Nonverbal Comm
Persuasive Composition
Feet and Doors
Compliance-Gaining
The Ethics
100

 behavior that copies the words and gestures of another person during communication with them

What is Mirroring?

100

Quality: Central

Quantity: Peripheral

What types of arguments (quality or quantity) are strongest for peripheral route (elm)? Central?

100

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?

100

changes in a person’s overt behavior; the act of obeying an order, rule, or request


What is compliance?

100

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?

200

increases ratings of attractiveness in human faces

What is the importance of symmetry in determining beauty?

200

The concept that we are most likely to remember the last thing we hear.

What is recency?

200

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?

200

The intention of the interaction

What is the primary goal?

200

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.


300

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?

300

argues that there is a direct, positive relationship between persuasion and immediacy

What is the direct effects model of immediacy?

300

people come to know about their attitudes, emotions, and other internal states by inferring them from their own behavior



What is self-perception theory?

300

The types of power.

What are

Expert Power

Referent Power

Legitimate Power

Reward Power

Informational Power

Coercive Power

300


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?

400

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?



400

trying to get someone to comply by doing favors or giving gifts in advance.

What is pregiving?


400

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?

400

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).


400

What are the primary ethical systems



Ends versus means

Consequentialism/teleological ethics

Deontological systems/duty ethics

Amoralism (or Machiavellianism)

Situational ethics/relativism

Universalism






500

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?

500

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?



500

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?


500

List the situational factors that affect compliance.

What are:

dominance

intimacy

resistance

personal benefits

rights/justification

relational consequences

apprehension



500

 

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?


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