单项选择题

If leadership, at its most basic meaning, (31) getting things done through others, then persuasion is one of the leader’s (32) tools, Many executives have assumed that this tool is (33) their grasp, available only (34) the charismatic and the eloquent. Over the past several decades, (35) , experimental psychologists have (36) which methods reliably lead people to (37) , comply , or change. Their research shows that persuasion is governed by several principles that can be taught and applied.
The first principle is that people are more likely to follow someone who is similar (38) them than someone who is not. Wise managers, then, (39) peers to help make their cases. Second, people are more willing to cooperate with those who are not only like them but who like them, as well. So it’s (40) the time to uncover real similarities and offer (41) praise.
Third, experiments (42) the intuitive truth that people tend to treat you the way you treat them. It’s a (43) policy to do a favor (44) seeking one.
Fourth, individuals are more likely to keep promises they make voluntarily and (45) The message for managers here is to get commitments in writing. Fifth, studies show that people really do (46) experts. So before they attempt to exert influence, executives should take pains to establish their own expertise and not assume that it’s (47) . Finally, people want more of a commodity (48) it’s scarce; it (49) , then, that (50) information is more persuasive than widely available data.