Skilled Interpersonal Communication_ Research, Theory and Practice, 5th Edition

NAME INDEX Graham, S. 53, 247 Grainger, K. 263, 264 Gervasio A.H. 329 Gramsbergen-Hoogland, Y. 156, 166 Gerwing, J. 51 Grandjean, D. 47, 54 Gessner, M. 458 Granhag, P. 52, 250 Gettman, D. 252 Grant, H. 34 Ghetti, S. 141 Grau, J. 177 Giacolone, R. 96 Gray, B. 166 Gianino, E. 346 Gray, H. 52, 65, 251, 281 Gibbons, P. 337 Graziano, P. 3 Gibbs, J. 271 Green, L. 340 Gibbs, R. 138 Green, M. 287 Gibson, P. 341 Green, V. 400 Giger, J. 111 Greenbaum, P. 289 Gilbert, J. 218 Greenberg, B. 273 Giles, H. 48, 55, 80, 330 Greenberg, M.A. 260 Gilin, D. 404 Greene, J. 7, 8, 26, 38 Gill-Rosier, J. 177 Greene, K. 240, 254, 261 Gilroy, L. 199 Greenleaf, C. 76 Ginter, E. 267 Greenspoon, J. 102 Giordano, J. 193, 194 Greenwald, A. 395 Glazer, E. 375 Gregg, A. 52 Glenberg, A. 65 Gregg, V. 190, 191 Glick, P. 295, 336 Gregory, M. 121, 134, 141 Glueckauf, R. 347 Gress, J. 70 Glynn, C. 206 Griffin, E. 13, 362 Glynn, T. 103, 105 Griffin, K. 331 Gmel, G. 309 Griffin, R. 239 Goates, N. 425 Grigsby, J. 265 Goby, V. 178 Grimley, D. 341 Godoy, J. 331 Groen, M. 256, 257 Goei, R. 332, 383 Groogan, S. 223 Goffman, E. 22, 299 Gross, J. 140, 255 Goldberg, H. 70 Gruenfeld, D. 38, 40, 416, 419 Golden, N. 76 Guadagno, R. 246, 323, 336 Goldin-Meadow, S. 51, 62 Gudjonsson, G. 250, 251, 259 Goldman, M. 110, 111 Gudleski, G. 318 Goldsmith, D. 120 Gudykunst, W. 33 Goldstein, M. 83 Guéguen, N. 56, 381, 389 Gollwitzer, P. 6, 34, 36, 392 Guerrero, L. 1, 22, 47, 50, 54, 58, 63, Gómez, A. 100 Gonzales, A. 6, 63 72, 73, 78, 240, 251 Good, T. 103, 108, 116 Guimond, S. 439 Goodboy, A. 256 Guirdham, M. 28, 422, 450 Gooding, T. 150 Gunnoe, J. 58 Goodman, G. 141 Gupta, S. 105 Goodwin, G. 451 Gupton, T. 94 Gordon, C. 90 Gordon, N. 120 Haas, J. 102 Gordon, R. 44 Haase, R.F. 171 Gormally, J. 172, 347 Hackley, S. 399, 400, 415 Gosling, S. 32, 282 Haddock, G. 29 Gouran, D. 16 Hagihara, A. 211, 216 Graff, M. 271 Haigh, M. 322 Graham, G. 120 Hajek, C. 210, 372 Graham, J. 32 586

