Social influence: Changes in a person’s behavior induced by the presence or actions of others. 

Mere presence: The tendency for people to change their behavior just because of the presence of other people. 

Personal space: An area surrounding the body that is regarded as private and subject to personal control. 

Proxemics: Systematic study of the human use of space, particularly in social settings. 

Intimate distance: The most private space immediately surrounding the body (up to about 18 inches from the skin). 

Personal distance: The distance maintained when interacting with close friends (about 18 inches to 4 feet from the body). 

Social distance: The distance at which impersonal interaction takes place (about 4 to 12 feet from the body). 

Public distance: The distance at which formal interactions, such as giving a speech, occur (about 12 feet or more from the body). 

Social facilitation: Tendency to perform better when in the presence of others. 

Social loafing: Exerting less effort when performing a specific task with a group than when alone.

Conformity: Matching behavior and appearance to perceived social norms. 

Group sanctions: Rewards and punishments (such as approval or disapproval) administered by groups to enforce conformity among members. 

Groupthink: Flawed decision-making in which a collection of individuals favors conformity over critical analysis.

Compliance: Bending to the requests of a person who has little or no authority or other form of social power. 

Foot-in-the-door effect: The tendency for a person who has first complied with a small request to be more likely later to fulfill a larger request. 

Door-in-the-face effect: The tendency for a person who has refused a major request to subsequently be more likely to comply with a minor request. 

Lowball technique: A strategy in which commitment is gained first to reasonable or desirable terms, which are then made less reasonable or desirable.

Obedience: Compliance with a request from an authority figure.

Milgram’s Obedience Studies

Coercion: Being forced to change your beliefs or your behavior against your will. 

Brainwashing: Engineered or forced attitude change involving a captive audience. 

Cult: A group that professes great devotion to some person and follows that person almost without question; cult members are typically victimized by their leaders in various ways.

Self-assertion: A direct, honest expression of feelings and desires.

Overlearning: Learning or practice that continues after initial mastery of a skill.

How to become a team player (list 4): CDEM: Create ground rules, Don’t assume everyone knows what you do, Ensure that everyone participates, Model the behavior you want to see

How does a nonassertive ACTOR behave: Self-denying, inhibited, hurt, and anxious; lets others make choices; goals not achieved

How does the RECEIVER of a nonassertive actor behave: Feels sympathy, guilt, or contempt for actor; achieves goals at actor’s expense

How does an aggressive ACTOR behave: Achieves goals at others’ expense; expresses feelings,  but hurts others; chooses for others or puts them down

How does the RECEIVER of an aggressive actor behave: Feels hurt, defensive, humiliated, or taken advantage of; does not meet own needs

How does an assertive ACTOR behave: Self-enhancing; acts in own best interests; expresses feelings; respects rights of others; goals usually achieved; self-respect maintained

How does the RECEIVER of an assertive actor behave: Needs respecting and feelings expressed; may achieve goal;  self-worth maintained