Assertiveness: When People Say No
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, How can we resist the trap of compliance techniques?
To resist the techniques:
-Be vigilant
-Do not feel indebted by norm of reciprocity
-Recognize when the tactics are being used and respond accordingly
-Watch for feelings of guilt/obligation
Emotions during negotiations: cross-cultural differences
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Social facilitation: the Zajonc Solution
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Figured out why answers in Triplett's study was so
conflicting
Presence of others enhances performance on easy tasks,
but impairs performance on harder tasks
Attitude
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-A positive, negative, or mixed reaction to a person, object, or idea
-Possible to hold conflicting attitudes about the same thing at a conscious
and unconscious level
Charting the course of groupthink
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High cohesiveness
Group structure
Stressful situations
Overestimation of the group
Close-mindedness
Increased pressures toward uniformity
Defective decision making
High probability of bad decision
Cognitive dissonance theory: a new look
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, Four steps are required to arouse or reduce cognitive dissonance (Cooper
& Fazio, 1984)
-An attitude-discrepant behavior must produce unwanted negative
consequences
-There must be a feeling of personal responsibility for the unpleasant
outcomes of behavior
-There must be physiological arousal that produces a state of discomfort
and tension that the person seeks to reduce
-The person must attribute the arousal to the attitude-discrepant behavior
Positive emotions
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When people are in a good mood, they are more:
-Agreeable
-Open to persuasion
-Sociable
-Generous
-Positive in their outlook
-Decisive, but with relatively little thought
Positive feelings activate the peripheral route
T/F: Group members' attitudes about a course of action usually become more
moderate after group discussion
Give this one a try later!
Give this one a try later!
, How can we resist the trap of compliance techniques?
To resist the techniques:
-Be vigilant
-Do not feel indebted by norm of reciprocity
-Recognize when the tactics are being used and respond accordingly
-Watch for feelings of guilt/obligation
Emotions during negotiations: cross-cultural differences
Give this one a try later!
Social facilitation: the Zajonc Solution
Give this one a try later!
Figured out why answers in Triplett's study was so
conflicting
Presence of others enhances performance on easy tasks,
but impairs performance on harder tasks
Attitude
,Give this one a try later!
-A positive, negative, or mixed reaction to a person, object, or idea
-Possible to hold conflicting attitudes about the same thing at a conscious
and unconscious level
Charting the course of groupthink
Give this one a try later!
High cohesiveness
Group structure
Stressful situations
Overestimation of the group
Close-mindedness
Increased pressures toward uniformity
Defective decision making
High probability of bad decision
Cognitive dissonance theory: a new look
Give this one a try later!
, Four steps are required to arouse or reduce cognitive dissonance (Cooper
& Fazio, 1984)
-An attitude-discrepant behavior must produce unwanted negative
consequences
-There must be a feeling of personal responsibility for the unpleasant
outcomes of behavior
-There must be physiological arousal that produces a state of discomfort
and tension that the person seeks to reduce
-The person must attribute the arousal to the attitude-discrepant behavior
Positive emotions
Give this one a try later!
When people are in a good mood, they are more:
-Agreeable
-Open to persuasion
-Sociable
-Generous
-Positive in their outlook
-Decisive, but with relatively little thought
Positive feelings activate the peripheral route
T/F: Group members' attitudes about a course of action usually become more
moderate after group discussion
Give this one a try later!
