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Compliance-gaining methods - Essay Example

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Compliance-gaining methods

the communicator may ignore the fact that his/her request is unrealistic or extremely dominant, so the framework is not a remedy against one's narrow-mindness or inability to empathize, i.e. extrapolate the other person's situation on his/her own conditions and experience the same emotions and aspirations. It is also important to understand that those techniques should be used wisely, especially when combining some of them, as the sixteen strategies are quite diverse and often incompatible with each other.
The situations, described by Trenholm and Jensen include the need for reaching consent with a senior, who will be asked for providing her basement for noisy party. Another case study employs gaining compliance with a person, who will be asked for small service - feeding the communicator's cat for two days. Another case contains the situation, when it is necessary to ask a stranger for a service, i.e. impose to him certain behavior. As one might assume, the component of persuasion is presented in all cases, so the scholars, referring to appropriate investigations, conclude that communicators are expected to build their requests in a friendly and polite manner, which would make him/her attractive to an interlocutor.
The first strategy, promise, is associated with basic human needs and deriving motivations, which include the reference to mercantile human nature as a universal law. Rewards are gained as positive reinforcement which stimulates individuals to go ahead with their useful deeds. On the contrary, threat is used in order to intimidate an interlocutor, so the main precondition for this strategy is trust to the communicator, or, in some sense, asymmetric relationship between the two persons (threats are often used with children, as they perceive negative reinforcement a bit stronger than reward).
Expertise is one more usable strategy, as it points to communicator's knowledge of positive consequence, which are likely to be brought be a favorable deed. Expertise, in my opinion, is more applicable in job and career area, as it requires a sort of academic or professional knowledge, employed to show the nature of things. Negative expertise is also included into the list, as it is useful when dealing with school or university truants or those who ignore their duties - this strategy helps put them on the right place and thus gain compliance.
Liking is one of the simplest and most universal strategies, as it requires of communicator friendly gestures, compliments or other pleasant messages, which would be addressed to an interlocutor. On the other hand, liking might bring converse results: interlocutor might view communicator's friendliness as artificial and incongruent to the other actions, highlighting the truth about communicator's attitude towards interlocutor.
Pre-giving is more helpful than promise, as in this case communicator materializes their promise directly before the request. Pre-giving immediately creates a kind of interpersonal debt, so the most conscientious 'targets' are morally unable to refuse, as the latter considers their rejection as an inadequate response to the 'actor's' deed. On the other hand, pre-giving might tear two friends, who view real friendship as totally altruistic relationship.
Aversive stimulation should be used carefully, as it is designed primarily for teenagers or young deviants, who establish cognitive patterns after a set of punishments. ...Show more

Summary

In daily routines, individuals, often encounter situations, when they should gain compliance or achieve consent, in order to satisfy their current needs. Trenholm and Jensen (2004) provide an extensive theoretical framework of techniques, used by individuals in order to achieve agreement and improve 'seeing eye-to-eye'…
Author : franktreutel
Compliance-gaining methods essay example
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