PERSUASIVE COMMUNICATION IN FUNCTIONAL ORGANIZATIONS.
Final rept. 1 Oct 68-28 Feb 70,
CALIFORNIA UNIV LOS ANGELES DEPT OF PSYCHOLOGY
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The research deals with the accuracy and persuasiveness of communication between persons whose relationship is partly cooperative and partly competitive. Under these conditions, persons are likely not to be completely honest and open with one another but they are also likely to realize that full satisfaction of this respective interests is not possible without some degree of frank and accurate communication. Research on this situation has dealth with four topics 1 Reactions to different degrees and patterns of deception in relationships of outcome and information dependence 2 the perception of intentions under conditions of mixed motivation and imperfect communication 3 reaching agreement in bargaining under different conditions of communication and 4 the relation between ones own orientation to these mixed-motive relationships and beliefs about other persons orientations. The results show the importance of both personal factors e.g., sex differences, orientations to interpersonal relationships and situational factors incentives, type of relationship, amount of communication possible. Furthermore, these two types of factors are frequently found to be interactive in their effects with, for example, the consequences of individual differences depending on the situational factors. Author