Chapter 3 & 4

Question 1

The result of messages (from a wide array of sources) introduced into our subconscious from an early age. Many of the prejudices that are deeply held in our unconscious mind influence how we act toward one another

Answer 1

Unconscious bias

Question 2

Intentionally matching the communication style of the person you are meeting with

Answer 2

Mirroring

Question 3

The patterns of behavior that others can observe

Answer 3

Communication style

Question 4

This bias is most likely to surface when you are talking to a person who has a communication style very different from your own

Answer 4

Communication-style bias

Question 5

A unique pattern of enduring thoughts, feelings, and actions that characterize a person

Answer 5

Personality

Question 6

The tendency to display a “take-charge” attitude

Answer 6

Dominance

Question 7

Every person falls somewhere on a continuum ranging from low dominance to high dominance

Answer 7

Dominance continuum

Question 8

Characterizes the extent to which a person is friendly and expresses feelings openly

Answer 8

Sociability continuum

Question 9

The tendency to seek and enjoy social relationships

Answer 9

Sociability

Question 10

A model that helps you identify your most preferred style

Answer 10

Communication style model

Question 11

A style of communication that combines high sociability and high dominance

Answer 11

Emotive style

Question 12

A communication style that combines high dominance and low sociability

Answer 12

Directive style

Question 13

A type of communication style that features a combination of low dominance and low sociability

Answer 13

Reflective style

Question 14

A type of communication that combines low dominance and high sociability

Answer 14

Supportive style

Question 15

An indicator of communication style, such as a person who is either moderately or strongly dominant

Answer 15

Intensity zones

Question 16

Characterized by a high degree of intensity and rigidity. It can also be labeled the “danger” zone

Answer 16

Excess zone

Question 17

Acting in ways that earn other people’s approval of our behavior

Answer 17

Versatility

Question 18

The deliberate attempt to change or alter your style to meet the needs of another person

Answer 18

Style flexing

Question 19

Characterized by the relationship between a person’s self-efficacy and self-respect

Answer 19

Self-esteem

Question 20

The learned expectation of success

Answer 20

Self-efficacy

Question 21

What you think and feel about yourself

Answer 21

Self-respect

Question 22

The bundle of facts, opinions, beliefs, and perceptions about yourself that are present in your life every moment of every day

Answer 22

Self-concept

Question 23

A branch of psychology concerned with the course and causes of developmental changes over a person’s lifetime

Answer 23

Developmental psychology

Question 24

People who maintain an external locus of control believe that their lives are almost totally controlled by outside forces and that they bear little personal responsibility for what happens to them

Answer 24

External locus of control

Question 25

People who believe they are largely responsible for what happens to them maintain an internal locus of control. They make decisions for their own reasons based on their standards of what is right and wrong

Answer 25

Internal locus of control

Question 26

Any naturally recurring pattern of thought, feeling, or behavior that an be productively applied

Answer 26

Talent

Question 27

The ability to consistently, almost perfectly perform an activity; you can see yourself doing it repeatedly, happily, and successfully

Answer 27

Strength

Question 28

Someone who develops another person through tutoring, coaching, and guidance

Answer 28

Mentor

Question 29

A collection of people you draw lessons from

Answer 29

Composite mentor

Question 30

Provides you with a way to harness the power of the mind and imagination to succeed at something

Answer 30

Guided imagery

Question 31

Forming a mental picture of something

Answer 31

Visualize

Question 32

Takes place in the privacy of your mind. It can be rational and productive, or it can be irrational and disruptive

Answer 32

Self-talk

Question 33

Negative thoughts that take place in your internal conversation

Answer 33

Inner critic