Communication between two people is responses to earlier messages {interactional approach}. Messages based on similar assumptions and expectations provide negative feedback about previous messages, and so keep relationship stable.
Messages based on different expectations provide positive feedback and cause instability, as messages increase differences {vicious circle, group}. Relationships that become unstable, or become stable in bad ways, can become better only by changing both people's behavior.
If people need something from each other, communication between parties {negotiation, communication}| can result in agreement. Parties want to reach agreement.
target and minimum
Parties have target settlement points and minimum sticking points. Parties try to find opponent targets and limits, while concealing own.
threats and concessions
Negotiation often involves coercive threats. Negotiations always involve concessions. Often extreme demands {blue sky bargaining} precede concessions.
reciprocity
Bargaining requires expecting trust and good faith {reciprocity norm} {norm of reciprocity}. Behaviors reciprocate. If reciprocity norm is true, agreement is satisfactory to both parties. Ability to imagine oneself in role of other and to act chosen part facilitates negotiation.
time
The longer negotiations go on, the more pressure builds for agreement. Final bargaining session {decision-making crisis} has trade-off of remaining issues.
tactics
In negotiations, what one side gains, other loses. Negotiating tactics minimize cost to one's side and maximize cost to opponent, while claiming opposite. Negotiating also involves explaining gains and losses to people represented by negotiators. Third parties aid negotiations by de-emphasizing losses and emphasizing gains.
formal negotiation
Formal negotiations involve two teams and are public. Having audiences makes teams want to appear dominant and causes aggressive behavior.
formal negotiation: team
Compared to one negotiator, negotiating teams overvalue conduct, devalue opposing team, polarize positions, distort and restrict communication between teams, and result in less divergent and creative solutions.
Issue judgments {opinion}|, based on social communications, depend on groups to which people belong and their influence. Opinions depend on issue interest level.
Voting and public opinion polls {poll}| do not show opinion strength, meaning, or relation to other opinions.
To coordinate behavior, people in groups can inform others of what they know and want to do {receiver-based communication}.
People can express one-sided opinions or values {propaganda, group}|, to reach immediate goals or influence public opinion. For example, people can raise anxiety about safety and security, such as suggesting hidden enemies or dangers. They can gain attention by emphasizing negative aspects.
Stage public demonstrations or cite poll numbers to claim wide support {bandwagon}|.
Connect one-sided opinions with positive emotional values, such as similar accepted opinions {card stacking}|.
Make unfounded accusations about people {character assassination}.
Use someone or something else {front, propaganda}| to state true goal, to conceal actual group.
Connect one-sided opinions with positive emotional values, such as accepted generalities {glittering generality}|.
Connect one-sided opinions with positive emotional values, such as popular beliefs {just plain folks}|.
Have prestigious people state one-sided opinions or state that the opinions are good {testimonial}|.
Connect one-sided opinions with positive emotional values {value transfer}| {transfer of value}, such as glittering generality, card stacking, or just plain folks.
6-Sociology-Sociological Group
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Date Modified: 2022.0225