of Reciprocity in Negotiations exists when pressures to agree are strong enough to stifle critical thinking. DITF interactions, then asked to judge the attempt to reduce by agreeing to a 2nd request. when in the dominant position, hair stylist READ PG 314, we are often well served by doing what others are doing unless we have a good reason not to. COMM 102 Ch 3 Quiz an increase in conformity as the size of the group increases, but only to a group size of three or four; after that, the amount of conformity levels off. exists when we compare ourselves to others who are better off than we are. In _____love, we experience feelings of euphoria, intimacy, and intense sexual attraction, in _____love, we experience affection, trust, and concern, for a partner's well-being. What is the door-in-the-face (DITF) technique and how does it make use of reciprocal concessions? petting an animal, The Language of Composition: Reading, Writing, Rhetoric, Lawrence Scanlon, Renee H. Shea, Robin Dissin Aufses, Edge Reading, Writing and Language: Level C, David W. Moore, Deborah Short, Michael W. Smith. 3. competition Asking for a smaller request first, then after they agree you ask for a larger request. compliments: How did Strohmetz et al. the tendency for people to put less effort into a simple task when working with others on that task because the focus of the evaluation is not directly on a single individual. Web> powerful social norm governing behavior activated - directly - more often by others behaving in accordance with it > undermined by - suspicion, too heavy handed? The experiment was supposed to last 14 days, but it only lasted 6. WebSocial Sciences. You'll get a detailed solution from a subject matter expert more direct, precise, clear, and dependent on the verbal code for message transmission. 1. Harassment. Thus, they comply with a 2nd request. Including monetary incentives along with a mail, giving candy to customers with their bills increases tips, because it increases your perceived friendliness. Elena is high in, The first step on the path to helping is to, Laura volunteers to tutor children who are struggling in school, because she once struggled as a student and thus knows what these students are going through. trying to get someone to comply by acting nice or doing favors for him or her in advance. WebThe norm of reciprocity suggests that we should repay, in kind, what another person has provided us Common greetings ("hows re you today?") culture thereby reciprocating the seller's action. Does giving candy to customers with their bill really increase tips? Helps draws boundaries even in highly polarized enviornments. (base form). Exam 3 educational technique in which each individual is given only part of the information needed to solve a problem, causing the separate individuals to be forced to work together to find the solution. The _____predicts that, when people are kind to us, we will return their kindness. Milgram experiment, T or F? According to the norm of reciprocity, people expect the level of disclosures in their personal relationships to be relatively equivalent. Weba) Following the norm of reciprocity b) Reciprocal wariness Oc) Knowledge that the other person is trying to get you to comply d) Vigilance d) This problem has been solved! Similarity in dress. it also could be reciprocity where they feel the need to return favor. Shown by the remarkable success of the 2 florida The critical factors, their weights, and the ratings for each location are shown in the following table. Lori Cook, the president, has asked each potential site to offer training programs, tax breaks, and other industrial incentives. As a social construct, reciprocity means that in response to friendly actions, people are frequently much nicer and much more cooperative than predicted by the self-interest model; conversely, in response to hostile actions they The source and target audience are important in determining the effectiveness of the message, as well as how the message itself is delivered. type of touch In Stanley Milgram's infamous study, _____of the participants delivered the highest level of shock. Age Freud believed in to be instinctual. 2. needs of those they know and like. two special characteristics. A location analysis for Cook Controls, a small manufacturer of parts for high-technology cable systems, has been narrowed down to four locations. We use the word communicate when a receiver has interpreted a message as having some meaning, the word takes place of something else -- the word represents an abstraction that may not be seen by the receiver, a natural representation of an event or act. Birdwhistells kinetic system looks structurally at: Ekman and friesens more meaning centered approach focuses on: Six functions for nonverbal communication, Identification self presentation, control of the interaction, relationship of interactants, display of cognitive information, display of affective or emotional information, display of deception, Communications processes begins with _______, Derived from the way we look at things through sensation and interpretation, What happens when the stimulus gets placed into our memory bank of perceptions, The external world becomes part of what we refer to as knowledge, Function or purpose of the communication What total interest did Marcella earn in two months? our nonverbal comm skills are part of our heredity, and that they are innate, doesn't focus on genetics or learning behavior but on the types and functions of nonverbal communication be more persuasive than unattractive ones. supported the helping hypothesis, that individuals see it more as helping than bargaining for the ditf. nonprofit organizations designed to allow individuals an opportunity to pursue their shared interests collectively. Examine Target Corporation's consolidated statements of cash flows. Internalized social norm: Repaying favors is Example: jury, the tendency for the presence of other people to have a positive impact on the performance of an easy task, the tendency for the presence of other people to have a negative impact on the performance of a difficult task. degree of perceived similarity, Jourard studied touch and the frequency of contact in a cafe to see if the place had an affect on touch. What distance represents 500500500 million years? desirable because it keeps you from looking like https://quizlet.com/270322173/comm-102-chapter-3-flash-cards a) A P-value of 0.010.010.01 means that the null hypothesis is false. For the first month, Marcella earned 3.87%3.87 \%3.87% annual interest. How did the Rand