Detailed Contents - in.sagepub.comCHAPTER 1. n. An Overview of Communication 1. The Relational...

Detailed Contents

About the Authors xxxv

Preface xxi

CHAPTER 1 n An Overview of Communication 1

The Relational Perspective and Everyday Communication 1Features to Guide Your Learning 3What Is Communication Anyway? 6

Communication Involves Symbols 9Communication Requires Meaning 11Social Construction of Meaning 11Meaning and Context 11Verbal and Nonverbal Influence on Meaning 12Meaning and the Medium 12

Communication Is Cultural 13Communication Is Relational 13

Communication Involves Frames 15Communication Is Both Presentational and

Representational 16Communication Is a Transaction 17

Communication as Action 17Communication as Interaction 18Communication as Transaction 18

Focus Questions Revisited n Key Concepts n Questions to Ask Your Friendsn Media Links n Ethical Issues n Answers to Photo Captions n References

CHAPTER 2 n Verbal Communication 23

How Do You Know What Talk Means? 24Multiple Meanings: Polysemy 25

Ambiguity 25Uncertainty 25Reading Conversational Frames 26

Conversational Yellow Pages: Categories That Frame Talk 26Naming and Defining 26Naming and Understanding the World 27

Types of Meaning 27Denoting 28

Chapter 9 Communication in the Workplace vii

Connoting 28Intentionality 29

Suspicion and Mistrust of Intent 29Relationships and Connotation 29

Relationships and the Taken-for-Granted 30Words and Relationships 30

Words and Hidden Values 31God Terms and Devil Terms 31Other Values in Words 32

Everyday Life Talk and the Relationships Context 32Instrumental Functions 33Indexical Functions 33

Conversational Hypertext and Hyperlinks 33How Friends Understand One Another 34

Essential Functions 34Politeness and Facework 35

Politeness 35Saving Face 36Face Wants 36

Ways of Speaking 36Codes of Speech 37

High Code/Low Code 37Polysemy and Speech Style 37Accommodation: Convergence and Divergence 38

Narration: Telling Stories 38Everyday Stories: Part of Human Nature 39Burke’s Pentad 39Elements of the Pentad 40Burke’s Pentad as Frame 40Stories and People’s Frames 41Character as Frame 41Scenes as Frames 42

Giving Accounts 42Presentation, Representation, and Frames 42

Focus Questions Revisited ■ Key Concepts ■ Questions to Ask Your Friends■ Media Links ■ Ethical Issues ■ Answers to Photo Captions ■ References

CHAPTER 3 ■ Nonverbal Communication 49

What Is Nonverbal Communication? 50The Two Sides of Nonverbal Communication: Decoding

Versus Encoding 50The Two Modes of Nonverbal Communication:

Static Versus Dynamic 50How Nonverbal Communication Works 52

Symbolic 52Guided by Rules 52Cultural 53Personal 53

Ambiguous 54Less Controlled 54Continuous 54

The Functions of Nonverbal Communication 55Interconnects With Verbal Communication 55

Regulates Interactions 56Identifies Others 57Transmits Emotional Information 58

Attitude Toward the Other 58Attitude Toward the Situation 58Attitude Toward Yourself 58

Establishes Relational Meaning and Understanding 58The Elements of Nonverbal Communication 59

Proxemics: Space and Distance 59Personal Space and Distance 60Proxemics and Everyday Life 61

Kinesics: Movement 63Posture 63Gesture 63Illustrators 64Eye Contact Versus Gaze 64

Vocalics: Voice 65Vocalics and Regulation 67

Chronemics: Time 67Chronemics and Regulation of Interaction 68

Haptics: Touch 68The Interacting System of Nonverbal Communication 69Improving Your Use of Nonverbal Communication 71


CHAPTER 4 ■ Listening 77

Why Is Listening Important? 78Listening and Education 78Listening and Career 79Listening and Religion and Spirituality 79Listening and Health Care 79Listening and Relationships 80Listening Objectives 80

