PSYC 3304: Exam 2 (6-10)

Those who lie frequently are concerned with what?

The impression they make on others -may be quite sociable, but also quite manipulative -when most of their lies are self-serving they report being less satisfied in relationships -have difficulty developing genuine relationships with people based on real feelings

What type of verbal communication is preferred when future action is needed?

-general info or that requiring only future action is judged to be more effective in written form

Personal touch in conversation- how does this help us? how does this differ across cultures? why is it important to know the difference across cultures?

-help amplify our verbal statements and the associated emotions -is some cultures= touching is frequent part of interactions -in others= touching is restrained--> UNDERSTANDING THIS IS IMPORTANT bc we do not want to offend ppl unknowingly royal etiquette forbids touching- when austrailian prime minister touched the queen it became a shit show, lol

Credibility in communication

-if an individual is viewed as high in credibility--> he or she may be quite effective in transmitting info to others -Low in cred--> effectiveness in communication will be sorely restricted In order to be seen as an effective and credible speaker, protect your personal credibility- once you are seen as untrustworthy, ppl will not listen

Reactance: a boomerang effect of persuasion- what is it? how to minimize effects?

-if we feel like someone is trying to control/change our behavior, we often lean over backward and do just the opposite- this is called psychological reactance -minimize effects- dont be too pushy & threaten individuals' freedom to choose -always provide the person you wish to influence more w room to maneuver -provide at least an illusion of free choice -avoid showy, blatant, and tacky signs of power

What are some consequences (advantages) that occur due to computer-mediated communication

-more egalitarian = group participation is more equal- everyone deserves equal rights and opportunity -less social inhibition = less social pressure or conformity -may increase collaborative contributions -may reduce "group think"

Mindless compliance- langer study

-she asked ppl waiting in line to use the office copier if she could use it first -when she asked, a number of people complied with her request -When she gave a specific reason, the majority of people let her use it -when she asked "may i use the copier because i have to make copies", nearly every single person agreed even though no real request was given -using the single word BECAUSE was enough to trigger an automatic compliance response

What is more likely to give you away for lying: your facial expression or body language

-since the face can be manipulated in many different ways, it is an effective means of deceiving; your body or tone of voice is more likely to give you away than your face

Factors that limit upward communication- what is an example of this issue

-subordinates often feel they must highlight their accomplishments and downplay their mistakes if they are to be looked upon favorably -the tendency for some individuals to fear that they will be rebuked by their supervisors and thus lessen their chances for promotion example of this issue: the dynamic between pilots and copilots of commercial airlines-- copilots are reluctant to clearly assert themselves when they fear a pilot is making an error, bc norms in the cockpit dictate that a senior person should not be contradicted- many accidents have happened bc of this

Those who lie in an other-oriented way have what kind of relationships?

They tend to have fairly good relationships Occur more often with friends than with strangers

Who is more likely to touch others?

Women are more likely to touch others than men- this trend is consistent with women's ability to be more expressive -men are more likely to initiate touch with other women than the reverse -females STILL initate touch more than males

telecommuting (virtual workforce)- what is it? advantages/disadvantages?

allows users to work from remote locations, such as home or a hotel, using high-speed Internet to access business applications and data ADV: -reduced costs for commercial office space -reduced costs of commuting -conservation of time in commuting process -ppl report that they are more productive & report more hours working than before -more cost-effective for a cooperation -workers relationship improves with his family- more present for family activities -increase of females in the workforce DISADV: -limited communication and interaction with other employees and the worker's manager -initial period of strong positive feelings, followed by reduced enthusiasm- bc of isolation -difficult to maintain good rapport and trust with manager -when change in management occurs, it can be quite difficult for the telecommuter

Attitude or persuasion change occurs in which 2 ways? examples of each

The central route to persuasion or mindful persuasion (based on the quality of the arguments and supporting facts) = we think about the argument presented in a careful rational matter -they remain at the center of our attention and we are persuaded bc logically they make sense-- based on the quality of the argument provided example: bc of a convincing and fact-filled presentation by an individual from marketing, a group of executives decides to change their company's product mix for the coming year The peripheral route to persuasion or mindless persuasion (based on cues unrelated to the issue) = involved little thought or reasoning- we are aware of the message or request for compliance but do not give the arguments our full attention- we may be distracted by the style or appearance of the would-be persuader- persuasion occurs in a kind of automatic manner example: a buyer for a large company is swayed to place an order with one potential supplier bc the salesman is witty and charming

