?
    • it has a person engage in activities counter to their values, beliefs, or attitudes
    • e.g. foot in the door strategy
  39. what does the pyschological reactance theory (Brehm 1966) state?
    people respond negatively when their freedom to act is threatened
  40. why do people respond the way they do during the psychological reactance theory?
    • they value the restricted behavior more
    • freedom of choice is threatened
  41. what happens during the pyschological reactance theory?
    Using reverse psychology and makes time scarce e.g. limited time offer, last chance, act now and making a choice scarce, e.g. only have 1 left
  42. what goes on during the opening of a persuasive interview?
    • gains attention
    • establishes rapport
    • motivate interviewee to participate
    • no formula
    • involve the interviewee- don' t deliver a monologue
  43. what is important for the body of a persuasive interview guide to accomplish?
    to create a need or desire
  44. the persuasive interviewer must always
    adapt to the interviewee (hostile, uninterested, closed minded, skeptical, or intelligent, interviewees)
  45. what are the key points that should always be remembered while presenting the solution?
    • explain solution in detail
    • deal with each solution one at a time
    • visual aids could come in handy
    • believe in your solution
    • focus on the benefits and strengths 
    • and avoid negative selling (focus on what you are offering)
    • encourage interview to ask questions
    • Educate interviewee (time constraints, requirements, options, features, etc.)
  46. what are some things this that can be done to handle objections?
    • Minimize objections
    • capitalize on the objection
    • deny the objection
    • confirm the objection
  47. what should a persuasive interviewer remember about closing an interview?
    • close as soon as possible
    • do not continue persuading if person agrees
    • ask leading less no response questions
    • expect a no answer
    • may need quiet time what will happen next
    • if ready transition into contract or agreement phase
  48. how to close the deal in a persuasive interview?
    • offer to answer questions
    • clearing house probes
    • indicate pupose completed 
    • make personal or professional inquires 
    • express appreciation
    • summarize agreement made
    • arrange for a second meeting
    • eliminate single objection
    • either or- reiterate advantages and disovatages
    • sense of urgency close
    • emphasis the price close
  49. while leave taking it is important to remember
    • to offer contact info
    • thank person
    • and not to make promises you will not or can not keep
  50. what are the weasel words?
    • like
    • virtually 
    • acts
    • works
  51. what does a weasel word do?
    it gets you to stop thinking about the service/ item and to think of something better or bigger or different what we are pushing
Card Set
Final opportunity study cards
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