interpersonal Persuasion Flashcards Preview

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Flashcards in interpersonal Persuasion Deck (11)
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1
Q

Stresses honest, satisfying relationships, concern empathy, self disclsure, spontaneous, senstiive

A

humanistic perspective

2
Q

stresses acccomplishing goals and outcomes, confidence, immediacy, expressiveness

A

pragmatic

3
Q

stresses the cost/benefit dimension of relationships, saying thank you

A

Social exchange

4
Q

Asking for something

A

direct request

5
Q

Strategies that seek mutual benefit like trading favors and negotiating exchange

A

Exchange

6
Q

compliance through emotional appeals

A

manipulation

7
Q

using deceit

A

trickery

8
Q

demonstrating desired behavior, leading by example

A

modeling

9
Q

accept a larger donation after complying with a smaller request

A

foot in the door

10
Q

first request is so large it is reject, but then smaller request is accepted

A

door in the face

11
Q

start with a small request, and then go big

A

low balling