9780312191986

Interpersonal Communication : A Goals-Based Approach

by ; ;
  • ISBN13:

    9780312191986

  • ISBN10:

    0312191987

  • Edition: 2nd
  • Format: Paperback
  • Copyright: 2000-01-01
  • Publisher: Bedford/st Martins

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Table of Contents

Peface iii
PART I FUNDAMENTALS OF INTERPERSONAL COMMUNICATION 1(100)
The Importance of Interpersonal Communication in Achieving Personal Goals
2(22)
Defining Interpersonal Communication
4(4)
The Nature of Goals
8(3)
Types of Interpersonal Goals
11(7)
Self-Presentation Goals
11(3)
Relational Goals
14(2)
Instrumental Goals
16(2)
Chapter Summary and Book Overview
18(6)
Key Terms
19(1)
Exercises For Further Discussion
19(1)
Suggested Reading
20(1)
Reference List
21(3)
Perception And Listening Processes
24(24)
Knowledge Structures and Communication
26(1)
Four Important Cognitive Processes
27(12)
Interpersonal Expectancies
28(3)
Attributions
31(4)
Person Perception
35(2)
Stereotypes
37(2)
Listening
39(3)
Chapter Summary
42(6)
Key Terms
43(1)
Exercises For Further Discussion
43(1)
Suggested Reading
44(1)
Reference List
44(4)
Fundamentals of Verbal Communication
48(26)
Verbal Communication Codes
49(3)
Semantic Code
50(1)
Syntactic Code
50(2)
Pragmatic Code
52(1)
Verbal Communication and Goals
52(9)
Grice's Principle of Cooperation
54(1)
Illocutionary Acts and Pair Parts
55(2)
Staying on Topic and Changing Topics
57(2)
Confirming and Disconfirming Messages
59(2)
Culture and Verbal Communication
61(5)
Individualism-Collectivism
61(1)
Communication Accommodation Theory
62(4)
Individual Factors and Verbal Communication
66(3)
Message Design Logics
66(2)
Self-Construals
68(1)
Life-Span Issues
68(1)
Chapter Summary
69(5)
Key Terms
70(1)
Exercises For Further Discussion
71(1)
Suggested Reading
71(1)
Reference List
72(2)
Fundamentals of Nonverbal Communication
74(27)
What Is Nonverbal Communication?
76(4)
Facial Expressions and Gaze
76(1)
Kinetics
76(2)
Vocalics
78(1)
Proxemics
78(1)
Physical Appearance
79(1)
Chronemics
79(1)
The Environment
80(1)
Misconceptions about Nonverbal Communication: Intentionality and Culture
80(4)
Functions of Nonverbal Behavior
84(9)
Emotional Expression
84(1)
Impression Formation/Identity Management
85(1)
Deception
86(4)
Conversation Management
90(1)
Relational Messages
91(2)
Models of Nonverbal Intimacy and Immediacy
93(2)
Equilibrium Theory
94(1)
Cognitive Valence Theory
94(1)
Interaction Adaptation Theory
95(1)
Chapter Summary
95(6)
Key Terms
96(1)
Exercises For Further Discussion
96(1)
Suggested Reading
97(1)
Reference List
98(3)
PART II ACHIEVING SELF-PRESENTATION GOALS 101(98)
Presenting The Self
102(32)
What Is Self-Presentation?
103(3)
The Nature of Self-Presentation
106(8)
Monitoring Self-Presentation
109(1)
Self-Identity and Self-Presentation
109(3)
Indicators of Attainment
112(2)
Plausibility Constraints
114(1)
Direct Strategies of Self-Presentation
114(12)
Ingratiation
115(5)
Intimidation
120(1)
Self-Promotion
121(3)
Exemplification
124(1)
Supplication
125(1)
Indirect Strategies of Self-Presentation
126(1)
Chapter Summary
127(7)
Key Terms
128(1)
Exercises For Further Discussion
128(1)
Suggested Reading
129(1)
Reference List
130(4)
Disclosing the Self
134(28)
The Nature of Self-Disclosure
135(4)
Types of Self-Disclosure
135(1)
Social Penetration Theory
136(3)
Factors Affecting Self-Disclosure Choices
139(8)
The Norm of Reciprocity
139(2)
Reasons for Not Disclosing
141(4)
Self-Disclosure and Privacy
145(2)
Factors Affecting the Manner of Self-Disclosure
147(3)
Sex Differences
148(1)
Nature of the Relationship
148(1)
Culture
149(1)
Factors Affecting the Perception of Self-Disclosure
150(5)
Amount of Disclosure
150(1)
Reciprocity
151(2)
Valence
153(1)
Honesty
154(1)
Timing
154(1)
Chapter Summary
155(7)
Key Terms
156(1)
Exercises For Further Discussion
156(1)
Suggested Reading
157(1)
Reference List
158(4)
Defending the Self
162(37)
What Are Accounts?
165(16)
Types of Accounts
165(2)
An Expanded Typology of Accounts
167(3)
The Functions Served by Accounts
170(1)
Goals Achieved through the Communication of Accounts
171(1)
Facework and Politeness Theory
171(10)
Attribution Theory and the Communication of Accounts
181(5)
Credibility of Excuses
183(1)
Control of Emotions
183(3)
Impression Management
186(7)
Responsibility and the Credibility of Justifications
186(1)
Public Images
187(6)
Chapter Summary
193(6)
Key Terms
194(1)
Exercises For Further Discussion
194(1)
Suggested Reading
195(2)
Reference List
197(2)
PART III ACHIEVING RELATIONAL GOALS 199(102)
Escalating Relationships
200(30)
Features of Relational Escalation
201(3)
Advantages of Escalating Relationships
202(1)
Disadvantages of Escalating Relationships
203(1)
Interpersonal Attraction: The Catalyst of Escalation
204(4)
Anthropological Class: Physical Beauty
205(1)
Reinforcement Class: Supportiveness
206(1)
