Kaleb works for a financial management company that is shifting its focus towards managing clients whose portfolios are valued at over a million dollars. Many clients will be encouraged to seek management from firms that are more focused on smaller portfolios. However, a certain number of clients will be asked to remain with the company despite having investments worth less than a million dollars. Kaleb is on a team to determine which clients would be most beneficial to carry forward and the team has been discussing various clients. Matthew is a junior member of the firm and he is advocating for a selection of clients on the list. Kaleb finds himself distracted, irritated, and dismissive of Matthew's recommendations. But when Min Jung, a senior member of the firm and an associate who enjoys considerable respect in the firm, concurs with Matthew's recommendations, Kaleb finds himself in full agreement with her.
-To evaluate Matthew's recommendations more accurately, Kaleb could ________.
A)note his own emotional response to Matthew and practice active listening
B)pay close attention to Matthew's nonverbal messages
C)discuss Matthew's credibility with Min Jung after the meeting
D)avoid meeting Matthew in the future
E)paraphrase Matthew's arguments in order to determine their emotional content

Question

Quizplus · Accepted Answer

A) By practicing active listening, Kaleb will be better able to judge Matthew's arguments on their own merits rather than his perception of Matthew's credibility.

Kaleb Works for a Financial Management Company That Is Shifting