Rational persuasion is a power tactic that involves the use of ________
A) formal authority
B) logical arguments and factual evidence
C) emotions to target the values, needs, and hopes of the other party
D) benefits or favors in exchange for following a request
E) warnings, repeated demands, and threats
B
Explanation: B) Rational persuasion is a power tactic that involves presenting logical arguments and factual evidence to demonstrate that a request is reasonable.
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You have just taken a job with a financial services company. You quickly realize that the sales manager provides direction in every aspect of the job, from what to say on the phone in prospecting to what to write in a thank you note. No deviations from these procedures are permitted. This manager is using the _____________ leadership style.
a. selling b. authoritative c. telling d. supporting e. delegating