填空题

When a hospital was built in central Pennsylvania recently, the directors of two local art galleries were invited to bid on supplying artwork for the hospital. Each director had to give a (36) presentation to a hospital committee to win the bid. The only requirement: the bid must not (37) $4 million. The first presenter showed photographs of (38) and nature scenes that would provide a central Pennsylvania theme. The total cost: $2.3 million. The second presenter displayed a (39) of drawings, paintings, and sculptures, with styles ranging from (40) to abstract. He showed a videotape of his visit to the University of Iowa’s hospital, which adopts a "choose your own" system, (41) patients to choose a piece of art for their room. The total cost: $4 million. The 14-person committee (42) unanimously to give the contract to the second presenter. How could this be But he won because he did something that the first presenter failed to do. He (43) several members of the committee before the presentation and discovered that (44) . Secondly, some members of the committee believed that (45) . This story demonstrates that persuasion involves more than a well-researched, well-delivered presentation. (46) . This does not mean that you are being advised to manipulate your listeners. It means discovering who they are and how to meet their needs and interests.

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