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Chapter 7

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

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  1. Chapter 7 Argumentativeness, Verbal Aggressiveness, and Persuasion

  2. 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

  3. Verbally aggressive comm • If force is applied symbolically to dominate, damage, defeat, or destroy the “locus of attack” • Bad versus good aggression

  4. 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

  5. Causes • Psychopathology • Disdain • Social learning/Parental reinforcement • Self-esteem • Inherited trait/Genetics • Excessive activation • Inadequate skills

  6. 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

  7. 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

  8. TRA versus interactionist • Neither better at predicting argumentative intentions • Actually TRA worse at predicting motiv to argue

  9. Beliefs about arguing • Hostility • Activity/process • interaction • Control/dominance • Self-image • Learning • Skill

  10. H/M/L argumentatives • Different pcpns of 2 functions of arguing • Cultivation • Antagonism

  11. 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

  12. Processing Persuasion • Hample & Dalliner – 4 categories of cognitive editing (why we reject arguments) • Effectiveness • Principled objections • Person-centered issues • Discourse competence

  13. Need for cognition (Mongeau, 1989) • Enjoyment derived from engaging in effortful info processing

  14. Kinney and Segrin (1998) • Ability to process info • Sensitivity to feedback • Beliefs about selves

  15. Aggressive Comm & Resistance • H argumentatives more likely to develop counterarguments • Willing and may enjoy it

  16. Displaying Aggression in Pers • 2 communicator styles • Affirming • Nonaffirming

  17. 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

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