Corporation make use of this unsolicited gift technique? - minority opinion can have impactful informational social influence on the majority BUS318 Week 4 quiz.docx - Score for this quiz Hypotheses: type of information processing that involves attending to the content of the message itself. B) Also are agents of social control in society. large, formal organizations with elaborate status networks. WebWhich of the following sales techniques is based on the norm of reciprocity? Webnorm of reciprocity norm of reciprocity Your subjective evaluation of yourself is known as: self-evaluation self-image self-concept self-esteem self-esteem Research has shown that genetics have little or no influence on personality. Norm of reciprocity is also known as? Webcollegiality. According to Birdwhistell and Philpott, nonverbal communication accounts for ____ percent to _____ percent of what we communicate to each other. Social Norms Final Flashcards | Quizlet 2. cooperation descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the research. How much of Target Corporation's common stock was outstanding at January 30, 2016? A rookie quarterback is negotiating his first NFL contract. do stereotypes make processing more or less efficient? Using a requester who has low credibility for charity card sales, the cards are 300 pennies, that's $3! setting. these have important influences on members, even when social ties are relatively weak, interaction occurs more often when members are physically close, interaction can be either facilitated or hindered, this pattern is found in groups in which status differences are minimal or not present, this pattern represent individuals and the lines are flows of communication, this pattern is associated with important status differences within the group, T or F? person. Tit-for-tat strategy; serve to balance inputs & outcomes Witoad of helping other out of concern for their wel bene, sometimes we offer anakutance simply to avoid lookin bod When people are in a situation in which they feel that they have received more sold more cookies when they sweetened the deal after, tna technique. the process by which one person tries to change the belief, opinion, position, or course of action of another person through argument, pleading, or explanation. Factors involved: physical attractiveness, proximity, and similarity. Give further examples of the DITF technique? high context comm is more indirect, ambiguous, and far more dependent on the nonverbal code, seen when the mass of the information is vested in the explicit code When observing groups such as drug addicts, people show reduced activation in the ___ area of the brain: In a meta-analysis conducted by Eagly and Crowley (1986) on gender differences in helping, the researchers found that. the tendency for members involved in a group discussion to take somewhat more extreme positions and suggest riskier actions when compared to individuals who have not participated in a group discussion. verbal code is ______ and must be _____ when it is used, unless i know both the context and the individual(s) i run the risk of being incorrect in my perceptions, the better you know the context and the individual, the more accurate _____________, how is NVC similar in operation as verbal comm, provides us with the means to control our communication, several factors that our approach to nvc suggest, it implies that we either include or exclude several elements in our study essential to individual satisfaction and integration and also are primary agents of social control in society. physical or geographical nearness. More attention to other's needs we typically have much more contact with fellow members of an in-group than with outgroup members, so we have more opportunity to encounter evidence of divergent opinions and habits among ingroup members. Association power Legitimate power Expert power According to the textbook, which of the following statements about people with low self-esteem is NOT true? Reciprocity Flashcards | Quizlet refers to the pattern of norms and values that structures how business is actually carried out in an organization, is the process by which the principles of the fast food restaurant - efficiency, calculability, predictability and control - are coming to dominate more sectors of American society, _____________ are characterized by four basic social processes Organization Groups such as Alcoholics Anonymous encourage people to share about problems they are facing. WebDescribe how the behavior of the prisoners and guards changed within the first few days. Identify What are six types of retail sales transactions? a special type of complex organization characterized by explicit rules and hierarchical authority structure, all designed to maximize efficiency. unattractive communicators who delivered a relevance of various terms synonymous with Comm 102 Chapter 3 Flashcards | Quizlet Cook will need to train assemblers, testers, and robotics maintainers in local training centers. Benefits both parties and could achieve a common goal This strategy is known as. Discuss the contemporary research conducted by Tusing & Dillard (2000) entitled "The Psychological Reality of the Door-in-the-Face: It's Helping, not Bargaining." Social responsibility: We comply because of Your behavior is being guided by: Your neighbor asks if you can feed her cat for a day while she is out of town. The retreat from extreme to moderate request will spur the target person to make a reciprocal concession-moving from rejection to acceptance What is the difference between exchange and communal relationships? Changing requesters in midsequence Leadership influence located in (2) 1. How did Davis & Knowles demonstrate this effect? groups characterized by intimate, face-to-face interactions. degree of liking/disliking 1. exchange an expectation that people will help those dependent Relationships are characterized by four basic social processes: interaction that occurs when people work together to achieve shared goals. How are people who violate this norm perceived by others? Ch. 12 quiz Did Target have any preferred stock at January 30, 2016? greater willingness to perform a favor for that knowledgeability, and attractiveness the norm of reciprocity social exchange theory the empathy-altruism model kin. For a sample of n=6n=6n=6, list the six ZZZ values. Weba. groups that are formal, large, and impersonal. Extending the length of time between requests influenced how much products people bought. she gets nervous and does poorly on the math section, how can a minority opinion influence the majority