Final test & Certificate

Choose the best answer for each question.

To pass: at least 8 of 10 correct.

1. Question 1. What's the core difference between an instruction and influence?

   AAn instruction buys minimum compliance; influence buys commitmentBInstructions are faster so they're always betterCInfluence only works with people who report to you

2. Question 2. Of the six sources of influence, which is weakest?

   APosition — it only works on people who report to you, and only at minimum effortBExpertiseCDelivery record

3. Question 3. What does the 'credibility account' mean?

   AYou fund it with small consistent deposits before you need to draw on itBYou keep a record of favours so you can call them in laterCThe number of people you know in the company

4. Question 4. Where's the line between persuasion and manipulation?

   AIf the person knew exactly why you said it and was still fine with it, it's persuasionBManipulation is whenever you use numbersCThere's no clear line

5. Question 5. What's the four-part structure of an ask?

   AWhat I need → Why it matters to YOU → Risk already handled → A specific next stepBContext → The analysis → Conclusion → What I needCProblem → Who's accountable → Cost → Deadline

6. Question 6. Why volunteer the biggest objection to your own proposal?

   AIt shows you thought seriously and removes the chance for that objection to end the conversationBTo make the presentation longer and more convincingCSo the listener has no time to ask more

7. Question 7. What does 'framing for the listener' mean?

   AChoosing which aspect of the same truth goes firstBTelling each person a different storyCShortening the content

8. Question 8. What's the best way to raise a problem with your boss?

   AState it with two options, your recommendation, and what you need them to decideBAsk 'what should we do?' so the decision stays objectiveCWait for the regular meeting and raise it there

9. Question 9. Why shouldn't you float a new idea for the first time in a crowded meeting?

   ABecause nobody wants to publicly back something they haven't had time to think aboutBBecause meetings usually run out of timeCBecause someone else might take the idea

10. Question 10. When you hear 'not this quarter', what should you do?

    AAsk 'when would be the right time?' and book yourself back in for exactly thenBRepeat the same argument more forcefullyCGo straight to their boss