COMM 1000 FINAL EXAM STUDY GUIDE
Interpersonal Conflict - Answer -Conflict with another person
Intrapersonal Conflict - Answer -Conflict with one's self
Intragroup Conflict - Answer -Conflict within a group
Intergroup Conflict - Answer -Conflict between groups
Cascade model of rational conflict - Answer -John Gottman's model that explains how
conflict escalates in a cascade of negativity that, if left unchecked, will lead to
relationship dissolution
Reasons for Conflict - Answer -Persuasion
Regulating Relationships
Catharsis (Release)
Clarifying Issues
BATNA - Answer -Best Alternative To Negotiated Agreement
SIX STEP NEGOTIATION PROCESS - Answer -1. Analyzing the negotiating situation
2. Planning for the negotiation
3. Organizing
4. Gaining and maintaining control
5. Closing the negotiation
6. Improving
Persuasion - Answer -one or more persons reinforcing, modifying, or extinguishing
beliefs, attitudes intentions, motivations, and or behaviors
Balance Theory - Answer -Three cognitive element may be balanced or imbalanced.
(Friend A and B may or may not like friend C)
Cognitive Dissonance - Answer -Instances in which your thoughts and actions do not
match one another. As a result, beliefs or actions are altered to achieve balance.
Elaboration Likelihood Model - Answer -the method used to present a persuasive
message is in two categories. Central (factual) and peripheral (emotional based). Look
at slide for diagram.
Reciprocity - Answer -Doing something for someone with the assumption that they will
later owe you an equal in return. ( not always the case).
, The consistency principle - Answer -we like to appear like we make the same decisions
over and over again. (My dad drove a chevy, I drive and chevy and always will)
Foot in the door principle - Answer -a compliance tactic that involves getting a person
to agree to a large request by first setting them up by having that person agree to a
modest request.
Ex. (person asks you to place a small sign in your lawn then returns and asks you to
place a larger one in its place. The agreement to the first sign makes the person more
likely to accept the big one)
Lowballing - Answer -Making a small request to acquire commitment from someone
then changing the terms afterwards. (Fees added onto a car price)
Credibility - Answer -Characteristics of the persuader which makes them more
convincing.
1.Trustworthiness
2.Expertise
3.Goodwill
How to improve credibility - Answer -1.Adapt style to your audience.
2.Emphasize similarity. Create empathy
3.If you have low credibility, emphasize receiver involvement.
4.Have a credible source introduce/endorse you.
Group - Answer -3 or more people who form a single unit.
Optimal group size - Answer -5-7 people (Odd is best for breaking a tie)
Superordinate goal - Answer -The goal a group is working towards
Primary group - Answer -family
Social group - Answer -friends
Learning group - Answer -classmates
Problem solving groups - Answer -work groups
Pros of working in Groups - Answer -Allows for critical thinking
Social discourse
Interpersonal Conflict - Answer -Conflict with another person
Intrapersonal Conflict - Answer -Conflict with one's self
Intragroup Conflict - Answer -Conflict within a group
Intergroup Conflict - Answer -Conflict between groups
Cascade model of rational conflict - Answer -John Gottman's model that explains how
conflict escalates in a cascade of negativity that, if left unchecked, will lead to
relationship dissolution
Reasons for Conflict - Answer -Persuasion
Regulating Relationships
Catharsis (Release)
Clarifying Issues
BATNA - Answer -Best Alternative To Negotiated Agreement
SIX STEP NEGOTIATION PROCESS - Answer -1. Analyzing the negotiating situation
2. Planning for the negotiation
3. Organizing
4. Gaining and maintaining control
5. Closing the negotiation
6. Improving
Persuasion - Answer -one or more persons reinforcing, modifying, or extinguishing
beliefs, attitudes intentions, motivations, and or behaviors
Balance Theory - Answer -Three cognitive element may be balanced or imbalanced.
(Friend A and B may or may not like friend C)
Cognitive Dissonance - Answer -Instances in which your thoughts and actions do not
match one another. As a result, beliefs or actions are altered to achieve balance.
Elaboration Likelihood Model - Answer -the method used to present a persuasive
message is in two categories. Central (factual) and peripheral (emotional based). Look
at slide for diagram.
Reciprocity - Answer -Doing something for someone with the assumption that they will
later owe you an equal in return. ( not always the case).
, The consistency principle - Answer -we like to appear like we make the same decisions
over and over again. (My dad drove a chevy, I drive and chevy and always will)
Foot in the door principle - Answer -a compliance tactic that involves getting a person
to agree to a large request by first setting them up by having that person agree to a
modest request.
Ex. (person asks you to place a small sign in your lawn then returns and asks you to
place a larger one in its place. The agreement to the first sign makes the person more
likely to accept the big one)
Lowballing - Answer -Making a small request to acquire commitment from someone
then changing the terms afterwards. (Fees added onto a car price)
Credibility - Answer -Characteristics of the persuader which makes them more
convincing.
1.Trustworthiness
2.Expertise
3.Goodwill
How to improve credibility - Answer -1.Adapt style to your audience.
2.Emphasize similarity. Create empathy
3.If you have low credibility, emphasize receiver involvement.
4.Have a credible source introduce/endorse you.
Group - Answer -3 or more people who form a single unit.
Optimal group size - Answer -5-7 people (Odd is best for breaking a tie)
Superordinate goal - Answer -The goal a group is working towards
Primary group - Answer -family
Social group - Answer -friends
Learning group - Answer -classmates
Problem solving groups - Answer -work groups
Pros of working in Groups - Answer -Allows for critical thinking
Social discourse
