Interpresonal Influence comm

Clarke and Delias 3 communication goals

instrumental, relational, identity.

How to achieve goals

recognize the needs of the others in the context

Role taking

the ability to predict the thoughts and objections others might have to your goals and needs

How to be better at role taking

being cognitively complex

How to improve goal competence

create multiple responses and use many different persuasive techniques

5 methods of self presentation

ingratiation, intimidation, self promotion, exemplification, supplication,

Integratiation

making oneself likeable through flattery and favors

Intimidation

looking dangerous by threatneing or bullying

Self promotion

making yourself look smart and credible and bragging

Exemplification

seeming to embody high values and being pure of heart

Supplication

seeming weak so others are forced to help you

Methods of compliance

threat, pregiving, positive self, negative self feeling, averisive simulation

Threat

do ts or i slime u

Pregiving

i give you gift so you give me gift

Positive self feeling

youll be sooo proud of yourself if you do ts

Negative self esteem

your fam will hate u if you dont do ts

Aversive stimulation

i wont let you play with me if you dont do ts

Sequential request strategies

message order impact on influence.

Foot in the door

small reques granted t and then big request

Door in the face

large request rejected so small request doesnt seem to bad

Reasons for DIFT effectiveness

reciprocal concessions(your both giving something up), perceptual contrast, presentation, makes them feel good, they feel bad

Ajzen’s theory of planned behavior

people behave the way that they do because of the way that they rationalize info.

Best predictor of behavior

intentions

Components of Theory of planned behavior

attitude, subjective norms (what do others think of the behavior), perceived behavioral control