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Verbal Aggressiveness and Persuasion: Understanding Argumentativeness and Compliance-gaining Behavior

This chapter explores the role of argumentativeness and verbal aggressiveness in persuasion and compliance-gaining. It discusses the causes and effects of aggression, the different levels of argumentativeness, and the factors that influence persuasive communication. Additionally, it examines the impact of aggressive communication in personal relationships and organizational settings.

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Verbal Aggressiveness and Persuasion: Understanding Argumentativeness and Compliance-gaining Behavior

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  1. Chapter 7 Argumentativeness, Verbal Aggressiveness, and Persuasion

  2. Compliance-gaining involving argumentative behavior • When attempting to persuade others, we: • Argue to support advocated position • Argue to refute others’ positions • The manner by which comm occurs affects

  3. Verbally aggressive comm • If force is applied symbolically to dominate, damage, defeat, or destroy the “locus of attack” • Bad versus good aggression

  4. 4 aspects of Aggression • Assertiveness • Direct, defend rights/interests • Argumentativeness • Tend to approach/avoid argument • Hostility • Irritability, negativity, resentment, suspicion • Verbal aggressiveness • Transference, disdain, social learning, skill deficiency

  5. Causes • Psychopathology • Disdain • Social learning/Parental reinforcement • Self-esteem • Inherited trait/Genetics • Excessive activation • Inadequate skills

  6. High Aggressives • Desensitized to hurt they cause • Do not view VA messages same as others • Reasons: • Disdain for target • Desire to be mean • Eagerness to appear tough • Involvement in disc that turn into verbal fights

  7. Situational Factors rather than trait position • Can be joint product • Motivation to argue is determined by trait argumentativeness and perception of likeliness to succeed and how important that is to the person

  8. TRA versus interactionist • Neither better at predicting argumentative intentions • Actually TRA worse at predicting motiv to argue

  9. Beliefs about arguing • Hostility • Activity/process • interaction • Control/dominance • Self-image • Learning • Skill

  10. H/M/L argumentatives • Different pcpns of 2 functions of arguing • Cultivation • Antagonism

  11. Transactional Approach • Ind’s personality affects own & others behavior • Mutual influence emphasized • Both levels of argumentativeness may affect # of arguments and extent of one yielding to the other’s position

  12. Processing Persuasion • Hample & Dalliner – 4 categories of cognitive editing (why we reject arguments) • Effectiveness • Principled objections • Person-centered issues • Discourse competence

  13. Need for cognition (Mongeau, 1989) • Enjoyment derived from engaging in effortful info processing

  14. Kinney and Segrin (1998) • Ability to process info • Sensitivity to feedback • Beliefs about selves

  15. Aggressive Comm & Resistance • H argumentatives more likely to develop counterarguments • Willing and may enjoy it

  16. Displaying Aggression in Pers • 2 communicator styles • Affirming • Nonaffirming

  17. Persuasion in Organizations • Supervisors should be: • Highly argumentative • Low VA with affirming comm style • Encourage expression over controversial views • Leads to higher credibility and as more constructive persuasion styles

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