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Quiz 10
1. Clapping at the end of
a musical performance or play is
an example of a(n) _ social norm (p.186).
2. Stacy noticed that all the other girls were wearing
dresses to school, and although she preferred to wear
pants, she also began wearing dresses. This is an
example of__ conformity (p. 186)_.
3. The primary goal of Phil Zimbardo’s 1972 Stanford
Prison Experiment was to:
determine the psychological influence of prison life
on inmates and guards. (p. 183)
4. According to your text, people in _collectivistic_
cultures tended to be influenced by others more than
did people in _ individualistic (p. 207) cultures.
Quiz 10
5. Reciprocity
Believing that it is important to pay back favors.
6. Commitment
Our need for consistency plays a big part in this compliance.
7. Liking
Repeated contact and physical attraction play a part in this compliance.
8. Authority
We are more likely to comply to a request made by someone in charge.
9. Social proof
Go along with a belief or behavior because it looks like many others are
doing the same thing.
10. Scarcity
Wanting something more when the availability appears to be limited.
11. (Bonus) Name the city (English or Chinese) where the Nobel Prize Award
Presentation takes place every year. Stockholm 斯德哥爾摩
Review L10 (Dec. 14)
Prejudice 偏見
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
Group Formation
Ethnocentrism民族中心主義 (種族優越)
Stereotypes 陳腔濫調
INGROUP BIAS (p. 217) -- favoring others with whom we identify over
those whom we perceive as different.
OUTGROUP BIAS (p. 218) involves downgrading others who are
different or not in your group.
INFLEXIBLE ETHNOCENTRISM (p. 219) is judging others as wrong
simply because they are different.
FLEXIBLE ETHNOCENTRISM (p. 219) is recognizing our own
tendency toward ethnocentrism, and working toward a deeper
understanding and empathy for norms of different cultures.
Steps to Flexible Ethnocentrism
See page 221
Discrimination 岐視
the behavior component of
prejudice
Prejudice can also be reduced
through individual efforts to
challenge personal stereotypes
“The real art of conversation
is not only to say the right
thing at the right place but to
leave unsaid the wrong thing
at the tempting moments.”
--Dorothy Nevil
Chapters 8 and 9
Effective Communication
Verbal and Nonverbal
Communication
Do You Hear What
I Hear?
What is a Relational Climate?
RELATIONAL CLIMATE (p. 249) is the degree to
which we feel safe, supported, and understood in a
relationship.
Relational Climate
 Most relationships are in the middle of
the continuum because a variety of
physical, intellectual, and emotional
challenges influence every relationship.
Confirming and Disconfirming
Climates
 Relationship climate falls between
confirming and disconfirming climates.
 CONFIRMING (SUPPORTIVE)
CLIMATE
 DISCONFIRMING (DEFENSIVE)
CLIMATE
What is Endorsement?
ENDORSEMENT 贊同 (p. 251) involves
accepting another person’s thoughts
and feelings as valid.
The most important skill in
effective communication is
listening.
Do You Hear What I Hear…And Say?
 Good listening skills involve:
 hearing
 understanding
 responding in ways that clarify and
confirm understanding
Steps to Complete Listening
See page 254
What Are the Basic Elements of
Listening?
 The four basic, incremental elements of
effective listening include:
 Hearing
 Attending
 Understanding
 Responding
Can You Define These Elements?
HEARING
ATTENDING
LISTENING
RESPONDING
UNDERSTANDING
What Are Internal Barriers to
Listening?
 EMOTIONAL NOISE
 COGNITIVE DISTRACTIONS
 COMPARTMENTALIZATION
 PREMATURE JUDGMENT
Judge Who?
PREMATURE JUDGMENT (p. 258) occurs
when we stop listening to a message
before the speaker is finished, either
because we think we know what the
speaker is going to say, or because we
have already formed an opinion about
the speaker or the message.
External Barriers to Listening
 SENSORY ADAPTATION.
 SELECTIVE ATTENTION
 INFORMATION OVERLOAD
 MESSAGE COMPLEXITY
What Did You Say?
MESSAGE COMPLEXITY (p. 260) occurs
when the message itself is too
complicated to absorb without turning
your focus inward, and thus away from
the speaker for a time.
Barriers to Effective Listening

See Activity 8.2 (Barriers to Effective
Listening) (pp. 261, 278-279) for an
opportunity to identify effective
listening barriers and practice
overcoming them.
What Are Counterfeit Listening
Styles?
COUNTERFEIT LISTENING STYLES (p.
261) are behaviors that, on the surface,
may look like listening, but are actually
counterproductive to good listening.
 Pseudolistening
 Selective listening
 Stagehogging
Counterfeit Listening Styles
PSEUDOLISTENING (p. 261) involves giving
only the impression of listening by
nonverbal behaviors such as nodding,
keeping eye contact, and verbal prompts.
Counterfeit Listening Styles
SELECTIVE LISTENING (p. 262) occurs
when we screen a message for certain
topics or issues, and then either
respond only to those aspects of the
message or tune those parts out.
What Are Authentic Listening
Styles?
AUTHENTIC真實的 LISTENING STYLES (p.
264) are ways of responding to a speaker
that show genuine interest in and
empathy for the person and situation.
 These styles can be controversial爭論的
or helpful.
Helpful Listening Styles
 ANALYZING
 QUESTIONING
 MINIMALLY ENCOURAGING
 SUPPORTING
 PARAPHRASING 解述
Verbal Communication

