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85 Cards in this Set
- Front
- Back
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Analytic Remarks
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non evaluative
expression of disagreement request/demand denial of responsibility "you should..." |
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Confrontational Remarks
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when people tell you how you feel
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Conciliatory Remarks
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statements indicate understanding
flexibility, accepting responsibility |
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Integration (conflict strategy)
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>Active and agreeable
problem is defined >cooperatively >seek mutual benefit >High level of speech productivity and eye contact >fewer adaptors and shorter response times |
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Distribution
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>Active and disagreeable
>Competitive >hostile >less eye contact and high speech rate >animated gestures >speak loudly |
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Avoidance (conflict strategy)
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Inactive
>agreeable or disagreeable >withholding or withdrawing from the interaction >less speech productivity >more adaptors >less eye contact |
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Conflict Styles
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tendency to demonstrate similar tactics across situations
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Integrating
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>high concern for self and other
>collaborative >problem solving |
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Obliging
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high concern for other
>low concern for self >accomodation of need of other >agape love style |
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Avoiding
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low concern for self and other
>passive >can be cooperative or competitive |
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Dominating
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high concern for self
low concern for other >competitive >win/lose perspective |
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Compromising
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moderate concern for self and other
Negotiation |
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Irreverent remarks
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silly remarks
>friendly |
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Noncommital Remarks
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Tangential remarks
>related but not directly dealing with the issue |
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Topic Management
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change the subject
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2 dimensions of tactics
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disagreeableness and activeness
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False
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no objective basis for conflict
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Latent
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has objective but neither party perceives it
"conflict waiting to happen" |
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Misattributed
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perceptions of the source of conflict are inaccurate
"yell @ roomie for smoking in the house when it was actually a co-worker of the roomie" |
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Displaced
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has objective basis but perceptions of the reason for conflict are not totally accurate
"breakup example": distance is the conflict, girl thinks its cause shes being a jerk, but really boy is planning on breaking up |
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Parallel
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has no objective and is accurately perceived
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specific behavior
(level of conflict) |
"where to go for dinner"
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Relational Norms and roles
(levels of conflict) |
expectations for the relationship
ie come home late w/o calling; call is expected |
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personal characteristics and attitudes
(levels of conflict) |
problem with someones personality or beliefs
ie: religious beliefs |
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Positive Consequences of Conflict
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provide motivation for learning about the world
sharpens current perspective and attitude strengthens relational bonds |
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Negative Consequences of Conflict
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Hampers efficiency of coordination
requires a good deal of communication effort and energy. weakening of peoples self concept |
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Useful Assumptions about conflict
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inevitable
not necessarily negative occurs for many reasons takes many forms |
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Conflict
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perceived divergence of interest or a belief that the parties current aspirations cannot be achieve simultaneously
incompatibility of goals |
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Intimacy and Accuracy
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>intimacy increases confidence in ability to detect lies
>confidence increases truth bias >truth bias decreases accuracy >in negative relationship lie bias becomes more likely intimacy increases confidence which increases truth bias which decreases accuracy |
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Lie bias
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perception that people are being dishonest
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Truth Bias
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perception that others are behaving honestly
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Behavioral adaptation
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people who have been probed are more honest because they change their behavior
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Probing heuristic
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due to the perceived difficulty of lying in response to a probe, people being probed tend to tell the truth
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Representativeness
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a tendency to assume that someone belongs to a ceratain group if he/she resembles or represents a typical member
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falsifiability heuristic
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communications are more likely to be classified as lies when the number and richness of falisfiable features increase
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Infrequency heuristic
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people use their perceptions of infrequency or unexpectedness of an event to determine veracity
uses base rate or prior likeliehood to determine whether or not someone is lying probablility of an event |
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Liars....
