behavior that copies the words and gestures of another person during communication with them
What is Mirroring?
Quality: Central
Quantity: Peripheral
What types of arguments (quality or quantity) are strongest for peripheral route (elm)? Central?
a technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable
What is low balling?
changes in a person’s overt behavior; the act of obeying an order, rule, or request
What is compliance?
they value different ways of knowing, favor other means of gaining adherence to ideas, and prefer other methods of securing behavioral compliance.
What are cultures?
increases ratings of attractiveness in human faces
What is the importance of symmetry in determining beauty?
The concept that we are most likely to remember the last thing we hear.
What is recency?
a compliance tactic that aims at getting a person to agree to a large request by having them agree to a modest request first
What is the foot in the door technique?
The intention of the interaction
What is the primary goal?
Cialdini’s 3 types of persuaders
What are
Bunglers: squander their prospects for influence by selecting ineffective strategies and tactics.
Smugglers: know exactly what they are doing but rely on unethical influence tactics.
Sleuths: more knowledgeable about how influence works than bunglers, and they are more ethical in their choice of strategies and tactics than smugglers.
Decrease people's persuasiveness; Most research agrees that self-touching behaviors are often seen as a sign of anxiety and lack of composure.
What is the effect of self-touching on persuasion?
argues that there is a direct, positive relationship between persuasion and immediacy
What is the direct effects model of immediacy?
people come to know about their attitudes, emotions, and other internal states by inferring them from their own behavior
What is self-perception theory?
The types of power.
What are
Expert Power
Referent Power
Legitimate Power
Reward Power
Informational Power
Coercive Power
Seducers: use trickery, deceit, charm, flattery, and beguilement to achieve their ends.
Rapists: use threats, force, and coercion in an effort to win their arguments.
Lovers: respect one another’s dignity and base their relationships on equality.
What are Brockriede’s metaphors of persuasion?
key to expressiveness; changes in your rate, volume, and pitch that can make you look more prepared, seem more credible, and be able to engage your audience better
How does vocal variety impact persuasion?
trying to get someone to comply by doing favors or giving gifts in advance.
What is pregiving?
a two-step procedure for enhancing compliance that consists of (a) presenting an initial large request and then, before the person can respond, (b) immediately making the request more attractive by reducing it to a more modest target request or by offering some additional benefit.
What is the "that's not all" method?
The strategies used for gaining compliance.
What are:
Rewarding activity: involves seeking compliance in an active and positive way (e.g., making promises).
Punishing activity: involves seeking compliance in an explicitly negative way (e.g., making threats).
Expertise: involves attempts to make a person think that the persuader has some special knowledge (e.g., trying to appear credible).
Activation of impersonal commitments: involves attempts to appeal to a person’s internalized commitments (e.g., telling the person he or she will feel bad about him/herself if he/she does not comply).
Activation of personal commitments: relies on appeals to a person’s commitment to others (e.g., pointing out that the person is indebted and should, therefore, comply to repay the favor).
What are the primary ethical systems
Ends versus means
Consequentialism/teleological ethics
Deontological systems/duty ethics
Amoralism (or Machiavellianism)
Situational ethics/relativism
Universalism
The study of touching, the use of personal and social space, and the study of the use of time.
What are haptics, proxemics, and chronemics?
the process of supplying information to receivers before the communication process takes place in hopes that the information would make the receiver more resistant.
What is inoculation?
certain confusion techniques (e.g., non sequiturs, requests stated in a peculiar way) can be used to divert people’s minds from maintaining resistance. Once that is accomplished, reframing the request with a positive spin (e.g., “It’s a bargain”) works to engage the persuadees’ underlying desire to help.
What is the disrupt the frame method?
List the situational factors that affect compliance.
What are:
dominance
intimacy
resistance
personal benefits
rights/justification
relational consequences
apprehension
Expressive: values the clear expression of a person's thoughts and feelings
Conventional: conceptualizes communication as a game with fixed rules for successful communication
Rhetorical:communication is the creation and negotiation of social selves and situations
What are the types of design logic? What are the characteristics of each?