CHAPTER
18 - HUMAN PERFORMANCE IN A GLOBAL ECONOMY
COMMUNICATION
What
is communication? See pages 629 and
630.
1)
There
is a sender - the person who instigates the message. The sent to the receiver
2)
To
send a message, information is encoded.
To receive a message, information is decoded.
3)
Communications
occurs through different types of channels (verbal, nonverbal, written,
oral)
4)
Noise can cause interference. Noise can be both internal (mood,
etc) or external (loud music).
5)
Comm.
occurs w/in a context. Physical
setting, relationship btw sender & receiver, etc.
Nonverbal
Communication: Actions Often Speak Louder than Words
v
Kinesics
(Gestures & Body Language)
Ø Communication w/o words -
using gestures & body language (posture, behaviors, etc).
v
Proxemics (Physical
& Personal Space)
Ø
Intimate distance – from touching to
approximately 18 inches from the face - very few ppl can go here.
Ø
Personal distance – 18 inches to about 4 feet
from your body. Your friends, but not
your boss.
Ø
Social distance – 4 to 12 feet. "Social distance" - talking w/ ppl
@ work.
Ø Public Distance – 12 feet or more from the body
v Paralanguage (The Way Words Are Spoken)
Ø How you say what you say. That's just great! Vs. Thaaat's just great.
What Blocks Good
Communication?
1)
Physical distractions - noise, heat, etc.
2)
Perceptual set -
seeing what you want to see. Only
paying attn to things that support your side.
3)
Semantics - choose your words
wisely, bc if you don't, it can be a roadblock to communication!
4)
Mixed messages - are your words & your behaviors somehow incompatible?
5)
Status differences - differences in status between the sender &
receiver
6)
Communication overload - receiving too much information at once
How can we
promote good communication?
Pages
639 - 641.
PERSUASION - Persuasion: an attempt to change your attitude!
v
Who - The Source
in Communication - The Communicator
Ø
When
it comes to trivialities, an attractive communicator is more persuasive.
§
Ex:
Michael Jordan selling underwear.
Ø
In
more serious matters, that communicator needs to be credible & have
expertise.
§
Who
are you going to believe more when it comes to choosing a plan to prevent
another heart attack? Your doctor's
plan or the plan of some pretty person extolling the virtues of the newest fad?
v What - The Communication Message
Ø
Sometimes it's best to
present a two-sided argument, particularly if your audience in attentive &
well motivated & informed
Ø
If your audience is not
attentive & well motivated & informed, try a one-sided argument.
Ø
Messages that appeal to
the emotions can be very effective.
§
If you elect my
opponent, he'll let all the child molesters out of prison!
§
If you use body wash,
people will like you & want to be with you.
Ø
Messages
with a cognitive component can also be very effective.
§
You
should vote for me because this is how I stand on these issues. I support..... I voted for..... look at the
facts of my record.
v To Whom - The Audience for the Persuasion
Ø Paying attention to the make-up
of your audience is a must. You tailor
your message differently to each group.
v
How - The Channel
& Methods for Persuasion
Ø
Repeated exposure - simply put,
↑ exposure can bring on ↑ positive feelings ---> attitude
change.
Ø
Classical conditioning - associate your message w/ something your audience
already likes.
Ø
The Foot in the Door Technique - agree to a large request after first agreeing to
a smaller one.
Ø
The
door-in-the-face-effect – agree to a small
request after 1st shooting down a larger one.
Ø
The Low Ball Technique - get someone to agree & then reveal the hidden
costs.
Ø Bait & Switch - put at the bait, and when you get the
people in, switch to a deal that's not so great.
Remember: I
reserve the right to modify, add, & delete information at any time. This is intended for supplemental use
ONLY. It is not meant to take the place
of your notes, class attendance, or reading your textbook.
As you can see, we are doing a truncated version of
this chapter. Additional information
will be covered in class.