Subliminal persuasion

based on the idea that ppl are sensitive to information that is presented below the threshold of awareness- that the message can make an impact at an unconscious level

One-way vs two-way nature of communication- high ranking executives- do they understand their employees?

bc of the one-way nature of communication in large companies, many high-ranking executives tend to become increasingly isolated from the day-to-day realities of their business -95% of high-ranking supervisors reported that they understood their employees, 30% of employees agreed that that was so

How to detect lies

characteristics associated with lying -dilated pupils -frequent self touching -body movement -frequent blinking -high vocal pitch -lack of spontaneity -negative verbal statements -hesitation in speech -reduced smiling *personality is not a good predictor of lying

Metamorphic effects of power and persuasion

describes the transformation in a persuader as a function of his or her success in changing others- surveys show that husbands, wives and business managers who use strong & controlling tactics of influence come to view the ppl they influence in a less favorable light

Self-presentation

effort by ingratiators to create a desired impression on a target person. 1. Ingratiation: psychological technique in which an individual attempts to influence another person by becoming more likeable to their target. 2. Self enhancement: This approach can involve enhancing one's personal appearance through dress and grooming presenting information that suggests that the persuader has desirable characteristics (sincerity, competence, intelligence, or friendliness) -name dropping: associating oneself with positive ppl or events- might name-drop--> link themselves to important or respected ppl) -self-deprecation: providing negative information about themselves to promote an image of modesty -self-disclosure: offering personal info even if it isn't requested to foster the impression that they are honest and like the target person *CAN BACKFIRE-- People can see you as a 'slime'

What is organization structure in communication? Example?

factors relating to organizational structure and policy dictate who can or should communicate with whom example: production-line employees do not generally speak to the companies president / ppl in diff departments often do not have the opportunity (or need to) communicate with one another

__________ provide a convenient way to transmit letters and reports in a timely manner.

faxes

Organizational politics- what is the main focus

gaining and using power

Nonverbal communication- what do our faces, gestures, posture and movements help us do? What is it's function? (3)

help us express our emotions that accompany our verbal statements as well as form a substitute for each statement -functions: 1. to convey interpersonal feelings of like or dislike, 2. degree of interest in the communication process and 3. the relative status of the communicator

What are the pitfalls of power?

high need for power may interfere with efficiency and can produce low morale among subordinates

The difference between influence and power

influence: refers to the capacity to change others' behavior in some desired manner power: refers to the ability to do so regularly and strongly- som experts say that power is the ability to control others' actions, even without their consent, against their will, or without their knowledge and understanding, so as to promote one's own goals- power is influence carried to its ultimate extreme - status, control, privilege, and need for power -powerful people, often high status

Persuasion

involves communication for a specific purpose : to change someone's mind - altering the beliefs of another through convincing appeals and arguments -sometimes these arguments are not sound, but maintain an outward appearance of reason and authority

Active Listening

involves giving the other person feedback in the form of questions, interpretations, and clarifications

door in the face technique (compliance)- why is it so effective?

is gained by starting with a large, unreasonable request that is turned down, followed by a more reasonable, smaller request -effective bc when the person backs down to smaller request, the other feels bad for not being able to meet halfway / concern about self presentation- portraying ourselves in a favorable light to others- we may appear unreasonable to not do the smaller request

Our ability to detect other people's lies...

is only slightly better than chance (53% vs. 50%).

