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CMS 315M Final Exam Review Questions and Answers
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CMS 315M Final Exam Review Questions and Answers
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CMS 315M Final Exam Review Questionsand Answers
external distraction - Answer -distraction brought on by something other than your own
self or your own thoughts
internal distractions - Answer -distraction brought on by your own thoughts/worries
reformulation - Answer -engaging in internal summaries in order to better listen and
understand
limit counterarguments - Answer -principle of listening that says to listen and take in ALL
information instead of interrupting
grasp hidden messages - Answer -principle of listening that says to pay attention to the
way people say things bc sometimes people mean something than they say
understanding - Answer -people don't need you to agree with them; just understand
them
empathy - Answer -knowing that a person understands what you're talking about and
shares your feelings
perceived power - Answer -no one actually has power; you give it to them through your
words and actions
punishment - Answer -base of power that involves scaring the person into punishing
them so that you have power
rewards - Answer -base of power that involves compensating people for things they do
well
intrinsic - Answer -(extrinsic/intrinsic) rewards are more motivating in the end
calculated rewards - Answer -rewards we expect to get and we forget what they are; we
only remember when we DON'T get them
, spontaneous rewards - Answer -gifts that aren't for any special occasion; a way to show
you care about someone
assigned power - Answer -power that you have because it's your role (ex. mom,
teacher)
referent power - Answer -power that you have because someone looks up to you (ex.
you're their role model)
wisdom power - Answer -power you have because of your life experiences
network power - Answer -power you have because of the people you know and your
connections
informational power - Answer -power you have because of what you know (ex. doctors,
pharmacists)
compliance - Answer -level of influence where you ask someone to behave a certain
way
perceived concern - Answer -way of compliance where you act like something matters
to you (ex. please do the dishes; I like a clean room)
perceived scrutiny - Answer -way of compliance where you act like you're checking up
on the other person (ex. I'll be back in an hour; this had better be clean)
perceived control - Answer -way of compliance where you use your influence to
intimidate the person into doing the task (ex. works with our parents, cops, etc)
identification - Answer -level of influence where you do something so that you can
identify with someone else
internalization - Answer -deepest level of influence where you do something because it's
who you are
extraordinary - Answer -qualifier of a pick-up where you like something everyone
notices but not everyone has
esoteric - Answer -qualifier of a pick-up where you like something really impressive that
only people in your in-group know about
innocuous - Answer -pick-up opener that doesn't indicate any interest in a relationship;
just a casual question (ex. can you pass me that drink?)
flippant - Answer -pick-up opener that's obnoxious and only funny when you're drunk
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