 Interview people in your life and solicit stories they have never told you (or anybody) 

 Use influence skills we discussed in class during the interviews 

 The paper should be at least 4 pages (2 pages for the story and 2 pages for your reflection on the influence skills), double-spaced and in APA format

FYI: You are supposed to interview people in your life and solicit stories they have never told you (or anybody). Remember to use the influence skills we discussed in class during the interviews. As for the paper, it should be at least 4 pages (2 pages for the story and 2 pages for your reflection on the influence skills), double-spaced and in APA format.

&

 Concepts of emotions

 Feelings and communication

 Factors that affects emotions

 Interpersonal influence

Emotions

 Are humans unique in our abilities of communicating emotions?

https://www.youtube.com/watch?v=GDtcFWBaO7E

 Basic emotions: primary feelings that are experienced universally

Types of Emotions

 Basic emotions: primary feelings that are experienced universally

Types of Emotions
 Basic emotions: primary feelings that are experienced universally

Vocalizations communicating the basic emotions can be
recognized by non English-speaking cultures (Sauter et al., 2010)

Types of Emotions

 Dimensions of emotions

• Valence: unpleasant vs. pleasant

• Intensity: calm vs. aroused

• Emotions can be combined to
form different feelings: joy +
trust = love, anger + disgust =
contempt

Types of Emotions

 Social emotions: feelings strongly related to interpersonal
experiences, “as experienced, recalled, anticipated or imagined”

• E.g., embarrassment, guilt, shame, envy, pride, which are as opposite to
basic emotions which only require the awareness of one’s own physical state

 What were your feelings on your first date?

• The physiological reaction

• Self perceptions of emotion: anticipated or reflective feelings

• Nonverbal markers

• Action tendencies: e.g., fear – fight or flight

 Feelings cause communication

• Talk about how you feel, nonverbal expressions of feelings

• Communication products as a result of sharing emotions

Feelings and Communication

 Communication affects feelings

• We craft messages to make people feel warm, embarrassed, or jealous

• Sharing feelings is good for the psychological well-being

Feelings and Communication

 Feelings shape interpretation of messages

• Our feelings toward someone influence our interpretation of the
motivation behind his/her message

 Appraisal Theories: emotions are extracted from our cognitive
evaluations of events (as opposed to physiological/neurological
theories of emotions)

Perception Appraisal Mediation

Perceptions of a
stimulus

Judgment of (1) whether
conditions are favorable or

unfavorable and (2) whether you
have sufficient resources to cope

Emotional responses as
a result of appraisal

 Emotional intelligence: people’s ability to understand and manage
one’s own feelings, as well as the moods and emotions of others

• Self-awareness: the ability to recognize personal emotions and their effects

• Self-control: the ability to control impulses and to suspend judgment

• Empathy: the ability to understand the emotional makeup of other people

• Communication and social skills

Factors Affect Emotions

 The intimacy of a relationship

• We are likely to express our emotions to someone we feel intimate with,
especially for negative emotions

Factors Affect Emotions

 Culture: a major influence on people’s conscious act of emotions

• Display rules (when, where, and how emotions should be expressed) are
different across cultures

• Chinese respondents express emotions primarily through eyes while
American respondents reveal through eyebrows and mouths

Factors Affect Emotions

 Culture

• Collectivistic cultures: emotions occur between people and relationships,
e.g., feeling happy if being accepted and feeling shame if being rejected

• Individualistic cultures: emotions are independent internal state and people
experience emotions within themselves, e.g., feeling pride because of self-
achievement and feeling anger due to a failure

Factors Affect Emotions

 Biological Sex

• In general, women experience emotions more frequently, and tend to reply
more on emotional support than men

• Men tend to express powerful emotions like anger more than women

• Women tend to express sadness, fear, and happiness more than men

• Men experience more sexual jealousy, women more emotional jealousy

• Masculine women and feminine men reported more positive emotions

 Persuasion interview, due by 3/5, 11 am

 Interview people in your life and solicit stories they have never
told you (or anybody)

 Use influence skills we discussed in class during the interviews

 The paper should be at least 4 pages (2 pages for the story and
2 pages for your reflection on the influence skills), double-
spaced and in APA format

 Interpersonal influence refers to the use of communication to
change another person’s beliefs, attitudes, or actions

Interpersonal Influence

 Primary goals: the goals that motivate the interaction

• Gain assistance, e.g., can I borrow your notes?

• Give advice, e.g., I think you should quit smoking

• Change orientation, e.g., here is why you are wrong about this issue

• Share activity, e.g., let’s hang out together tonight

• Change relationship, e.g., we should agree not to date other people

• Obtain permission, e.g., Dad, can I use the car?

• Enforce rights and obligations, e.g., it is your turn to take out the trash

 Secondary goals: non-primary goals that arise during interactions
and shape communication strategies

• Identity: protect and maintain positive self-image

• Interaction: manage the conversation in a socially appropriate manner

• Relationship: retain/improve the quality of the relationship

• Personal resources: maximize assets and minimize costs

• Arousal: emotion management

Influence Goals

 Positivity: are you going to make the request in a positive or
negative way?

• Pre-giving a reward: I will give you $10 if you clean your mess

• Threat: I am going to be really mad at you if you don’t clean the mess

Influence Messages

 Social comparison: are you going to appeal to him/herself or
comparing that person to other people when making the request?

• Self-feeling: you will feel good about yourself if you clean your mess

• Altercasting: respectable people keep their places clean

Influence Messages

 Dominance: to what extent do you want to express your power?

• Expertise: if you clean the house, your friend will want to spend more
time with you

Influence Messages

 Explicitness: how explicit is your request?

• Use implicit messages if you know the other person is against your
proposition, otherwise your request may backfire

Influence Messages

 The amount of argument: do you want to use a lot of rational
arguments when making the request?

• Only use a lot of arguments to appeal to people who are interested in the
topic

 Confirm request resources first, e.g., are you available this Sunday?

 Explain or apologize in advance, e.g., I am so sorry for my absence but ….

 Specify the limits of the request, e.g., the survey is going to be quick

 Offer an inducement or a threat, e.g., you will get $10 if you clean your mess

 Make your relationship salient, e.g., it’s so nice to have someone from my
hometown in this class

 Make the request open-ended, e.g., I would appreciate if you can help me with
the exam but I understand you have a busy schedule

 Interpersonal influence involve a lot of secondary goals therefore
they are high stakes episodes

• Leaving that person some room to say no

• Don’t judge yourself harshly if you are turned down

• Attend to your secondary goals and focus on relationship by small talks,
exploring common interests, and expressing liking

Interpersonal Communication
Overview
Emotions
Types of Emotions
Types of Emotions
Types of Emotions
Types of Emotions
Types of Emotions
Components of Emotions
Feelings and Communication
Feelings and Communication
Feelings and Communication
Causes of Emotions
Factors Affect Emotions
Factors Affect Emotions
Factors Affect Emotions
Factors Affect Emotions
Factors Affect Emotions
Reflection Paper Topic #1
Interpersonal Influence
Influence Goals
Influence Goals
Influence Messages
Influence Messages
Influence Messages
Influence Messages
Influence Messages
Dealing with Possible Refusal
High Stakes Episodes