How does sensitivity training help others?

it increases empathy for others and reduces prejudice -helps ppl become more forthright in expressing their feelings *this may not go as well at home if ppl have not been sensitized

K.I.S.S Principle

keep it short and simple -people listening to a presentation rather listen to a someone who speaks in short, clear sentences consisting of every day language rather than listening to someone who expressing complex thoughts in sentences filled with jargon. -people who use the second one in order to dazzle their audience, usually have the opposite effect--> more likely put them to sleep, bore them to tears than to communicate successfully with them

What are some consequences (disadvantages) that occur due to computer-mediated communication

less communication in person (more through email) = 1. more detached = inhibit the development of cohesive relationships among coworkers 2. more prone to misunderstanding = effective communication hindered bc computer-mediated 3. fewer/ slower affective cues = communication does not enable one to use the various nonverbal cues that often help us communicate our feelings 4. leaves an electronic trail = 5. slower way to communicate 6. poorer understanding of one;s partners and the task

Cultural differences: low context vs high context

low context = speech is explicit and the message is conveyed fairly directly by the words spoken. nonverbal cues are of secondary importance in these cultures UNITED STATES high context = the meaning of a message must be determined by examining its context carefully- context can include past knowledge about the communicator, the setting in which the communication is taking place, and various nonverbal cues such as eye contact and tone of voice Asia and the Middle East, Japanese rarely say no, instead they may frown, take a deep breath and say "this is difficult"

How does smiling vary across status- low vs high

low status- may use smiles to integrate themselves with high status individuals in cultures where women are seen with less status as men, women tend to smile more at men than vice versa individuals who are applying for jobs smile more at the people conducting the interview

According to research, why might lying actually be a positive thing?

most of us want to feel good in our interactions with others: -sometimes lying enables us to achieve such aims -can also be used to manage our impressions or emotions example: if our friend asks us if we like their hideous dress, we tend to say yes so as to maintain good relations with her and avoid unpleasant conflict

Nonverbal communication: clothes

one of the key messages sent by clothes people wear is their understanding of the appropriate way to present themselves for a job -people who tend to feel better about themselves project higher levels of self-confidence sexual intention- revealing clothes = interest in sexual activity- common in men- women who wear revealing clothes are considered more sexy and seductive conservative dress = more forceful, self-reliant, dyanamic, aggressive, and decisive than those wearing softer more casual clothing powerful vehicle of communication, it connotes you and it changes the way you feel about yourself

Personal style in communication

personal style in communication is important because an individual uses specific techniques to communicate their ideas to others- an individual that has better communication skills will convey the group's views more forcefully and clearly than one who does not

Lies: self-centered or other-centered- what's the difference?

self- lies primarly designed to maintain a positive impression with others or to get our way other- motivated by a concern for maintaining pleasant interactions or enhancing social relationships

Gazes in conversation

shifting gazes helps cue people to regulate their convos -long gaze = may indicate that the other person wants a turn to speak -to control ppl = to persuade, gain approval, take control of interaction

A compliance gaining strategy- ask

simply ask for the favor -common tactic - direct request to another

How does communication differ in a small vs big company?

small: ppl holding different jobs will communicate more directly big: communication will be more rigid

foot in the door technique (compliance)- what is it? example? is it an effective strategy? Freedman and fraiser study?

"give them an inch and theyll take a ile" -individuals seeking compliance with their wishes often begin with a small and trivial request -Beginning with a small request, when it is granted, moving to a larger one -EXAMPLE: salesmen begin by asking potential customers to accept a free copy of a brochure describing their products, only later, after these requests have been granted do they try to close an order -YES, effective strategy--> study: hundreds were phoned by an experimenter who identified himself as a member of a consumers' group- come called once, called with large request right off the bat, some were called with small request to answer a few questions about soaps used in the home first, second, larger request was to send a crew of six ppl to take inventory of all the products on hand- 52.8% ppl agreed with this technique (small request --> large request = 52.8%) (no request --> large request = 22.2%)

The slime effect

"licking upward, kicking downward" most of use are quite aware that ppl engage in self-presentational strategies, such as ingratiation -research suggests that we especially dislike ppl whom we perceive behaving in this manner -study in Netherlands found that people who appeared especially likable toward superiors and dislikable towards subordinates were viewed negatively and "slimy" -this comes from the suspicion that people have ulterior motive when they behave very positively in front of superiors, this behavior is confirmed when we see the same people act negatively to their subordinates

Upward vs Downward Communication- small vs big company

*Refers to DIRECTION of communication -small: CEO and other executives may communicate downward to their subordinates, yet their closeness to these people and to production may ensure that a good deal of communication flows upward as well (top ppl in company will hear a great deal of feedback about their decisions, policies, and actions from subordinates -big: communication will be predominately downward , from high levels to lower ones--> directives and orders will flow from top and be communicated downward through successive chain of demand

Using nonverbal communication effectively- how does this effect people?

