单选题

The Science of Persuasion

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 uncover 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.
A. Right B. Wrong C. Not mentioned

【正确答案】 B

【答案解析】本题的意思是：实验证实了许多管理人员的设想。第一段的第二句告诉我们许多管理人员的设想是什么，那就是：说服别人的手段只有那些具有魅力和能言善语的人才具备，他们自己并不掌握(1beyond their grasp)。但这一段的最后一句却说：研究表明，说服别人的方法有几条可教可用的原则，即人人都可以学会这些原则并运用之。

单选题 People are more likely to cooperate with those who like them.
A. Right B. Wrong C. Not mentioned

【正确答案】 A

【答案解析】本题的意思是：人们更有可能和那些喜欢他们的人合作。这一点在第二段的第2句话里讲得很清楚，也就是第二条原则：人们更乐意和那些不仅和自己相似而且喜欢自己的人合作。注意在本句中like的两个不同词性，一个是介词(和……相像)，一个是动词(喜欢)。

单选题 Managers do not employ those who are quite different from them.
A. Right B. Wrong C. Not mentioned

单选题 There is no need for a manager to find out the merits of his employees.
A. Right B. Wrong C. Not mentioned

【正确答案】 B

【答案解析】本题的意思是：经理没有必要去发现手下员工的优点和长处。这句话和第二段最后一句话的意思正好相悖。后者说的是：经理们值得花些时间去发现自己和员工之间的真正相似之处，以及给予对方真诚的表扬。真诚的表扬当然是以发现对方的优点和长处为前提的。

单选题 Experiments have shown that, contrary to our expectation, people tend to treat you the way you treat them.
A. Right B. Wrong C. Not mentioned

【正确答案】 B

【答案解析】本题的意思是：实验证明，和我们一般的想法相反，人们总是以别人待他的方式去待人的。这句话中有一部分是对的，即人们总是以别人待他的方式去待人的。但这并不和我们通常的想法相反，却恰恰是一种“本能的真理”(intuitive truth)，也就是人们通常具有的想法。

单选题 There are as many wise managers as there are stupid ones.
A. Right B. Wrong C. Not mentioned

单选题 Exclusive information is more persuasive than widely known data.
A. Right B. Wrong C. Not mentioned

【正确答案】 A

【答案解析】本题的意思是：只有部分人知道的信息比人人都知道的事情更有说服力。这句话基本上和文章的最后一句话完全一样：…exclusive information is more persuasive than widely available data. 唯一的不同只是把available(能得到的)改成了known(都知道的)。
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