The Process of Active Listening 80Receiving 81Attending 81Interpreting 81Responding 81

Engaged and Relational Listening 82Engaged Listening 82

Disengaged Listening 83Engaged Listening for a Transactional World 83

Relational Listening 84

Recognizing and Overcoming Listening Obstacles 85Environmental Distractions 85Medium Distractions 85Source Distractions 86Factual Diversion 86Semantic Diversion 86Content (Representational) Listening 87Selective Listening 87Egocentric Listening 87Wandering Thoughts 88Experiential Superiority 88Message Complexity 88Past Experience With the Source 88

Critical Listening 89Critical Evaluation in Everyday Life 89Elements of Critical Listening 89

Evaluation of Plausibility 89Evaluation of Source 90Evaluation of Consistency 90Evaluation of Evidence 91

Critical Listening and Fallacious Arguments 91Argument Against the Source 91Appeal to Authority 91Appeal to People (Bandwagon Appeal) 92Appeal to Relationships 92Post Hoc Ergo Propter Hoc and Cum Hoc Ergo Propter Hoc 92Hasty Generalization 93Red Herring 94False Alternatives 94Composition and Division Fallacies 94Equivocation 95


CHAPTER 5 n Identities and Perceptions 101

Who Are You? 102Framing Identity 105

Perceiving Encounters and Transacting Identities 105Selecting 105Organizing and Evaluating 106

Prototypes 107Personal Constructs 107Scripts 108

Identity as Inner Core: The Self-Concept 109Psychic/Reflective Self 109

The Weirdness of Consistent Expectations 109Unstable Behaviors 110

Describing a Self 111Self-Description and Stereotypes 111

Self-Disclosure 112The Importance of Being Open 112Openness and Closeness 112Dynamics of Revelation 113Dialectic Tensions 113Identity and Its Boundaries 114Self-Disclosure and Boundaries: Who Am I, for Whom? 114

Identity and Other People 115Narrative Self and Altercasting 115

Stories We Tell 116Origin Stories 116Origin, Memory, and the Telling of Your Self 116Labeling 117

Symbolic Identity 118The Many Yous 118

Symbolic Self 118Symbols and Identity: Reflection 119Self as Others Treat You 119Society as Other Individuals: Society’s Secret Agents 120

Transacting a Self in Interactions With Others 121Banality of Life as an Identity Maker 121Performative Self 122

Facework Revisited 122Front and Back Regions 123

Self Constituted/Transacted in Everyday Practices 124Practical Self 124Accountable Self 124Improvisational Performance 125


CHAPTER 6 n Talk and Interpersonal Relationships 133

What Is the Best Way to Connect Talk, Relationships, and Knowledge? 134Relationships and What You Know 134Building and Supporting Relationships 135

Belonging and a Sense of Reliable Alliance 135Emotional Integration and Stability 136Opportunity to Talk About Yourself 136Opportunity to Help Others 136Provision of Physical Support/

Reassurance of Worth and Value 136Composing Relationships Through Talk 137

Types of Relationships Recognized in Talk 138Keeping Relationships Going in Talk 139

Prospective Units 139Introspective Units 140Retrospective Units 140

Talk and Relational Change 141Moving Between Types of Relationships 142

Crossing Boundaries 142Signaling Changes 142

Direct and Indirect Talk to Change Relationships 143“The State of Our Relationship” 143Indirect Talk About Relationships 144

Stages in Relationship Development 144Weak Ties 145

The Relationship Filtering Model 146Basic Facts About Others 146Information and Inference 148Similarity Begins Near Home 148The Assumption of Similarity and Difference 148

Coming Apart 149Models of Breakup 149Communication and Breakup 150

So Are There Stages in Relationship Development or Not? 152The Accidental/Confused Breakup 152