- contributes to success in several different fields, seen as a big plus example: clinician that showed the most verbal communication were more popular -can yield handsome results from interviews- people who are able to transmit positive social cues to the interviewer receive higher ratings than those who do not communicate in this manner example: an interviewee that showed positive nonverbal cues (leaned toward the interviewer, smiled frequently and maintained a high level of eye contact) was rated higher than one who did not use those cues

If you become the victim of a rumor, what can you do?

- direct people's attention to positive things they already believe about you

Compare computer mediated communication to face to face interactions in communication

-Face to face: social inhibition better for socioeconomic tasks more conformity positive feelings for group members difference in degree of participation -computer mediated disinhibiton better for intellectual tasks more independence some dissatisfaction more misunderstanding of group members increased equality of perticipation

Why has communication changed over the years? What is a positive? What is a drawback?

-In the past, communication was done face to face, phone, or memo -Now, communication has added emails and faxes -Positive: modern additions of communication can enhance organizational function -Drawback: It is not as effective as it should be

The grapevine and rumors: informal channels- what are they called? what percentage are they accurate?

-Most of the information that people receive at work is through informal channels- coworkers -Informal channels are called nouncements or grapevine- occur through the friendly social relations that often develop between people at work- operates at full speed ahead -Informal networks are accurate 80% of the time -Rumors are based on spite, speculation, overactive imagination, and/or wishful thinking

Smiles

-One of the most potent nonverbal cues -Ppl who smile more are rated as more sociable, attractive, sincere, and competent -smiling stimulates others to smile around them -

Are fast talkers considered more or less knowledgeable about the subject they are teaching?

-Ppl are impressed by fast talkers -individuals who present verbal messages that are more rapid that others are viewed as being more effective communicators than those who deliver their messages at a slower, more leisurely pace -seen as: 1. more knowledgeable 2. more competent 3. more sincere if you want to be seen as an effective speaker, speed up your delivery

In work or performance situations, how is eye contact perceived?

-Reflect competence -maintaining eye contact = in job interview, viewed as more competent = in job, viewed as more dominant or powerful & will yield more favorable perceptions

Skill at lying and deciet- who is good at lying?

-Socially skilled people are generally better liars -Men, on average, are slightly better liars than women, BUT women are somewhat better at spotting lies than men

What would occur if communication in a company was completely blocked? What does this say about communication?

-The company would be in complete chaos--> departments or indv would be unable to coordinate their activities -managers could no longer lead etc

Hazards to avoid in your influence attempts

-The slime effect ("licking upward, kicking downward") -Reactance: a boomerang effect of persuasion -Metamorphic effects of power and persuasion

violation of privacy

-co-workers or supervisors may attempt to gain access to another's email

Click Wirr Response

-coined by robert ciadini -automatic response to a certain word- trigger compliance response === the word "because" after a certain request

Nonverbal communication: eye contact

-eye contact appearance varies with the situation or relationship: romantic relationships: gaze more = more attraction or more anger -- eye contact shows the intensity of one's feelings, whether pos or neg

Is monitoring performance on the computers of employees common? If so, is it helpful or can it backfire? What percentage of office workers are affected by this?

-supervisors may take steps to supervise their employees- to monitor work performance -40% of office workers are affected by computer monitoring of their work -may backfire: 1. individuals who are informed that their performance is being watched perform MORE poorly on complex solution tasks than those who are not being monitored 2. worker morale: being monitored implies a lack of trust on the part of supervisors- may be justified for some employees, such knowledge may reduce job motivation for those who are intrinsically motivated- related to work stress and dissatisfaction

Tall versus Flat Organizations- examples of both / what happens in each?

