Page 330 - Essentials of Human Communication

Glossary 309

said will result in positive self-feelings for both individuals. audience participation principle. A principle of persuasion
Contrast verbal aggressiveness. stating that persuasion is achieved more effectively when
articulation. The physiological movements of the speech or- the audience participates actively.
gans as they modify and interrupt the air stream emitted authoritarian leader. A group leader who determines the
from the lungs. group policies or makes decisions without consulting or
artifactual messages. Messages conveyed through the wear- securing agreement from group members.
ing and arrangement of various artifacts—for example, avoidance. An unproductive conflict strategy in which a per-
clothing, jewelry, buttons, or the furniture in your house son takes mental or physical flight from the actual conflict.
and its arrangement. Use artifacts (e.g., color, clothing, Do not practice avoidance; engaging in conflict actively is
body adornment, space decoration) to communicate your generally the more effective management strategy.
desired messages. But check to find out whether others are
in fact receiving the messages you think you are
communicating. backchanneling cues. Listener responses to a speaker that do
assertiveness. A willingness to stand up for your rights while not ask for the speaking role.
maintaining respect for the rights of others. Increase your bandwagon. A persuasive technique in which the speaker tries
own assertiveness by analyzing the assertive messages of to gain compliance by saying that “everyone is doing it”
others, rehearsing assertive messages, and communicating and urging audience members to jump on the bandwagon.
assertively by describing the problem, saying how the prob- barriers to communication. Physical or psychological factors
lem affects you, proposing solutions, confirming your un- that prevent or hinder effective communication.
derstanding, and reflecting on your own assertiveness. behavioral synchrony. The similarity in the behavior, usually
assertiveness training group. A type of group that aims to nonverbal, of two persons; generally taken as an index of
increase the willingness of its members to stand up for mutual liking.
their rights and to act more assertively in a wide variety of belief. Confidence in the existence or truth of something;
situations. conviction.
assimilation. A process of distortion in which we reconstruct beltlining. An unproductive conflict strategy in which one per-
messages to make them conform to our own attitudes, son hits at the emotional level at which the other person can-
prejudices, needs, and values. not withstand the blow. Avoid it; beltlining is likely to cause
asynchronous. Communication in which sending and receiv- resentment that may extend well beyond the argument itself.
ing of a message takes place at different times. Contrast blame. An unproductive conflict strategy in which we attri-
synchronous. bute the cause of the conflict to the other person or de-
attack. A persuasive technique that involves accusing another vote our energies to discovering who is the cause and
person (usually an opponent) of some serious wrongdo- avoid talking about the issues causing the conflict. Focus
ing so that the issue under discussion never gets exam- on resolving the conflict rather than affixing blame.
ined. Avoid this as a speaker and recognize it for what it is boundary marker. A marker dividing one person’s territory
as a listener. from another’s—for example, a fence.
attention. The process of responding to a stimulus or stimuli; brainstorming. A technique for generating ideas either alone
usually involves some consciousness of responding. or, more usually, in a small group. Follow these general
attitude. A predisposition to respond for or against an object, rules: Avoid negative criticism, strive for quantity, com-
person, or position. bine and extend the contributions of others, and contribute
attraction. The state or process by which one individual is as many wild ideas as possible. Appropriately restimulate
drawn to another, forming a highly positive evaluation of a brainstorming group that has lost its steam by asking for
that other person. additional contributions or for further extensions of previ-
attraction theory. A theory holding that we form relation- ously contributed ideas.
ships on the basis of our attraction for another person. breadth. The number of topics about which individuals in a
attractiveness. The degree to which a person is perceived to be relationship communicate.
physically attractive and to possess a pleasing personality. bullying. A pattern of abusive behavior (verbal or nonverbal)
attribution. A process through which we attempt to under- repeatedly committed by one person (or group) against
stand the behaviors of others (as well as our own), partic- another.
ularly the reasons or motivations for these behaviors.
attribution theory. A theory concerned with the processes
involved in attributing causation or motivation to a per- causes and effects (reasoning from). A form of reasoning in
son’s behavior. which you conclude that certain effects are due to specific
audience analysis. The process of analyzing a speaker’s intended causes or that specific causes produce certain effects. Be
listeners. Analyze the audience in terms of its sociological and careful that you don’t fall into the trap of assuming that,
psychological characteristics and adapt your speech based on because things occur in sequence, one necessarily causes
these findings. the other.