CHAPTER 7 n Groups and Leaders 161

What Makes a Group? 162Defining a Group 163Communication and Transaction of Groups 164

Formation of Groups 165Tuckman’s Five Stages of Group Development 165Fisher’s Model of Group Progression 166Communication and Relationships in Groups 166Speech Style Differences 166A Key Point About Groups and Communication 167

Features of Groups 167Togetherness: Cohesiveness and Relationships in Groups 168Interdependence 168Commitment 168Cohesiveness 169Avoiding Out-groups 169Expectations About Performance 170Group Norms 170Negative Norms 170Enforcing the Norms 171Member Roles 171Informal Roles 171Roles and Traits 172Group Culture 172

COMMUNICATION IN EVERYDAY LIFE

Leadership 173Leadership Styles 173

Task Leaders 173Socioemotional Leaders 173

Types of Leadership Power 174Informal Power 174More Types of Power 175Leadership Is Transacted 176

Group Decision Making 177Group Goals and Functions 178Communication That Helps Group Decision Making 179

Leadership and Group Decision Making Are About Relationships 179Bad Group Decisions 179Group Decision Making and Persuasion 180Group Decisions Are Influenced by Outside

Relationships and Interactions 181


CHAPTER 8 n Culture and Communication 189

How Can Culture Be Identified and Studied? 191Culture as Structured 191

Cross-Cultural Communication and Intercultural Communication 191

Limitations and Benefits 192Culture as Transacted 192Coded Systems of Meaning 193

Structure-Based Cultural Characteristics 194Context 195

High-Context Cultures 195Low-Context Cultures 196

Collectivism/Individualism 196Collectivist Cultures 196Individualist Cultures 197

Time 197Monochronic Culture 197Polychronic Culture 198Future and Past Orientations 198

Conflict 199Conflict-as-Opportunity Cultures 199Conflict-as-Destructive Cultures 200Managing Conflict 200

Transacting Culture 202Culture Is Embedded Within Your Communication 202Culture Goes Beyond Physical Location 203Cultural Groups Are Created Through Communication 204

Co-cultures 204

Chapter 9 Communication in the Workplace xiii

Speech Communities 204Teamsterville and Nacirema 205

Cultural Membership Is Enacted Through Communication 206


CHAPTER 9 n Technology in Everyday Life 213

How Do People (and Scholars) View Technology? 214Academic Views of Technology 214Cave Drawings and Other Concerns 215Every Technology Is Relational 216

Relational Technology and the Construction of Identities 216The Meaning of Relational Technology 216Technology and Media Generations 217Technology and Social Networks 217Technological Products and Service Providers 218Ringtones 219Performance of Relational Technology 220

Online Activity and the Construction of Identities 220Screen Names 221Content Creation 222

Social Networking Sites 223Relational Technology and Personal Relationships 224

Cell Phones and Personal Relationships 225Constant Connection and Availability 225Shared Experience 226Social Coordination 227

Online Communication and Personal Relationships 228Characteristics of Online Communication 228

Richness 228Asynchronous 228Quality 229

Personal Relationships and Social Networks 230Social Networks 230

The Media Equation 231I Am Me; I Am My Computer (Personality) 232Computers Say the Kindest Things (Flattery) 232Be Nice to Your Computer (Politeness) 232


CHAPTER 10 n Relational Uses and Understanding of Media 239

Is Mass Media an Appropriate Term? 240Increased Availability 241Narrowcasting 242

Creating Individual Media Experiences 243The Active Use of Media 243

Selecting and Attending to Media 243Selective Exposure 243Attention to Media 244

The Polysemic Nature of Media Texts 245The Uses and Gratifications of Media 245

Relational Uses and Functions of Media 246The Use of Media Is a Shared Relational Activity 246Media Inform People About Relationships 247

Media Inform Us How Relationships Should Look 247Media Inform Us How to Behave in Relationships 250

Media Function as Alternatives to Personal Relationships 250Companionship and Relational Satisfaction