-tall organizational structure: one in which many levels separate production workers from top executives -And it will almost certainly evidence a higher degree of formalization -->There will be many rules, policies, written in company handbooks to regulate employee behavior & outlining the responsibility that goes with each position giant cooperation -flat organizational structure: very few levels of management separate top people in the company from those working in production Example: a small company in which the CEO drops by to the factory floor and talks directly to the employees small, high-tech buisiness

Lying at work- what is it motivated by? why do ppl do it?

-tend to be motivated by self-interest in advancing oneself in the organization -people do it because they want to impress their coworkers/supervisor -bc of role conflicts- balancing the demand of all the things we need to do

What are the characteristics of an effective persuasive message?

-two-sided arguments- do not simply support your own view, mention and then refute opposing positions -emotional elements (for example, fear appeals/mild anxiety)- failure to adopt your suggestions will lead to negative consequences, offer concrete ways to avoid these unpleasant results -audience comprehension and acceptance- make sure your audience can understand what you are saying -moderation (i.e., tailor your message to the people you are addressing)- do not present about views sharply different than your audience

Oral vs Written Communication- which is more effective? When is this method specifically preferred?

-type of verbal communication -research has shown that verbal communication is most effective when oral messages are followed by written ones -preferred when immediate action is required- important policy change, a praiseworthy employee is identified, or when a company directive is announced

Nonverbal Communication: posture

-when someone slumps in their chairs during a meeting- it may be a sign of bordom or depression -if the individual stands up straight, it may be a sign of interest or elation

What is more important in determining the fate of your career than your actual performance?

-who you know -who you can count on as an ally -who owes you a favor

Nonverbal Communication: reading facial expressions- six basic emotions (what are they)

1. All facial expressions shown by humans are combinations of the six basic emotions below: Happiness Sadness Surprise Fear Anger Disgust / contempt 2. facial expressions are universal- the expressions about mean the same thing worldwide

What determines which path of persuasion will be taken?

1. Degree of Involvement -highly involved in an issue = thinking more about the message presented (central route) 2. Degree of distraction -when ppl are not bale to think about the message or are uninvolved in an issue = they are likely to be influence by peripheral cues, like the attractiveness of the individual presenting the message (peripheral route) 3. positive versus neutral mood -positive mood = tend not to scrutinize the quality of message (peripheral route) -neutral mood = tend to be swayed more by the strength of the arguments used to advocate a position (central route) 4. need for cognition

Sources of Individual Power (5)

1. Reward power: control over valued resources - power stemming from the ability to control various rewards sought by others - raises, promotions, or various perks 2. Coercive power: control of punishments - can inflict punishments - plays mainly on fear - can fire employees, lower their pay, humiliate them publicly, or give them poor references 3. Legitimate power: control based on rank- an individual's rank, queen, king, religious leader, sports coaches, is the bases for their power 4. Referent power: control based on attraction- charismatic political leaders, sports heroes or heroines, and movie stars 5. Expert power: control based on knowledge- accountant telling you to pay taxes to govt- likely to comply because they are an expert when taxes are concerned

How to resist unwanted influence/persuasion

1. forewarning (inoculation) = if we are aware that a persuasion attempt is made, we will be less receptive to it- this decreases the impact of persuasive messages 2. attitudinal politics (holding out for the best deal): aronson and pratkins- describe the foal of holding an opinion so as to secure some strategic purpose 3. Counter arguing and playing "devil's advocate"- pretending to advocate the opposite position and approaching the persuasive message with healthy skepticism 4. Potential pitfalls: indifference (sometimes we do not care enough about an issue to muster out defenses) and distraction (if we are distracted from thinking about a message. forewarning does not result in resistance)

What are the characteristics of an effective persuader? (3)

1. high attractiveness -when we like people we tend to lower our defenses and interpret much of what they say in a favorable light -halo effect: our overall impression of a person influences how we feel and think about his or her character. 2. style of presentation -confident, upbeat, fluent -rate of speech- speaking quickly = more success in persuasion (we think the person has more knowledge bc of the rate of speech) 3. high credibility- can be believed or trusted -high in expertise = more credible -trustworthiness- communicators that dont seem to gain anything from influencing others or who appear to take others interests into account

Netiquette Rules

1. make the messages brief and to the point 2. dont use email for urgent messages 3. use group replies or mass mailings only when necessary 4. avoid having people read irrelevant material-- the messages should be tailored to the needs of the recipient 5. use email only as a supplement to other forms of interaction 6. treat ppl with respect, just as you would in person 7. respect the time and privacy of others 8. Don't flame people. 9. DON'T USE ALL CAPS!! THAT'S THE E-MAIL EQUIVALENT OF SHOUTING!!! 10. Don't put anything into an e-mail that might come back to haunt you later.

