Rational persuasion occurs when an agent uses inspirational appeals to influence others.

Which of the following is not true concerning adjustable rate mortgages (ARMs.?

A. The maximum increase over the life of the loan is usually 5%. B. There is usually no limit on how much a rate may increase per year. C. There is usually a limit on how much a rate may increase per year. D. There is usually a limit on how much a rate may increase over the life of the loan

When using the indirect approach to deliver negative news, what does the message open with?

A) Neutral buffer B) Bad news C) Reasons for the decision D) Plan of action E) Positive statement aimed at maintaining a good relationship