Goals and interpersonal influence

Take Away Points Note: This lecture will differ from the book chapter. Everything that will be on the exam is on this slide – nothing from the reading will be on the exam if it wasn’t talked about today Interaction Goals Be able to define and identify examples of: interaction goals; primary vs. secondary goals; and instrumental, identity, and relational goals What does it mean to have multiple goals for a situation? Why is it important? Why can it be difficult? Goals Planning Action Theory What are the three aspects of Goals Planning Action theory? What is the hierarchy principle? How many plans should one have ideally? Be able to identify a successful use of the hierarchy principle Interpersonal Influence (define and recognize examples of the following) Norm of reciprocity Pre-giving Door in the Face Foot in the Door

Interaction Goals Plan(s) Message An interaction goal is a desired state that requires communication to accomplish. Interaction Goals Plan(s) Message Example: Persuade me that I should have class outside today

There are two broad types of goals: primary goals and secondary goals. “What is going on this situation?” The “push” goals Social factors/considerations The “pull” goals for the situation

A different type of goal classification Instrumental goal Same thing as primary goal Relational goal Identity goal

Class Activity One side of class is going to be Person A, the other side Person B Going to have a conversation with a partner

Class Activity Person A is a student in a public speaking class and has just gotten back a grade on a speech. Person A received a C on the speech. Person B is an undergraduate teaching assistant (TA) for the course and is the person that graded the speech. The course requires that Person A and B meet to talk about the speech and A’s performance. Person A and B know each other as they have taken several classes together. While not best friends, they get along well and have enjoyed interacting with each other in class. Person B can make up the points in which Person A did well or not well on the speech, if that comes up in the conversation. This meeting is scheduled to be 5 minutes, and has no set agenda apart from the fact that you know it is to review Person A’s performance on the speech.

Discussion Questions How did the different instructions relate to the three different types of interaction goals? Primary (or instrumental), relational, and identity Two points about interaction goals We often have multiple goals in an interaction, and are not seen as competent communicators if we don’t attend to all of them. When we have multiple goals, they sometimes conflict with one another. How were the above two points demonstrated in these interactions?

Interaction Goals Plan(s) Message Goals-Planning-Action Theory describes how people deal with resistance/obstacles to a goal. Interaction Goals Plan(s) Message Too much planning = Plan overload Too little planning = Not knowing what to do

How much does a polar bear weigh? The Hierarchy Principle states that failed attempts should be altered at the plan level, not at the message level. Pick up Girl Humor How much does a polar bear weigh? ? Primary Goal Plan Message

Influence

The norm of reciprocity states that if I give you something, you must give me something back. If I give you a little something, you must then give me a (at least slightly) bigger something. If I make a concession, you must make a concession.

The norm of reciprocity is true across cultures, and has different expectations depending on the relationship. Distant Family Member Best Friend

One example is pre-giving, in which I give you something unprompted before I ask for something. “softening someone up” or “buttering them up”

Sequential message strategies Delivering certain messages in a particular order can contribute to compliance-gaining effectiveness. Two examples: Door-in-Face Foot-in-Door

How does this follow the norm of reciprocity? Door in the Face involves making a large (unwanted) request before you make your real request. How does this follow the norm of reciprocity?

Examples After being offered a job, asking for a very generous compensation package as a way to negotiate your way to an offer that is fair. Asking your parents for a $100 loan, then asking them to give you $20. Charity ball tickets: In contrast to having to go to the ball, giving a $10 donation seems like a real bargain! (Ex: “Mythical ball”) Haggling is another form that DIF can take

Conditions for Door in the Face to work best The size of the initial request has to be large, but not ridiculous. The initial request has to be related to the second request. The request should be made by the same person.

Why does Door in the Face work? The Contrast Effect: Perceptual contrast makes second request look reasonable. The Norm of Reciprocity If you make a concession by lowering your request, then the other person feels obligated to make a concession. Self-presentation theory says people are worried about seeming unreasonable when they refuse a request-- so they become more likely comply with second request.

Foot in the Door involves making a small, unimportant initial request, then following it up with the real request.

Why does Foot in the Door work? Hint: it’s more about principles of consistency and commitment than reciprocity Principle of Commitment If you agree to do something small, then you feel pressure to remain consistent when you get the next request. We create an identity around the small behavior. “I’m the kind of person who cares about ...” Self-Perception Theory When we haven’t formed a concrete attitude, we take the role of an outside observer. We infer our attitudes from our behaviors.

Examples Telephone sales Signing petitions Doing an internship “Hi, how are you doing this evening?” Signing petitions Can be followed by requests for donations or political action Doing an internship More likely to be offered a job at the end

Conditions for Foot In the Door to work best The initial request can’t be so large that it is rejected but it also can’t be so small that it seems trivial. You label the receiver of the first request in some pro-social way after they comply. This strategy works best for pro-social causes The receiver gets no compensation in exchange for complying with the first request.

Take Away Points Note: This lecture will differ from the book chapter. Everything that will be on the exam is on this slide – nothing from the reading will be on the exam if it wasn’t talked about today Interaction Goals Be able to define and identify examples of: interaction goals; primary vs. secondary goals; and instrumental, identity, and relational goals What does it mean to have multiple goals for a situation? Why is it important? Why can it be difficult? Goals Planning Action Theory What are the three aspects of Goals Planning Action theory? What is the hierarchy principle? How many plans should one have ideally? Be able to identify a successful use of the hierarchy principle Interpersonal Influence (define and recognize examples of the following) Norm of reciprocity Pre-giving Door in the Face Foot in the Door