What are the 8 disadvantages of telecommuting?

1. no disadvantages 2. feelings of isolation 3. reduced attention form coworkers 4. managerial problems 5. need for self-discipline 6. technological problems 7. reduced feelings of cohesion 8. need to plan ahead 35% reported no disadv 29% feelings of isolation

When comparing computer mediated groups to face to face groups in communication- how does each group do in 1. socioemotional conversations 2. Adapting new technology 3. Intellectual Task

1. socioemtoional task (group judgement or negotiation)--> performance is better in face to face groups 2. adapting new teach--> computer mediated groups perform as well as face to face groups 3. Intellectual tasks--> computer mediated groups perform better

What determines the success of persuasive appeals?

1. the characteristics of the persuader (often termed the communicator) 2.the various aspects of what the communicator says or the features of the persuasive appeal

Advantages & Drawbacks of internet etiquette

Advantages: -you can keep up with colleagues or clients all over the world -relatively inexpensive and fast -can send similar messages to many different people with simple commands -with minimal investments of time, you can also keep in touch with a broad network of people -stay up to date with the latest developments Disadvantages: -some ppl become so enamored with it that they spend much of their day interacting with others on non-job related issues -spend more time than necessary on job-related communication -not as intrusive as telephone calls or personal interactions, but does require regular monitoring -for people whose effective performance requires careful time management, having to respond to various emails may be counterproductive EXAMPLE: Busy executive may cherish the insulation provided by a receptionist who controls phone calls and personal access -Spamming- involves bulk marketing that holds little interest to the person recieving the emails -co-workers or supervisors may attempt to gain access to another's email- violation of privacy

What is a solution to the disadvantages of telecommuting

Bc it is hard to build good rapport and trust with co-workers / manager --> PART-TIME telecommuting may be helpful bc it combines the advantages of telecommuting with those of on-site teamwork interactions

Cues associated with lying and deception: cues believed to signal deception Cues associated with lying

Cues believed to signal deception -less sustained eye contact -more posture shifts * -less smiling * -longer response times -slower rate of speech * -more speech errors -More speech hesitations * -Unusual nonverbal behaviors -Higher vocal pitch * Cues associated with lying -Lack of spontaneity -Negative verbal statements -Less smiling * -Dilation of pupils -Hesitation in speech * -Self-touching -Body movement * -Blinking -High vocal pitch *

What did the classic study of assembly-line workers in large companies show?

Found that 70% of assembly-line workers in large companies initiated communication w their supervisors less than once a month Among managers, less than 15% of their total communication was directed toward their supervisors- when people communicate upwards, their conversations tend to be shorter than with their friends

Sources of individual power: Independent or linked?

Highly interdependent -ppl high in reward power are often high in coercive power too -Coercive power may reduce referent power, because ppl usually dislike those who punish them -Legitimate power is often associated with high status, its presence can enhance attraction toward those who hold it and so may lead to increase in referent power

What is the main disadvantage of computer-mediated communication? How do ppl rate this communication vs face to face communication?

IT IS SLOWER- because it requires typing- this results in fewer socioemotional remarks (expression of feeling) and more task-oriented remarks -ppl rate this type of communication- rate their communication partners and this type of communication less favorably than face to face communication

High Context vs. Low Context--> individualist & collectivistic

Individualistic cultures tend to be direct or explicit in their communication (low context) collectivistic cultures tend to be indirect with emotional communication playing an important role (high context)

Do a large or small amount of persuasive efforts work?

