Chapter Twelve - Influencing Each Other

Question 1

Dominance

Answer 1

the display or expression of power through behavior

Question 2

Power

Answer 2

An individual’s ability to control/influence others to do what the individual wants, as well as resist influence of others.

Question 3

Agency

Answer 3

The ability to freely control the surrounding environment including social interactions and relationships.

Question 4

What are the characteristics of dominance?

Answer 4

Poise (smooth & calm in stressful situations)

Panache (quality that draws people in, memorable)

Self Assurance (focus, drive, leadership abilities)

Conversational Control (ability to manage convo- who talks & how long)

Influence (ability to persuade others to think/act a certain way)

Question 5

Dyadic Power Theory

Answer 5

Suggests most dominance would be displayed by people with equal power positions because they deal with conflict and struggle for control; more equivalent the power in a relationship, the more open or direct the conflict.

Question 6

Relative Power

Answer 6

One person’s level of power in comparison to someone else’s level of power.

Question 7

How is power a perception?

Answer 7

People can use powerful communication or have objective power through their title or wealth, but if others do not perceive or accept their power, their behavior is neither powerful or dominant.

Question 8

How is power a relational concept?

Answer 8

One individual cannot be dominant without someone else being submissive.

Question 9

How is power resource based?

Answer 9

Scarce and valuable resources create more intense and protracted power struggles; Scarcity hypothesis suggests = people who possess limited resources/resources in high demand, have the most power.

Question 10

How is power about having less to lose?

Answer 10

The person who has less to lose has more power; those more dependent on their relationship have less power (Dependence Power). Based on a few concepts: Dependence Power, Quality of Alternatives (outcomes of exploring other options), and Principle of least interest (partner who is more interested is at a disadvantage).

Question 11

How is power enabling or disabling?

Answer 11

Power is enabling because it can help us achieve success, but disabling when it leads to destructive communication patterns: chilling effect, emotional insensitivity, and demand withdraw pattern.

Question 12

How is power a prerogative?

Answer 12

The person with the most power can make or break rules; powerful people can violate norms, break relational rules, and manage interactions without as much penalty as powerless people

Question 13

One-up messages

Answer 13

Dominant & Controlling messages

Question 14

One-down messages

Answer 14

Submissive & Accepting messages

Question 15

One-Across messages

Answer 15

Neutral messages that are neither dominant nor submissive

Question 16

Complementary Messages

Answer 16

When discussed in relation to attraction, this is when two people possess different or opposite traits that work well together.

Example: Lets pool our $ to buy Tom a gift (one-up)
Okay, how much $ do you need? (one-down)

Question 17

Competitive Symmetry Messages

Answer 17

When two people repeatedly use one-up power moves in conversation.

Example: Stop nagging me (one-up), Stop being so lazy and I wouldn’t have to! (one-up)

Question 18

Submissive Symmetry Messages

Answer 18

When both people in dyadic communication both repeatedly use one-down moves.

Example: What should we buy Tom? (one-down); I don’t know, you can pick (one-down)

Question 19

Neutral Symmetry

Answer 19

When both partners exchange one-across messages in conversation.

Example: Dad & Mom got engaged at 19 (one-across); Grandma and Grandpa got engaged at 21 (one-across).

Question 20

Powerful Speech

Answer 20

Communication in which the speaker focuses mainly on themselves, dominates the conversation, interrupts, and redirects the topic away from what others are discussing.

Question 21

Powerless Speech

Answer 21

A weak form of speech in which people use tag questions (to confirm one understands/agrees “you know what I mean, right?”) & hedges (statements that provide an out, “I could be wrong but…”)

Question 22

Compliance-gaining Strategies

Answer 22

Strategies intended to influence others to comply with a request.

Question 23

What are some compliance-gaining strategies (aka Verbal Power Plays)

Answer 23

Direct Requests, Bargaining, Aversive Stimulation/ Negative Effect, Ingratiation, Hinting, Moral Appeals, Manipulation, Withdrawal, Deception, Distributive Communication, & Threats.

Question 24

What are the nonverbal positions of power?

Answer 24

Physical Appearance, Spatial Behavior, Eye Behavior, Body Movements, Touch, Voice, Time, & Artifact.

Question 25

Traditional Marriages

Answer 25

Based on form of benevolent male dominance with clearly specialized roles; Men and women have roles based on their gender

Question 26

Egalitarian/Peer Marriages

Answer 26

A relationship where both spouses are employed, involved in parenting, and share household duties/responsibilities.