From the Actual Use of Media 250Companionship and Relational Satisfaction

From Parasocial Relationships 251The Use of Media in Everyday Communication 252

Media Provide a General Topic of Conversation 253Talk About Media Impacts Their Interpretation and Understanding 253Talk About Media Impacts Their Dissemination and Influence 253Talk About Media Promotes the Development of Media Literacy 254Talk About Media Influences Identification and Relationship Development 255Talk About Media Enables Identity Construction 255


CHAPTER 11 ■ Preparing for a Public Presentation 265

How Do You Analyze and Relate to Audiences? 266Relationship With the Speaker 267Relationship With the Issue and Position 268Audience View of the Occasion 269Attitudes, Beliefs, and Values 269

Attitudes 270Beliefs 270Values 271

Demographics 271Selecting Your Topic 273

Consider Yourself 273Knowledge 273Experiences 273Importance 273

Consider Your Audience 274Searching for a Topic 274

Brainstorming 274Current Issues and Events 275Individual Inventory 275Suggestions From Other People 275

Determining the Purpose and Thesis of Your Presentation 276General Purpose 276Specific Purpose 277Thesis Statement 278

Evidence and Support Material 278Definitions 278Facts and Opinions 279Comparisons and Contrasts 279Testimony 279

Personal Testimony 280Expert Testimony 280Lay Testimony 280

Examples 281Statistics 281

Recognizing and Overcoming Problems With Statistics 282Using Statistics Effectively 284

Selecting and Using Evidence and Support Material 284The Quantity of Evidence and Support Material 285The Quality of Evidence and Support Material 285Comparing the Effectiveness of Evidence and Support Material 286

Selecting and Searching for Sources 286


CHAPTER 12 ■ Developing a Public Presentation 293

The Body: How Do You Develop an Argument? 294Principles of Speech Organization and Development 295

Points Principle 295Unity Principle 296Balance Principle 297Guidance Principle 297

Organizational Patterns 298Chronological Pattern 299Spatial Pattern 299Causal Pattern 299Question–Answer Pattern 300Topical Pattern 300Problem–Solution and Elimination Patterns 301

Introductions and Conclusions 302Introductions 303

Attention Getter 304Purpose and Thesis 305Credibility and Relational Connection 306Orientation Phase 307Impact of the Topic and Speech 308Enumerated Preview 308

Concluding Your Presentation 309Wrap-Up Signal 310

Restatement of the Thesis 311Summary of Main Points 311Audience Motivation 311Relational Reinforcement 312Clincher Statement 312


CHAPTER 13 n Relating Through Informative Speeches and Persuasive Speeches 319

What Are Informative Speeches? 320Speeches of Definition and Description 320Expository Speeches 321Process and How-to Speeches 321

Include All Steps 322Provide a Clear View 322Control Pace 322

Strategies for Successful Informative Presentations 323

Develop a Relational Connection 323Maintain a Narrow Focus 324Adapt the Complexity 324Be Clear and Simple 325Use Clear Organization and

Guide the Audience 325Stress Significance and Relational Influence 326Develop Relationships Through Language 326Relate Unknown Material to

Known Material 327Motivate Your Audience 327

What Are Persuasive Speeches? 328Speeches to Convince 328

Claims of Policy 328Claims of Value 329Claims of Fact and Claims of Conjecture 329Audience Approaches to Speeches to Convince 330

Speeches to Actuate 330Persuasive Speaking and Artistic Proofs 331

Ethos 331Pathos 332Logos 333

Persuasive Speaking and the Social Judgment Theory 334Variables Impacting Social Judgment 335Using the Social Judgment Theory to Improve

Persuasive Presentations 336


CHAPTER 14 n Delivering a Public Presentation 343

Guidelines for Effective Delivery: What Are the Answers to Common Questions? 345

Always Be Yourself 345Strive to Make Your Presentation Conversational 346Avoid Calling Attention to Mistakes and to Nerves 346

