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Chapter 7. Argumentativeness, Verbal Aggressiveness, and Persuasion. Compliance-gaining involving argumentative behavior. When attempting to persuade others, we: Argue to support advocated position Argue to refute others’ positions The manner by which comm occurs affects.

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chapter 7

Chapter 7

Argumentativeness, Verbal Aggressiveness, and Persuasion

compliance gaining involving argumentative behavior
Compliance-gaining involving argumentative behavior
  • When attempting to persuade others, we:
  • Argue to support advocated position
  • Argue to refute others’ positions
  • The manner by which comm occurs affects
verbally aggressive comm
Verbally aggressive comm
  • If force is applied symbolically to dominate, damage, defeat, or destroy the “locus of attack”
  • Bad versus good aggression
4 aspects of aggression
4 aspects of Aggression
  • Assertiveness
    • Direct, defend rights/interests
  • Argumentativeness
    • Tend to approach/avoid argument
  • Hostility
    • Irritability, negativity, resentment, suspicion
  • Verbal aggressiveness
    • Transference, disdain, social learning, skill deficiency
causes
Causes
  • Psychopathology
  • Disdain
  • Social learning/Parental reinforcement
  • Self-esteem
  • Inherited trait/Genetics
  • Excessive activation
  • Inadequate skills
high aggressives
High Aggressives
  • Desensitized to hurt they cause
  • Do not view VA messages same as others
  • Reasons:
    • Disdain for target
    • Desire to be mean
    • Eagerness to appear tough
    • Involvement in disc that turn into verbal fights
situational factors rather than trait position
Situational Factors rather than trait position
  • Can be joint product
  • Motivation to argue is determined by trait argumentativeness and perception of likeliness to succeed and how important that is to the person
tra versus interactionist
TRA versus interactionist
  • Neither better at predicting argumentative intentions
  • Actually TRA worse at predicting motiv to argue
beliefs about arguing
Beliefs about arguing
  • Hostility
  • Activity/process
  • interaction
  • Control/dominance
  • Self-image
  • Learning
  • Skill
h m l argumentatives
H/M/L argumentatives
  • Different pcpns of 2 functions of arguing
    • Cultivation
    • Antagonism
transactional approach
Transactional Approach
  • Ind’s personality affects own & others behavior
  • Mutual influence emphasized
  • Both levels of argumentativeness may affect # of arguments and extent of one yielding to the other’s position
processing persuasion
Processing Persuasion
  • Hample & Dalliner – 4 categories of cognitive editing (why we reject arguments)
    • Effectiveness
    • Principled objections
    • Person-centered issues
    • Discourse competence
need for cognition mongeau 1989
Need for cognition (Mongeau, 1989)
  • Enjoyment derived from engaging in effortful info processing
kinney and segrin 1998
Kinney and Segrin (1998)
  • Ability to process info
  • Sensitivity to feedback
  • Beliefs about selves
aggressive comm resistance
Aggressive Comm & Resistance
  • H argumentatives more likely to develop counterarguments
  • Willing and may enjoy it
displaying aggression in pers
Displaying Aggression in Pers
  • 2 communicator styles
    • Affirming
    • Nonaffirming
persuasion in organizations
Persuasion in Organizations
  • Supervisors should be:
    • Highly argumentative
    • Low VA with affirming comm style
    • Encourage expression over controversial views
    • Leads to higher credibility and as more constructive persuasion styles