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资料：Think for a moment of your definition of persuasion. If you are like most business people I have encountered, you see persuasion as a relatively staightforward process. First, you strongly state your position. Second,you outline the supporting arguments, followed by a highly assertive, databased exposition. Finally, you enter the deal-making stage and work toward a “close.” In other words, you use logic, persistence, and personal enthusiasm to get others to buy a good idea. The reality is that following this process is one surefire way to fail at persuasion.

Persuasion,in fact,involves demands-compromise. Perhaps that is why the most effective persuaders seem to share a common trait: they are open-minded, never dogmtaic. They enter the persuasion process prepared to adjust their viewpoints and incorporate others’ ideas. When colleagues see that a persuader is eager to hear their views and willing to make changes in response to their needs and concerns, they respond very positively.

What is the main difference between the “persuasion” of most businesspeople and that of the effective persuaded?

A.Most businesspeople see persuasion as a straightforward process
B.Unlike most businesspeople effective persuaders are willing to adjust their opinions and hear from others
C.Effective persuaders are open-minded
D.Most businesspeople are more assertive in their persuasion while effective persuaders are more friendly

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答案： B

本题解析：

本题考查的是细节理解。

【关键词】main;difference; “persuasion” of businesspeople; effective persuaded

【主题句】第二段they are open-minded, never dogmatic. They enter the persuasion process prepared to adjust their viewpoints and incorporate others’ ideas.（他们心胸宽广，从不教条。他们说服别人时乐于改正自己的观点，听取他人想法。）

【解析】第3题问“大多数商人的说服和有效说服的主要区别是什么？” 第二段提到的有效说服是虚心接受他人意见，同时改正自己的观点。而商人说服他人时会更关注自己，陈述自己的观点（strongly state your position），更加独断且有数据支持的阐述（highly assertive, data-based exposition）。A选项“大多数商人把说服看成一个简单的简单的过程”，该选项只涉及商人的说服，和有效说服无关，故排除。B选项“和大多数商人不同，有效的说服者愿意调整自己的观点，听从他人意见。”这正是二者的区别，商人在说服让人时更关注自己，不会听从他人意见，而有效的说服会顾及他人感受。C选项“有效的说服者心胸宽广”，D选项“大多数商人在说服他人时更果断，然而有效的说服者更友好。”以上两个选项均与原文不符。