Styles of Delivery 347Manuscript Delivery 347Memorized Delivery 348Extemporaneous Delivery 349

Goals of Effective Delivery 349Developing and Enhancing Credibility 349Increasing Audience Understanding 351Connecting Relationally With the Audience 351

Components of Effective Delivery 352Personal Appearance 352Vocalics 353

Pitch 353Rate 353Volume 353Pauses 354

Eye Contact 354Facial Expression and Body Position 355Gestures 355

Presentation Aids 355Enhance Audience Understanding 356Enhance Audience Appreciation 356Enhance Audience Retention 356Enhance Audience Attention 356Enhance Speaker Credibility 357

Managing Communication Apprehension 357Recognizing and Knowing What You Fear 358

Alleviating the Unknown 358Practicing Your Presentation 359

Experience and Skill Building 361A Final Thought About Communication Apprehension 362


Chapter 15 n Interviewing 367

Characteristics of an Interview 368Goal-Driven 368Question–Answer 368Structured 369Controlled 369Unbalanced 369

Types of Interviews 369Employment Interviews 369Performance Interviews 370Exit Interviews 370Information-Gaining Interviews 370Persuasive Interviews 371Problem-Solving Interviews 371Helping Interviews 371

Preinterview Responsibilities 372Interviewer Responsibilities 372

Review Application Material 372Prepare Questions and an Interview Outline 372Gather Materials 373Begin on Time 373

Interviewee Responsibilities 373Gather Information 373Prepare Questions 374Practice 375Professional Personal Appearance 375Arrive on Time 376Bring Materials 376Turn Off the Cell Phone 376

Beginning an Employment Interview 377Greeting and Establishing Proxemics 378Negotiating Relational Connection and Tone 378Establishing Purpose and Agenda 379

Asking the Questions During an Employment Interview 379Primary and Secondary Questions 380Open and Closed Questions 380Neutral and Leading Questions 381Directive and Nondirective Questioning 382Avoiding Illegal Questions 383

Answering the Questions During an Employment Interview 383Adjusting the Interview Frame 385

Learning From Successful and Unsuccessful Interviewees 386Answering Common Questions 387

Tell Me a Little About Yourself. 388What Are Your Greatest Strengths? 388What Are Your Greatest Weaknesses? 388What Do You Know About This Organization? 388Why Do You Want to Work Here? 389What Is Your Ideal Job? 389Why Do You Want to Leave Your Current Job? 389What Are Your Expectations in Terms of Salary? 389Where Do You See Yourself in 5 Years? 390Why Should We Hire You? Dealing With Illegal Questions 390

Concluding an Employment Interview 390Interviewer Responsibilities 391

Wrap-Up Signal 391Summarize the Interview 391Ask for Questions 392Preview Future Actions and Schedule 392Offer Thanks 392Farewells 392

Interviewee Responsibilities 393Ask Questions 393Reinforce Qualifications and Enthusiasm 393Inquire About Schedule (If Not Provided) 393Offer Thanks 393Farewells 393

Postinterview Responsibilities 394Interviewer Responsibilities 394

Assess the Job Candidate 394Assess Personal Performance 395Contact Interviewee 395

Interviewee Responsibilities 396Assess the Interview 396Send Follow-Up Letter 396Avoid Irritating the Interviewer 397

Cover Letters and Résumés 397Cover Letters 398

Address Letter to Specific Person 398Identify the Position 398Summarize Qualifications and Promote Résumé 398Reaffirm Interest and Request an Interview 399Sign Off With Respect and Professionalism 399

Résumés 399Name and Contact Information 399Career Objective 400Education and Training 400Experiences 400Skills 400Activities 401


Glossary 406

Photo Credits 416

Author Index 418

Subject Index 423

Detailed Contents - in.sagepub.comCHAPTER 1. n. An Overview of Communication 1. The Relational...

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