Cognitive Class: Attitude Similarity
206(2)
Structural Class: Communication Behaviors
208(1)
Increasing Intimacy during Interaction
208(7)
Behaviors That Communicate Liking and Intimacy
208(2)
Courtship and Quasi-Courtship Behaviors
210(4)
Cognitive Valence Theory
214(1)
Relational Development Processes
215(8)
Social Penetration Revisited
216(1)
Stages of Relational Escalation
217(1)
Research on Relational Escalation
218(2)
Turning Points
220(3)
Chapter Summary
223(7)
Key Terms
224(1)
Exercises For Further Discussion
224(1)
Suggested Reading
225(1)
Reference List
226(4)
Maintaining Relationships
230(30)
Relational Maintenance and Equity
232(2)
Relational Maintenance Strategies
234(7)
Positivity
235(1)
Openness
236(1)
Assurances
237(1)
Social Networks
238(1)
Sharing Tasks
239(2)
Relational Dialectics
241(1)
Dialectical Tensions
241(1)
Responding to Dialectical Tensions
241(1)
Maintaining Platonic Friendships
242(5)
Maintaining Different Types of Romantic Relationships
247(5)
Love Styles and Love Ways
247(3)
Fitzpatrick's Marital Typology
250(1)
Differences in Communication among Marital Types
251(1)
Chapter Summary
252(8)
Key Terms
253(1)
Exercises For Further Discussion
254(1)
Suggested Reading
255(1)
Reference List
256(4)
De-Escalating Relationships
260(41)
Why Break Up?
262(2)
Confronting Relational Unhappiness: The Four Phases of Disengagement
264(14)
The Importance of Equity
269(3)
Reasons for Disengagement and Termination
272(2)
Attribution Theory
274(2)
The Valence and Frequency of Problems
276(1)
The Cascade Model of Dissolution
277(1)
Methods Used in Relational Disengagement
278(9)
Tactics Used in Relational Disengagement
278(6)
Facework and Politeness Theory
284(3)
The Consequences of Relational Disengagement
287(6)
Emotional Consequences
287(1)
Staying Friends
287(1)
Grave Dressing and Adjustment
288(5)
Chapter Summary
293(8)
Key Terms
294(1)
Exercises For Further Discussion
294(1)
Suggested Reading
295(1)
Reference List
296(5)
PART IV ACHIEVING INSTRUMENTAL GOALS 301(94)
Principles of Influence
302(36)
Why Do People Comply with Requests?
304(3)
Basic Principles of Compliance
307(16)
Anchors and Contrast Effects
307(2)
Reciprocity
309(4)
Commitment
313(4)
Liking
317(1)
Social Proof, or Social Validation
318(2)
Authority
320(1)
Scarcity
321(2)
Models of Compliance Strategies
323(9)
``That's Not All...'': How Sweetening the Pot Helps Compliance
326(1)
Going Shopping
327(5)
Chapter Summary
332(6)
Key Terms
333(1)
Exercises For Further Discussion
333(2)
Suggested Reading
335(1)
Reference List
336(2)
Gaining Compliance
338(28)
What Are Compliance-Gaining Messages?
341(9)
Marwell and Schmitt's Typology
341(6)
Falbo's Power Tactics
347(3)
The Persuasion Schema
350(4)
When People Use Tactics: Two Key Hypotheses
354(1)
Politeness Theory Revisited
355(1)
Attribution Theory Revisited
356(2)
Culture and Compliance
358(2)
Compliance-Resisting Tactics
360(1)
Chapter Summary
361(5)
Key Terms
361(1)
Exercises For Further Discussion
362(1)
Suggested Reading
362(1)
Reference List
362(4)
Managing Interpersonal Conflict
366(29)
Why Study Conflict?
368(1)
Defining Conflict
369(1)
Conflict Styles
370(2)
Choices in Managing Conflict
372(3)
Confront or Avoid?
372(2)
Cooperate or Compete?
374(1)
Conflict Strategies and Patterns
375(8)
Conflict Strategies
375(2)
Conflict Patterns
377(6)
Managing Relational Problems
383(3)
Consequences of Conflict Behaviors
386(3)
Attributions
386(1)
Relational Consequences
387(2)
Chapter Summary
389(6)
Key Terms
389(1)
Exercises For Further Discussion
390(1)
Suggested Reading
391(1)
Reference List
392(3)
PART V PERSONALITY AND INTERPERSONAL COMPETENCE 395
Individual Differences And Interpersonal Communication
396
The Importance of Knowing about Individual Differences
398
Factors Affecting Individual Differences
399
Machiavellian Behavior
399
Self-Monitoring Behavior
401
Locus of Control
404
Cognitive Complexity
406
Argumentativeness
410
Communication Apprehension
413
Loneliness
414
Attachment
418
Chapter Summary
422
Key Terms
423
Exercises For Further Discussion
423
Suggested Reading
424
Reference List
425
Implications For Interpersonal Communication Competence
430
A Component Model of Competence
432
Motivation
432
Knowledge
433
Skill
433
Criteria for Assessing Competence
436
Adaptability
436
Conversational Involvement
436
Conversational Management
437
Empathy
437
Effectiveness
438
Appropriateness
438
Assessing Your Own Interpersonal Communication Competence
438
Implications for Competence: A Review
441
Fundamentals of Communication Competence
441
Competence in Self-Presentation
443
Competence in Relational Development
444
Competence in Instrumental Objectives
445
Personality and Competence
446
Final Comments
446
Key Terms
447
Exercises For Further Discussion
447
Suggested Reading
448
Reference List
448
Name Index
451
Subject Index
458

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