PERSUASIVE COMMUNICATION IN FUNCTIONAL ORGANIZATIONS
Final rept. 1 May 1966-31 Jul 1968
CALIFORNIA UNIV LOS ANGELES DEPT OF PSYCHOLOGY
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The research deals with factors affecting the accuracy and persuasiveness of communication between persons whose relationship is partly cooperative and partly competitive. In this situation, persons are not motivated to be wholly honest and open with one another but neither can they fully satisfy their respective interests without some degree of frank and accurate communication. Four experiments on this kind of relationship are reported. Two concern reactions to detected dishonesty and indicate the relations between amount and pattern of deception and 1 expressions of distrust and 2 evaluations of the relationship. Consistent sex differences reveal that females are less comfortable in their dependence upon a potentially untrustworthy person and more reactive to different degrees of deceit. Two experiments investigate the perception of intentions. The experiments suggest ways in which errors in perception of intentions can be avoided.