Four guiding principles of effective verbal
communication:
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Language must be clear.
Language must be responsible.
Language must be context-sensitive.
Language must be congruent.
Communication Styles
ELABORATE LANGUAGE (p. 296) uses
many words to convey its message and
is very colorful and expressive. Many
Middle Eastern cultures and African
American culture prefers this style.
Communication Styles
EXACTING COMMUNICATION (p. 296)
involves clear and specific language that
states the facts, and no more. Many
Americans prefer this style; Chinese and
Native American cultures also value this
language.
Communication Styles
SUCCINCT 簡潔的 COMMUNICATION (p. 297)
includes understated language that says very little
and relies on the listener to understand the
unspoken meaning. It tends to be favored by
individualistic cultures.
What Are Instrumental and
Affective Communication Styles?
 This method examines the impact of
culture on communication based on the
goals of communication:
 INSTRUMENTAL COMMUNICATION
 AFFECTIVE COMMUNICATION
Communication Styles
INSTRUMENTAL COMMUNICAITON (p.
297) is task-oriented, and focuses on
achieving the speaker’s goals.
 It tends to be favored by individualistic
cultures.
Communication Styles
AFFECTIVE COMMUNICAITON (p. 297)
is person-oriented, and focuses on
building and maintaining good relations
between communicators.
 It is more aligned with the values of
collectivistic cultures.
Gender and Communication
 Tannen (1986) proposed male and
female communication differences
based on differences in worldview.
Gender and Communication


What are some of the
most basic differences
between men and
women?
See Tannen/You Just
Don’t Understand

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Problem-solving vs. empathy

Men = problem-solving

Women = empathy
Details vs. Big Picture

Men = big picture

Women = details
Asking for help vs. not asking
for help

Men = not asking for help

Women = asking for help
Use of Questions

Men = direct use of questions

Women = indirect use of
questions
How Can Gendered Communication
Be Overcome to Communicate
Effectively?

Acknowledge gender differences exist.

Strive to understand the value system from which these are
derived.

Recognize the validity of both styles and acknowledge they
make sense in the context of divergent value systems.

Relinquish the need to make others (or everyone) conform to
one style.

Share information about differences with others with whom
effective communication is important.
Gendered Communication
 See Activity 9.4 (Gendered
Communication in Your Life) (p. 302,
314-316) to help understand the ways in
which gendered communication affects
your life.
Major Types of Nonverbal Cues
for Western Culture
 Body Orientation
 Touch
 Physical Appearance
 Personal Space
 Paralanguage (intonation of the voice )
 Eye Contact and Facial Expressiveness
 Gestures
 Physical Environment
What about Hong Kong?
 Body Orientation
 Physical Appearance
 Physical Environment
 Personal Space
 Paralanguage (intonation of the voice)
 Eye Contact and Facial Expressiveness
 Touch
 Gestures
Nonverbal Communication
BODY ORIENTATION (p. 304) is the
direction your body is facing relative to
those with whom you are interacting.
Nonverbal Communication
 TOUCH is used to help build rapport or
trust.
 Men = status assertion or power
 Women = warmth or intimacy
Nonverbal Communication
 PHYSICAL APPEARANCE affects
communication
 Can you give examples of ways in
which this might occur?
Nonverbal Communication
 PERSONAL SPACE reflects the
culturally prescribed distance between
people during conversation and other
social interactions.
Nonverbal Communication
PARALANGUAGE (p. 306) is
communication that is verbal, but
wordless.
Nonverbal Communication
 EYE CONTACT AND FACIAL
EXPRESSIVENESS are used to transmit
unspoken messages.
Nonverbal Communication
 GESTURES fall into several categories
and their meaning is often unique to
each culture.
 Emblems
 Illustrators
Nonverbal Communication
 PHYSCIAL ENVIRONMENT structure
contributes to a system of nonverbal
communication and can be used to
increase the chances of attaining
communication goals.
Nonverbal Communication
 See Activity 9.5 (Nonverbal
Communication) (pp. 307, 316-318) to
examine your own uses and
interpretations of nonverbal
communication.
Culture and Nonverbal
Communication


Nonverbal communication is unique to each
culture.
See Table 9.1 (Examples of Cross-Cultural
Differences in Nonverbal Cues) (p. 308) for a
list of interesting differences in the way
certain nonverbal cues are interpreted crossculturally.
What Are Contact Cultures?
CONTACT CULTURES (p. 308) tend to
engage in more open contact with each
other and use nonverbal cues to signal
warmth, closeness, and availability.
Individualism-Collectivism (IC)
 In collectivistic cultures, people
coordinate schedules and actions with
family group members.
 In individualistic cultures, people are
more likely to do what they please and
meet their own personal schedule.
How Is Power Distance (PD)
Related to Nonverbal
Communication?

High PD cultures encourage emotions that
promote and maintain status differences.

People in low PD cultures are less sensitive
than those in high PD cultures to the impact
of their paralanguage on others.