{{B}}Principles of Governing
Persuasion{{/B}} 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.
单选题
Experiments have confirmed the assumption of many executives.
【正确答案】
B
【答案解析】[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。
单选题
People are more likely to cooperate with those who like them.
【正确答案】
A
【答案解析】[解析] 利用题干中的more likely(特征结构)和cooperate with(新信息结构)作为答案线索词，这样找到答案相关句：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. 划线结构的内容是“人们更愿意与那些不仅和他们相似，而且喜欢他们的人一起合作”，显然这个内容与问题句的内容“人们更可能与喜欢他们的人合作”一致，因此答案是A。
单选题
Managers do not employ those who are quite different from them.
【正确答案】
C
【答案解析】[解析] 利用题干中的managers(新信息词)作为答案线索词，发现文章中包含managers的句子(Wise managers，then，ask peers to help make their cases．聪明的经理会要求他们的同事帮忙做他们的案例。和The message for managers here is to get commitments in writing．在这里给经理们的建议是把承诺用文字写下来。)都与问题句的内容“经理们不聘用那些与自己有很大差别的人”不相关，因此判断问题句的说法为“没提到”。
单选题
There is no need for a manager to find out the merits of his employees.
【正确答案】
B
【答案解析】[解析] 直接根据句意“经理没有必要去发现手下员工的优点和长处。”判断问题句的说法是错误的，因此推测答案很可能是B。提示：当问题句的内容与我们的常识，背景知识不一致时， 则读句子往往是错误的．我们也可以借助原文解题，利用题干中的merits(新信息词)作为答案线索词，这样发现答案相关句：So it's worth the time to uncover real similarities and offer genuine praise. praise(表扬)在词义上与题干中的merit(优点)呼应。这句话的含义是“经理们值得花时间去发现自己和员工之间的真正相似之处，并给予对方真诚的表扬。”从常识来看如果不先发现对方的优点，又怎么给予表扬呢?因此文章暗示经理们需要发现员工的优点和长处， 所以问题句的说法与原文的说法不一致， 因此判定问题句的说法错误。
单选题
Experiments have shown that, contrary to our expectation, people tend to treat you the way you treat them.
【正确答案】
B
【答案解析】[解析] 问题句意“实验证明，人们总是以别人对待他的方式去对待别人，这正好与我们所期望的相反。”从常识来看不正确，因为“人们总是以别人对待他的方式去对待别人”，这是我们期望之中的事情，而不是与我们的期望相反的事情。因此推测问题句的说法很可能是错误的。也可以利用题干中的treat (核心词/新信息词)作为答案线索词，这样找到直接答案相关句：Third, experiments confirm the intuitive truth that people tend to treat you the way you treat them. 该句说“实验证明了一种本能的真理——人们总是以别人对待他的方式去对待别人”，本能的真理也就是人们通常所拥有的想法，是人们通常的期望。显然人们通常的期望是“人们总是以别人对待他的方式去对待别人”，因此问题句的说法与原文的内容不一致，因此判断答案为B。
单选题
There are as many wise managers as there are stupid ones.
单选题
Exclusive information is more persuasive than widely known data.
【正确答案】
A
【答案解析】[解析] 利用题干中的exclusive information和data(新信息词)作为答案线索词，这样找到答案相关句：it follows，then，that exclusive information is more persuasive than widely available data．follow在句子中的含义是“是……必然的结果”，因此这个句子的含义是“只有部分人知道的信息比人人都知道的信息更有说服力”。这句话的内容基本上与问题句表述的内容完全一致，因此判断问题句的说法正确。