Chapters 8/9

Question 1

High-contrast vs. Low-contrast Communication in Cultures

Answer 1

Low-contrast communication relies on verbal messages to convey meaning.

High-contrast communication uses body language, tone, verbal messages, etc…

Question 2

Direct vs. Indirect Communication

Answer 2

refers to the extent the speaker’s intent is obvious.

Direct communication- very obvious

Indirect communication- hard to understand, not obvious

Question 3

Self-Enhancement vs. Self-Effacement

Answer 3

how one refers to their effort or performance.

Self-Enhancement emphasizes boasting about one’s accomplishments.

Self-Effacement emphasizes the importance of being humble, plays down their efforts.

Question 4

Responding Styles

Answer 4

1. Evaluative- the listener makes a judgement providing feedback on what they heard. Example: “This will never work”
2. Interpretive- how the listener perceives the the speaker’s intents. Example: “You’re just saying that because you lost the account”
3. Supportive- reassures the speaker. Example: “Don’t worry it’ll work out.”
4. Probing- attempting to get more information from the speaker. Example: “Why do you think that?”
5. Understanding- the listener’s only intent is to ensure they understand. Example: “You are sad because your cat died?”

Question 5

Transactional model

Answer 5

reactions to the speaker’s messages makes the speaker modify what they say next.

Question 6

Noise

Answer 6

interferences of communication, can be anything from environmental factors, internal thoughts, not sharing mutual experiences, languages, or cultures.

Question 7

Arc of Distortion

Answer 7

the difference between what the sender intended to say and what the receiver understood.

Question 8

Assertiveness

Answer 8

ability to communicate clearly and directly what is needed from the listener.

Question 9

Perceptual Process

Answer 9

Stage 1: Selective Attention

Stage 2: Organization

Stage 3: Evaluation or inference

Question 10

Selective Attention (stage 1 of the perceptual process)

Answer 10

filtering the information our senses receive, this can be affected by internal or external factors.

Question 11

Organization (stage 2 of the perceptual process)

Answer 11

organizing stimuli into patterns or schemas that make sense to us. Patterns of antithesis (opposites), cause-and-effect, etc…

Question 12

Evaluation or inference (stage 3 of the perceptual process)

Answer 12

interpreting the stimuli based on our attitudes, experiences, values, etc…

Question 13

Social Identity Theory

Answer 13

People perceive themselves and others in terms of social categories, and and determine their value by comparing these groups, they then respond to the world in terms of their identity.

Question 14

Johari Window

Answer 14

Johari Window is an information processing model consisting of 4 quadrants of whether the information is known or not known to oneself. The four quadrants are:

1. Arena
2. Facade
3. Blindspot
4. Unknown

Question 15

Arena (quadrant 1)

Answer 15

people see me as I see myself. (known to others and self)

Question 16

Facade (quadrant 3)

Answer 16

people see a ‘false me’, I put on a mask so they do not see the ‘real me’. (known to self but not others)

Question 17

Blindspot (quadrant 2)

Answer 17

people know certain things about me that they might not tell me. (not known to self but known to others)

Question 18

Unknown (quadrant 4)

Answer 18

things neither I or others see in myself. (not known to self or others)

Question 19

The D.I.E. Model

Answer 19

Description- the situation

Interpretation- how you see the situation

Evaluation- your decision on the situation

Question 20

Attribution Theory

Answer 20

when people observe behaviour they attempt to determine whether it is internally or externally caused. Three types of information that help us make judgements:

1. Consensus
2. Consistency
3. Distinctiveness

Question 21

Consensus (Attribution Theory)

Answer 21

the extent that others behave in the same manner (do others behave similarly)

Question 22

Consistency (Attribution Theory)

Answer 22

the extent that the person repeats this behaviour other times (did the person act this way before)

Question 23

Distinctiveness (Attribution Theory)

Answer 23

the extent the person behaves the same in different contexts. (does the person act this way in other contexts)

Question 24

Perception

Answer 24

the process of selecting, organizing, and evaluating stimuli from our environment and make it meaningful to ourselves.

Question 25

The Halo-Effect

Answer 25

when our perception of a person is dominated by one characteristic.

Question 26

Projection

Answer 26

the tendency to attribute one’s own feelings onto another person to relieve our own sense of guilt or failure.

Question 27

Perceptual Defense

Answer 27

defenses that act as a filter to block what we do not wish to see and only let in what we do want to see.

Question 28

Subconscious Cultural Blinders

Answer 28

use of our own cultural assumptions to interpret foreign cultures.

Question 29

Lack of Cultural Awareness

Answer 29

unaware of our cultural values, norms, and the way other cultures perceive us.

Question 30

Projected Similarity

Answer 30

assume people from other cultures are more similar to our culture than they actually are.

Question 31

Self-Serving Bias

Answer 31

the tendency to blame failures on external factors and successes on internal factors

Question 32

Fundamental Attribution Error

Answer 32

the tendency to underestimate the influence of external factors and overestimate the influence of internal factors when making judgements of others behaviour.