COM 100: FINAL EXAM
65 Cards in this Set
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Hostile Recievers
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get people to listen
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Critical Recievers
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create doubts
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Sympathetic Recievers
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reinforce commitments with more actions
ex: preachers in church
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Uniformed Recievers
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meet information needs; build credibility
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Competence
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knowledge
capability
experience
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Trustworthiness
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long-term trust and short term intention
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Dynamism
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fun
likeable
similar
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Central Elaboration
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weighing the issue extensively
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weighing the issue extensively
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using a simple decision rule to judge the message
ex: appearance or credibility
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Social Norming Theory
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Individuals conform to social norms
people feel they have permission to behave consistently with the norm
campaign aims at informing people of the real norm, and not the perceived norm
ex: sexual behavior: the average male has six lifetime partners, true or false? Obviously false. That…
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To reinforce current behavior and attitudes, to promote change, or stop current behavior are all goals of what?
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persuasion
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Theory of Reasoned Action
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your intention to comply depends on attitudes, beliefs, and desires about the requested action
your perception of whether others (friends, parents) want you to do it
your motivation comply with those important others
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Elaboration Likelihood Model
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The more you elaborate an issue, the more you will change
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Selective Attention
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people hear what they want to hear
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Message Competition
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boring messages blend in
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Effective Messages
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are attended
are perceived accurately
are credible
are relevant to listener needs
request a specific action
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Conflict
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Card games that expose differences in interpersonal needs and interests.
Percieved interference in satisfying needs and interests resulting in identity-based and material-based conflicts, always a mix of both types of conflicts
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Interpersonal Needs
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Inclusion
Control
Affection
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Positive Face
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desire to be seen in a positive or attractive light
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Negative Face
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desire not to be controlled or dominated
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Face Maintenance
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maximize positive face and minimize negative face with friendly styles
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Face Saving
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repairing a damaged face through defensive or offensive means
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5 Ways to Resolve Conflict
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Give in
Avoid it
Force or coercion
Assert your legal rights
Negotiation (Constuctive Conflict Management)
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Constructive Conflict Management
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Focus on constuctive acts that build relationships and solve problems
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Recognition
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understanfing the other's needs and how conflict impacts them
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Empowerment
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having the skills needed to communicate and negotiate agreements
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Skirting
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avoiding the real issue
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Personalizing
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focusing on personality
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Complaining
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attack and avoid
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Sniping
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hit and run
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Agressing
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attack and destroy
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Blaming
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accusing and becoming defensice
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Skirting, Personalizing, Complaining, Sniping, Agressing, and Blaming are all examples of ____?
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need violations
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Negotiation Strategies
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Focus on the other side's problems: what are the most important material and identity problems that must be solved?
Build value: focus on interests and not positions
Avoid Power Plays: focus on problem solving
Ask questions to get good info
Create many options for the deal
Make sure …
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Constructive conlict is _____ focused
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issue-focused
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Destructive conflict is _____ focused
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needs-focused
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Coordination
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creating interdependence
to exchange resources and sentiment
to acheive oragnizational goals
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What are the 3 types of interdependence
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Pooled
Sequential
Reciprocal
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Pooled Interdependence
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Sharing info and resources
+ useful when decisions are not needed but connection is needed
- not useful when organization must adapt to change
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Sequential Interdependence
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Information passed from station to station
+ useful for top down management structure
- not useful for adapting to change or stimulation creativity
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Reciprocal Interdependence
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Individuals working together
+ useful for adapting to change and when creativity is needed
- not useful in a crisis when top down leadership is needed, or people don't want to interact
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The Nature of Coordination
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exchange of tangible resources is expected when coordinating
sentiment is the motive or will to work together
trust and open communication help evolve from sequential to reciprocal interdependence
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Isolates
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non-participants
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Participants
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within group interaction
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Liasons
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between group interaction; links groups together
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What kind of interdependence has low integrativeness, low reachability, and low dominance?
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Pooled
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What kind of interdependence has moderate integrativeness, low-moderate reachability, and moderate dominance?
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Sequential
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What kind of interdependence has high integrativeness, high reachability, and low-moderate dominance?
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Reciprocal
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Coordination = interdependence through the:
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exchange of messages
exchange of sentiments
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Steps for Effective Decision Making
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Avoid panic
For groups: have an agenda for decision meetings
Appraise the problem
Survey Alternatives
Keep the group open to new info
Summarize progress frequently
Develop and commit to a specific course of action
Take your time
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Decision making works best with:?
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clear leadership
open communication
equal participation
visable choices
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The key issue in effective leadership is ______?
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Power
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Define power
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the percieved ability and willingness to control outcomes
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What are the two kinds of ability?
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Force or coercion
Persuasion and modeling
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Coercive
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punishing or forcing compliance
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Reward
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controlling a valued resource
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Legitimate
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power bsaed on one's posistion
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Referent
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respect and affection
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Expert
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competence
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Information
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data
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Affiliation and power
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the use of coercion, rewards and legitimate power decrease liking and trust
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Leadership
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the art of mobilizing others to want to struggle for shared aspirations
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the art of mobilizing others to want to struggle for shared aspirations
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they propose ideas
have group support
shared aspirations
more support = more leadership
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Passive Learning
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incidental learning through exposure
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Active Learning
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proactive learning through need satisfaction
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COM 100: MIDTERM