Three experiments examined the relationships among plan complexity, access to planned actions, and verbalfluency while pursuinga persuasiongoal. Consistent with theoretical expectations, complex planners were less fluent than less complex planners under high access conditions. Persons whose access was raised were less fluent than those whose access was not raised. A second experiment showed that reducedfluency was not induced by lowering of self-confidence. The third experiment replicated thefindings of the second experiment and demonstrated that the questioning procedure used to raise access in the first two experiments produced increases in plan complexity as suggested by theo y.These findings are discussed in terms of their implications for the study of strategic communication.ver the past ten years, there has been a virtual explosion in the amount of research focused on strategies for accomp-0 lishing all manner of social goals. Communication researchers have delineated strategies for gaining compliance (Cody,
This research examines the effectiveness of indirect requests in attaining assistancefrom intimateand nonintimate others. Prior research indicates that peopleare inclined to make requests using indirect forms. Howruer, help-seeking research has neglected to consider request forms, and research on indirect requests has focused mainly on issues of interpretation. The results of this study indicate that the directness of a request increases request force and also interacts with relational intimacy to influence verbal compliance. Directness is more effective at eliciting verbal compliance at higher levels of intimacy. The experimental findings highlight issues concerning the definition of indirectness and also the utility of merging interpretation and compliance in language research.
Scholars recognize that planning is essential to effective negotiation. Yet the components of negotiation plans and their antecedents have not been thoroughly studied. The authors report an experiment that manipulated predictors of three elements of plans: tactics, interactive planning, and plan revision. They found that bargainers assigned high profit goals put forth more effort during planning and were better able to translate the integrative potential in a situation into a logrolling tactic that traded concessions on low-priority issues for those on higher priority items. Also, general bargaining experience increased the planned use of logrolling but only when integrative potential was present in the negotiation context. Bargaining experience specific to the context increased the likelihood of interactive planning but only when a negotiator played a familiar role. When bargainers created backup plans, they employed the same tactics used in initial plans with one exception, they were more likely to include coercive tactics in their backup plans.
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