Within the Robert Cialdini's influence framework, which advice is given to facilitate influencing individuals with different backgrounds than the influencer?

$1.$ Establish commonalities.

$2.$ Highlight the cultural differences.

$3.$ Document commitment.

$4.$ Involve an agent.

Within the Robert Cialdini's influence framework, based on which principle, it is argued that people will do things they see other people doing $-$ especially if those people seem similar to them?

$1.$ Liking.

$2.$ Social proof.

$3.$ Commitment.

$4.$ Authority.

Robert Cialdini's influence framework describes the six principles of persuasion as:

$1.$ Investigating, documenting, building social networks, commitment, re$-$evaluating, and finalizing.

$2.$ Investigating, prospecting, finding, persuading, influencing, and institutionalizing.

$3.$ Liking, reciprocity, social proof, commitment, authority, and scarcity.

$4.$ Liking, investigating, building social networks, commitment, institutionalizing, and scarcity.

$1.$ 

According to John Kotter's $8-$step procedural framework for leading change, at which step one needs to create leadership development and succession plans consistent with the new approach?

$1.$ Establishing a sense of urgency.

$2.$ Forming a powerful guiding coalition.

$3.$ Consolidating improvements and producing more change.

$4.$ Institutionalizing new approaches.

According to John Kotter's $8-$step procedural framework for leading change, at which step one needs to examine the market, competitive realities for potential crises, and untapped opportunities?

$1.$ Establishing a sense of urgency.

$2.$ Forming a powerful guiding coalition.

$3.$ Consolidating improvements and producing more change.

$4.$ Institutionalizing new approaches.

According to John Kotter's $8-$step procedural framework for leading change, at which step one needs to develop strategies for realizing the vision?

$1.$ Creating a vision.

$2.$ Communicating the vision.

$3.$ Empowering others to act on the vision.

$4.$ Planning for and creating short$-$term wins.

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