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more adaptors
make more speech errors pause more have higher pitch longer response latencies shorter talk duration-include less irrelavent info liars blink more pupils are more dialated |
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Assumed Deception Cues
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less eye contact
more smiling more adaptors more speech errors more postural shifting longer messages |
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reasons for poor accuracy
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no set of behavior that infalibly distinguish deception
people rely on useless cues or ignore useful cues peoples veracity judgement are affected by biases |
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Veracity Effect
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Our default setting is on believing what others are saying
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Deception
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occurs when a person alters the amount of info that should be provided, the veracity of the information presented, the relevance of info provided or the clarity of info provided
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Benign Fabrications
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created in the interest of the person contained by them
if it is not done in their interest, is is at least not done against their interests doing it in your interest, but not against or harming anothers interests |
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Exploitive Fabrications
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motivated by the private interests of the deceiver
"lying to get alcohol (about age) could get server or restaurant in trouble |
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Falisfication
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outright falshoods, straight lying
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Concealment
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omission, leaving things out
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Equivocation
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distortion, avoid making an explicit statement
(garbage truck driver example) |
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Change subject norms
(implications for persuassion) |
add a salient referent
change the normative belief attributed to a referent |
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Attitude change
(implications for persuasion) |
add salient beliefs
change the belief strength or evaluation of existing belief |
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Attitude
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a psychological tendency that is expressed by evaluation a particular entity w/some degree of favor or disfavor
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Subjective norm
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funtion of normative expectations of salient others and their motivation to comply with each referent(salient other)
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Attitude (TRA)
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Attitude is a function of salient beliefs and an evaluation of each belief
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Scarcity
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people assign more value to opportunities when they are less available
"limited number and deadline tactics" |
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Authority
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we follow the requests of people who we perceive to be a lefitimate authority
socialized mindless trappings of authority:badges uniforms etc |
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Liking
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physical attractiveness/halo effect
similarity compliments familiarity people prefer to comply with people they know and like |
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Social Proof
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when uncertain how to act people look to the behaviors of others
most influential under 2 conditions: situational ambiquity and similarity ie peer pressure |
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Lowballing
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can be accomplished by removing incentives or adding costs
ie see an ad go to store to buy it, they're out so you buy something else instead |
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Foot in the Door
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small initial request obtaining compliance, followed by a much larger request
size of initial request matters not necessary for same person to make both requests |
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commitment and Consistency
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consistency between attitudes and behaviors
psychological consistency obtaining initial commitment then utilize desire to be consistent |
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Door in the face
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a denial of a first large request produces a higher acceptance of a second smaller request than if just the second request was asked alone
size of initial request matters minimize time between requests same person makes requests |
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Norm of reciprocity
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people help those who help them
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pregiving
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a favor can lead to obligation, gratitude and/or liking
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Fixed action patterns
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"have a nice day" "you too"
taxi driver: "have a nice trip" you: "you too" |
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Mindfullness vs mindlessness
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two people reading passages one gets a lot of distractions and can't recall what she has just read
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Internalization
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>induce behavior is consistent with target and value system
>is intrinsically rewarding >behavior and opinions adopted because they are useful >can be rational or irrational >public and private acceptance |
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Identification
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target adopts behavior from social agent because this behavior is associated with a satifying self defining relationship with social agent
public and private acceptance |
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Compliance
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target accepts influence from social agent in order to achieve a favorable reaction from social agent
target learn to do or say what is expected in certain situations public behavior not private acceptance |
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Expert
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power based on perception that the social agent is knowledgable in some given area
initial acceptance of validity of the content |
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Referent
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If a person is attracted to the social agent then the person will desire increased association with them
power of the social agent lies in the targets desire to initiate or maintain a relationship person gains satisfaction based on indentification with the social agent |
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Legitimate
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power based on internalized values that indicate that a social agent has the right to influence and the target feels obligated to accept this influence
legitimacy is not only a basis of power but a role |
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Coercive
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Social agents power is based on the targets belief that punishment will occur if their is a failure to conform
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Reward
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social agents power lies in the ability to reward the target
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4 variables of uncertainty and stability
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amount of comm between individual and partners network
amount of support for the relationship expressed by partners network amount of comm w/partner amount of perceived similarity to partner |
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Eros
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eager for intense relationship w/intimacy and strong physical attraction
romantic lovers-in love w/love high in self disclosure always trying to please other sex is early perceived as perfect complete commitment, serial monogamists |
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Ludus
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playful in love, players
dont really fall in love very romantic low in self disclosure avoid commitment and dependency not possesive or jealous dating is fun for them |
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Pragma
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searches for the person with the right vital statistics: job, age, religion etc
choose to be in love sensible and rational in relationship decisions try to increase sig others market value very aware of alternatives for relationships |
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Mania
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demanding and possesive toward the beloved and has a feeling of being "out of control"
jealous dependent, needy don't handle separation well |
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Agape
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altruistic, loving without concern for receiving anything in return
in love w/love patient, selfless, supportive, love unconditionally |
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Storge
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prefers slowly developing attachments that lead to lasting commmitment
dont really fall in love sex comes later, not driving force want stability do not fantasize handle separation well |
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Underbenefited
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person receives fewer benefits than deserved on the basis of contributions made
feel angry or resentful because they are giving more more unpleasant than being over benefited |
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Overbenefited
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person receives more benefits than deserved on the basis of contributions made (guilt)
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Equity Theory
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people are most satisfied with a relationship when the ratio between benefits and contributions is similar for both partners
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comparison level
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general expected outcome in a relationship
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Commitment
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satisfaction minus comparison level for alternatives plus investments =
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Investments
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resources put into a relationship that cannot be retrieved if that relationship ends
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Comparison level for alternatives CLalt
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the general outcome people expect from alternative relationships or lifestyles
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