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chocolatethunder
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during the probing the interview what are you trying to determine?
the purpose of the interview
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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
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is it okay to make assumptions during the probing interview?
NO
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what does eeol stand for?
equal equipment opportunity laws
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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?
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what are the eeo fed laws?
- Age discrimination
- disability
- ethnic/national orgin, color,race,religion,sex,sexual orientation
- family structure/pregnancy
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what does BFOQS stand for?
Bona Fide Occupational Qualifications
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what is bfoqs?
- questions dealing directly with occupational duties
- these questions usually exclude those related to EEO laws
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What supersedes state laws?
federal laws
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what isn't the EEOC NOT concerned with?
intent
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what is the EEOC concerned with?
effect
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what states that each position needs to be advertised where all qualified applicants have a reasonable oppurtonity to find it?
the BFOQS interviewing rules
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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
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what can you not write or make notes on?
- the application
- resume
- cover letter
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according to BFQOS what group of people can not be isolated into questioning?
women, minorities, ethnic candidates, older persons
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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
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what type of setting is expected from the interviewer?
- private if possible
- location and seating preferences
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what is required of an opening during the employment interview process. (the interviewer)
- intro
- build rapport and relax applicant
- provide orientation
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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
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why are secondary probes highly important?
- to obtain detailed answers
- to clarify inconsistencies
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during an employment interview the interviewer should never "say idk" without...
offering to find out
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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
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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
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according to the ethical guidelines of persuasion what 2 things should not be included while persuading?
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according to the ethical guidelines of persuasion what should the persuasive interviewer be?
mutual
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according to the ethical guidelines of persuasion what should a persuasive interview be based on?
trust
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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
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according to the ethical guidelines of persuasion interviewees freedom of choice should be...
recognized and respeced
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according to the ethical guideline of persuasion interviewers agenda should be geared toward
the needs of the interviewee
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according to the ethical guide of persuasion the interviewer should provide
complete and accurate information
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according to the ethical guide of persuasion the interviewer should allow??
time and space for the interviewee to make decisions without pressure
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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
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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
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what does the balance or consistency theory state?
people experience dissonance
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when do people experience dissonance
when values, beliefs, perceptions, attitudes and/ or actions are inconsistent
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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
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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
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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
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what does the pyschological reactance theory (Brehm 1966) state?
people respond negatively when their freedom to act is threatened
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why do people respond the way they do during the psychological reactance theory?
- they value the restricted behavior more
- freedom of choice is threatened
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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
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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
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what is important for the body of a persuasive interview guide to accomplish?
to create a need or desire
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the persuasive interviewer must always
adapt to the interviewee (hostile, uninterested, closed minded, skeptical, or intelligent, interviewees)
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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.)
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what are some things this that can be done to handle objections?
- Minimize objections
- capitalize on the objection
- deny the objection
- confirm the objection
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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
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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
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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
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what are the weasel words?
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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
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