Most of these efforts will fail; only a small faction of the persuasive appeals we receive manage to alter our views or actions

The Mum effect: "the shoot the messenger" effect

Mum effect is the situation when a person decides to withhold important information for certain reasons: the hesitation that most people have to deliver bad news to others -happens in part because people simply don't want to deal with the negative emotion it provokes in the reciever. -happens because of the "shoot the messenger" problem: Bearers of bad news, even when they aren't responsible for it in any sense, tend to be blamed and to have negative feelings directed toward them.

Does countering a rumor work well? What does help?

NO--> Be careful: directly trying to refute a rumor can backfire- it can help spread the rumor among those who have not already heard it ("oh, "i did not know people thought that") and strengthen it among those who have ("if it weren't true, they wouldn't be protesting so much") -directing people's attention to away from the rumor, focusing instead on other things they know about its target

Differences between oral and written communication?

ORAL messages = -immediate (now) -two-way communication (face to face conversations) -the more ambiguous = the more oral messages are used WRITTEN messages = -future -one-way communication (memos) -the clearer the message = the more written messages are used

Definition of Communication- compare the old and new definition

Old definition: Communication is a process in which one person or group (the sender) transmits some type of information to another person or group (the receiver). (one-way street) example: when top executives in a large company send directives downward to their subordinates; often, they do not expect any information in return Newer, better definition: Communication is a two-way process in which information is exchanged within an intersubjective meaning context.

Why do people comply with the foot-in-the-door technique?

Once individuals agree to a small request, they undergo subtle shifts in self-perceptions -they want to be consistent with their new, elevated self-image that "does that sort of thing"

If a smile is inconsistent with behavior, what effect may it have?

Opposite effect- phony smiles will increase negative feelings about the individuals

How can reading facial expressions be tricky? Why do people do this with their facial expressions? (3)

People are often attempting to conceal their real feelings and emotions- thus they alter or manage their outward expressions to mislead others -People do this bc 1. they do not want to reveal their true feelings and emotions bc it would be embarassing or they are uncomfortable to do so 2. concealing feelings may be part of their job or role example: negotiator must train for their "poker face" or physician who hiding their worry about a patient to avoid upsetting them 3. many ppl may earn a living from skilled manipulation of their facial expressions- actors, salesperson, politicians

News travels- what new travel more quickly than others

People often discuss societal issues--> people are more likely to pass along less extreme info bc it is more believable than extreme information people are more willing to pass along bad news than good news, bc such bad news is more surprising -if the topic is negative (such as crime) then there is a tendency to pass along bad news even if it is extreme -if the topic is positive (survival of endangered species), ppl tend to pass along positive news even if it is extreme

Smiles-leniency effect- what was the study

People who have done something wrong, but smiles are treated more leniently than those who do not smile felt vs miserable smiles were observed in students that had committed academic dishonesty- the people with felt smiles were given more lenient consequences

Personal Strategy for communication

Personal strategies Courses intended to help people improve their communication skills- group setting Sensitivity training?

Communication: sender and reciever

Sender: the individual who initiates communication by transmitting information to one or more people Receiver: the individual toward whom communication is directed.

Status difference in touching

Status may influence touching: tailhook scandal- navy officers manhandled female officers in the hallway of a hotel -women are seen with lower status, they may feel inhibited than men in initating touches -men attach sexual interest with touching- not always the case -be sensitive to the meaning that people attach to touching

How long do practicing managers spend communicating during their jobs? Do they get their message across?

Striking statistic: Practicing managers spend about 80% of their time engaging in a single process: communication. No, much of this communication is unsuccessful because it does not get their message across.

Why may people want to deceive others with little white lies?

Such lies help us deal with situations in which we are uncomfortable in telling the truth

Sensitivity training

the outcome of a movement designed to increase interpersonal openness and accuracy of communication in groups -individuals often inhibit their true feelings bc they fear evauation or negative reactions -provide a non threatening environment in which to communicate feelings honestly example: you might not like people who chew gum, but you would not tell them this to their face-- in this type of training you are free to express this feeling to group members- you may learn a lot about yourself and others in this way.

social cognition

the way in which we process, store and remember information

Are non verbal communication gestures similar or different across cultures

very similar example: smiling, wrinkled nose to show contempt, raise of eyebrow in a greeting, etc