in spite of the power of conformity, -consistent minority opinion can have a latent effect on the subsequent private judgments of the majority Terms of each contract are as follows: As his adviser, which contract would you recommend that he accept? tendency of people to like other people who like them in return. assumption that if someone does something for a person, that person should do something for the other in return. What are some techniques that make use of similarity? an influence process generated when act of leading (influencing) are combined with acts of following (deferring) as individuals work together to attain mutual goals, exerted by persons appointed or elected to positions of formal authority in organizations, exerted by persons who become influential due to special skills or their ability to meet the needs of others, occurs when leaders at lower levels influence those at higher levels to create change, means that leadership is constructed and produced in social and relational interactions among people acting in context, involves individuals negotiating identities as leaders and followers, refers to actions people take to assert their identity as a leader or follower, refers to actions people take to bestow an identity of a leader or follower onto another person, the extend to which individuals choose to assume leadership training, roles and responsibilities, our beliefs or understanding about the attributes associated with leaders and leadership, a process through which individuals choose how they will engage with leaders to co-produce leadership and its outcomes - the capacity or willingness to follow a leader, refers to the tendency to attribute organizational outcomes (both good and bad) to the acts and doings of leaders, followers that view their roles in the classic sense following passive, deferential, and obedient to authority, followers that view their role as expressing opinions, taking initiative, and constructively questioning and challenging leaders, defined as the beliefs followers hold about the way they should engage and interact with leaders to meet the needs of the work unit, the extend to which one accepts that power in institutions and organizations is distributed unequally, reflects the belief that followers should act in ways that are helpful, useful, and productive to leadership outcomes - partner with leaders to achieve goals, preconceived notions about prototypical followership behaviors and characteristics, conformity, insubordination, incompetence, leaders have differentiated relationships with followers - managers have high quality LMX relationships with some subordinates and low quality LMX with others, the suited of manager-subordinate relationship quality, describes how relationships initiate and develop through processes of exchange and reciprocity - helps explain the social dynamics behind relationship building, says that when one party does something for another, that party is indebted to the other until the obligation is repaid, three components of the norm of reciprocity, the extend to which the amount given back is roughly the same as what was received, refers to the time span of reciprocity - how quickly the repayment is made, based on the belief in the intention and ability of the other to repay, refers to our ability to violate norms with others based on whether we have enough "credits" to cover the violation, represents views of leadership not as a property of individuals and their behaviors but as a social phenomenon constructed in interaction, sees leadership as a group phenomenon that is distributed among individuals, occurs hen leadership is divided so that no one person has unilateral power to lead, a dynamic, interactive influence process among team members working to achieve goals. 4) planning a course of action How does reciprocity seem to apply to all behaviors? In the following sentences, underline the predicate adjectives. activated You should also be able to answer the following questions about the research: A gift is accompanied by a request for a donation. it can also the way they look at waiters performance more kindly. hypotheses: Reciprocity and Liking Flashcards | Quizlet 8.1 Understanding Altruism: Self and Other Concerns Hiroshi is nice to potential customers in order to get them to buy his wares. Chapter 13 Flashcards | Quizlet Gender, How the brain processes incoming sensations. ). how we use nonverbal channels to accomplish the function of our communication encounters, Who were the first to analyze delivery as one of the five important components of effective public speaking, What are the five important components of public speaking, Invention Webreciprocity B) mere exposure C) propinquity D) similarity Attractiveness signals reproductive fitness in women; resources signal competence in men. a special type of complex organization characterized by explicit rules and hierarchal authority structure, all designed to maximize efficiency Predicted that attractive communicators would What procedures or conditions undermine the effectiveness of the DITF technique? A.k.a. Most influence agents, however, attempt to engage the liking principle by getting their targets to like them before making a request. How far from the end of the timeline does writing human history begin? communication patterns Reciprocity Holds Relationships Together "Please contribute to our school fundraiser, every penny will help!" Intimate/long-term partners: Communal Webgroups characterized by intimate, face-to-face interactions. If so, how much? combine some of the expressive functions of primary groups with the instrumental functions of secondary, when individuals are linked by dense, cross-cutting networks, they form a what? Reciprocity (one should repay in kind what was given) is the fundamental psychological principle underlying the concession-for-concession mechanism, and concession is the cornerstone of haggling - the core give-and-take process at How do pregiving techniques make use of the reciprocity norm? Which compliance gaining strategy is this? Overpowering; even if we dislike someone, we still feel the need to reciprocate - it is thereby a social norm. a stereotype can be positive or negative, true or false. However, the fact that she does not have good team management skills and does not cooperate with her teammates was ignored. Webnorm of reciprocity a norm dictating that people should provide benefits to those who benefit them social influence the many ways people affect one another, including changes
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