Chapter 15 - Interpersonal Persuasion

1. Chapter 15 - Interpersonal Persuasion mass persuasion interpersonal persuasion electronically mediated typically F2F/voice to voice mass audience audience of one idealized audience M.O.L. aware of other person typically re: attitudes typically re: action/behavior in a sense, ALL persuasion is interpersonal since our perceptions are ultimately based on our individual environment/expectations/desires but there is still something to be gained by a discussion of interpersonal, face-to-face persuasion as distinct from advertisements &/or elections

2. interpersonal persuasion is about relationships 4 variables of relationships and interpersonal persuasion • Attraction – how individuals feel about each otherphysical proximityphysical attractiveness similarities to ourselvesstatus (high/low)those who can provide us with personal rewards • Dominance – ability to control or influence another individual • person trying to influence person being influenced not all under control or conscious strategies used to influence

3. C. Involvement – breadth and depth of our relationship with the other involvement intimate relationship involvement achieved partially through:self-disclosure: telling another person info about yourself that is not visible otherwise <s.d. can be used strategically> D. Situation – communicate differently based on the situation - social environment- physical environment- tasks and purposes present

4. Many researchers try to understand interpersonal persuasion under the rubric of: compliance gaining – use of strategies to induce behavior in an other techniques of compliance gaining: - rewarding activity: mc ginsberg offers wine to its patrons - punishing activity: jailing someone, kids timeout, grounding, etc. - expertise strategy: learn second language b/c “its good for you” - activation of internalized commitments: +/- self-feelings, moral appeal, force individuals to think about themselves - activation of interpersonal commitments: altruism, debt, cause audience to think about how others view them

5. 4 situations where people are likely to use compliance-gaining strats.(p. 389-340) 1. noninterpersonal, short-term consequences (no interp. relationship, short term results) 2. noninterpersonal, long-term consequences: altruism, debt, +/- expertise 3. interpersonal, short-term consequences: altruism, + altercasting, liking 4. interpersonal, long-term consequences: threat, promise, altruism POWER of persuader influences choice of compliance-gaining strategy Two Sequential-Request Strategiesfocus on ways to make initial requests in order to gain acceptance of an ultimate request A. Foot-In-The-Door technique: small initial request followed by a larger second request

6. ex.- door-to-door solicitations: “may I leave these informational materials for you?”- lowball: “prices as low as $14.99” B. Door-In-The-Face technique: large first request is turned down, smaller second request is accepted receiver views the retreat as a concession on the part of the persuader and feels the need to reciprocate; “if they gave a little then I should too” ex. selling a house Conflict: what causes it? different values, different perceptions of the other, limited resources, turf battles How are conflicts resolved? always with/through persuasion and almost always interpersonally

7. Dispute/Conflict Resolution: Mediation http://www.resolv.org/articles/t_meetings.htm http://www.resolv.org/articles/t_participation.htm