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32 Cards in this Set
- Front
- Back
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Compliance |
Changes in behavior Tgats elicited by direct request |
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Langer
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We often respond mindlessly to words without fully processing the information they are supposed to convey.
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Mindlessness&behavior |
Talking fast; the way things are phrased |
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norm of reciprocity |
Feeling obligated to repay something back; short lived |
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Low balling |
Secures commitment with a request then reveals how big the request is after commitment |
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Psychology of commitment |
You |
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Door in the face technique |
Asks a huge request he knows will be shut down then asks of a smaller request |
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That's not all folks |
Asks a moderate question then adds things bonuses and things that go along with the request |
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Just say no |
Be assertive (vigilant, |
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Obedience |
Behavior Change do the commands of authority |
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Milgriams study |
Studied the shocking of innocent people for getting a question wrong |
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Factors that influence obedience |
Victims proximity; physical presence and legitimacy of authority |
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Social impact theory |
Strength of the source, number of sources, the immediacy to the target in time and space |
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Social brain hypothesis |
Yea yea yea |
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Group roles |
Instrumental; –An instrumental role to help the group achieve its tasks expressive role to provide emotional support and maintain morale |
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Group cohesiveness |
The forces on a group to get that group to come together |
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•Triplett’s (1897-1898) fishing reel studies
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Sometimes performance increases with others around sometimes performance decreased |
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Zajonic solution |
Hey |
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Social loafing ?? |
Huh |
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Groupthink |
•Emerges when the need for agreement takes priority over the motivation to obtain accurate information and make appropriate decisions.
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Symptoms of group think |
•Excessive tendency to seek concurrence among group members.•Emerges when the need for agreement takes priority over the motivation to obtain accurate information and make appropriate decisions.
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Ruth and wageman |
Conditions of team effectiveness |
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•Graduated and Reciprocated Initiatives in Tension-Reduction (GRIT)
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Reducing tension between groups; reciprocal strategy |
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Negotiation |
•Integrative agreement is a negotiated resolution where all parties obtain outcomes that are superior to a 50-50 split.
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Negotiations |
–Communicating and trying to understand the point of view of the other person
–Disclosure of information –Training in conflict-resolution techniques –Simply taking a break –Sometimes an arbiter is necessary |
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Baumister and leary |
•Baumeister & Leary (1996) suggest that humans have a need to belong
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Shyness |
Painful consequences –Negative self-evaluations –Expectations of failure in social encounters –Self-blame for social failures –Self-imposed isolation |
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Exposure affect |
The more we are near a stimulus the more favorable it becomes (persons) |
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Social exchange theory |
o maximize benefits and minimize costs in their relationships with others.
•Relationships that provide more rewards and fewer costs will be more satisfying and endure longer. |
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•Comparison Level for Alternatives (CLalt):
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Expectations of what a person may receive in a alternative situation. |
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Compassionate love |
Close friends lovers;? Self disclosure the more feelings the more self disclosure |
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Kinsey's ground breaking research |
Yea |