Hale, S. 381 Harrigan, J. 51, 61 NAME INDEX Hall, A. 133 Harrington, N. 361 587 Hall, E. 72, 77 Harris, J. 336 Hall, J. 19, 30, 31, 50, 52, 58, 61, 64, Harris, K. 155 Harris, L. 466 65, 66, 71, 78, 79, 81, 120, 156, 225, Harris, M. 75, 283, 295, 365 281, 361, 362 Harris, S. 197, 265 Hallam, M. 75 Hart, P. 352 Hallett, J. 98 Hart, R. 307 Halone, K. 186, 199, 201, 202, 204 Harter, L. 186 Halpern, D. F. 337, 417 Hartley, P. 14, 159, 455 Halpin, S. 451 Hartnett, J. 41 Hamilton, C. 14, 46, 49, 77, 212, 219, Harvey, J. 306 229, 230 Harwood, J. 30, 330 Hamilton, D. 295, 434 Haski-Leventhal, D. 393 Hamilton, M. 376, 378 Haslam, A. 2 Hamilton, R. 296 Haslam, S. 368 Hamilton, W. 216 Hastings, S. 251, 265, 266, 344 Hamm, H. 56 Hatcher, C. 232 Hammen, C. 97 Hatfield, E. 69 Hammer, M.R. 425 Hattie, J. 40, 106, 112, 296 Hammock, G. 265 Hatton, N. 85, 213 Hammond, S. 125 Haugtvedt, C. 364 Hampel, A. 474 Havard, I. 61 Hancks, M. 205 Hawkes, K. 339 Hancock, D. 103 Hawkins, K. 144, 147 Hancock, J. 6, 63 Hawley, P. 283 Hanel, R. 452 Hayashi, M. 151 Hanges, P. J. 466 Hayne, H. 140 Hanna, M. 23, 25, 295, 467 Hazam, H. 252 Hanzal, A. 2, 18, 84 Hazlett, D. 312 Harackiewicz, J. 107 Healey, J. 278 Hardman, F. 120, 126, 145, 159 Heath, C. 223, 391 Hardy, C. 141, 143 Heath, R. 15, 40 Hardy, L. 87, 106 Heather, N. 90 Hare, A. P. 436 Heatherton, T. 239 Hare, L. 437 Hebl, M. 283 Hargie, O. 4, 5, 17, 24, 32, 35, 36 37, Hecht, M. 69, 110 39, 46, 57, 76, 85, 86, 87, 101, 117, Heft, H. 70 121, 125, 130, 132, 147, 149, 159, Hegley, D. 48 166, 177, 178, 190, 210, 216, 218, Heidenreich, T. 64 229, 232, 251, 255, 261, 266, 267, Heino, R. 271 273, 285, 286, 287, 291, 297, 304, Helgeson, V. 53, 247 305, 306, 309, 313, 323, 330, 339, Heller, K. 149 343, 347, 362, 365, 367, 368, 373, Heller, M. 63 374, 376, 384, 389, 390, 410, 417, Helmy, K. 104, 105 433, 445, 446, 450, 466, 467, 473, Helms, J. 170 475 Hemphill, R. 296 Harinck, F. 400, 424 Henderson, M. 6 Harkness, E. 3 Henneman, R. 293 Harlow, L. 341 Henningsen, D. 446 Harper, E. 242, 254 Henningsen, M. 446 Harper, J. 223 Henry, J. 107 Harper, M. 251 Henry, K. 447 Harper, V. 242, 254

NAME INDEX Holt, C. 269 Holtgraves, T. 376, 378 Henry, S. 105 Hom, H. 105, 106, 113 Hensley, W. 76 Homans, G. 436 Henss, R. 75 Honess, T. 301 Herbert, D. 102 Hookham, L. 262 Herbert, J. 102 Hooper, C. 95 Heritage, J. 130, 151, 307 Hooper, N. 46 Herndon, L. 216 Hopf, T. 231 Herrera, P. 69 Hopper, R. 225 Hersen, M. 345 Horan, J. 346 Hershberger, S. 260 Horne, N. 72 Hershkowitz, I. 143 Hornsey, M. 441, 444 Hertel, G. 445 Horwitz, B. 231 Heslin, R. 57, 58 Hosek, A. 256 Hess, S. 244, 256, 257 Hosking, D. 466 Hess, U. 41, 64, 69, 165 Hosmer, R. 239 Hetland, H. 463 Hough, M. 164, 168 Hetsroni, A. 139 House, J. 287 Hettema, J. 309 House, R. 459, 464, 466 Hewes, D. 14, 25, 38 Houser, M. 54 Higgins, S. 120, 126, 145, 159 Houston, V. 72 Highlen, P. 173 Howard, D. 383 Hild, T. 139 Howe, B. 87 Hill, C. 126, 160, 161, 164, 167, 170, Howe, N. 263 Howett, M. 111 171, 172, 175, 180, 244, 256, 257 Hsieh, E. 120 Hiller, J. 210, 227 Hsiung, R. 351 Hind, C. 120 Hsu, J. 3, 133, 144, 178, 204, 205, 255, Hinton, P. 25, 41 Hirsbrunner, H. 64 268, 287, 306 Hirsh, J. 26 Huang, J. 53, 247 Hirt, E. 138 Huang, L. 6 Hixenbaugh, P. 86 Huber, F. 31 Ho, S. 369 Huczynski, A. 391 Hobbs, F. 120 Huge, M. 206 Hobbs, S. 97 Hughes, L. 130, 155, 160, 161, 170, Hobson, R. 300 Hockenbury, D. 97 268, 375 Hodgson M. 199 Hughes, M. 119 Hoeken, H. 379 Huici, C. 100 Hoeve, A. 278 Hummert, M. 30 Hoffman, R. 240 Humphries, T. 184 Hoffnung, R. 171 Hunsaker, P. 5, 179, 351 Hoffrage, U. 225 Hunt, J. 143, 459 Hofstede, G. 33 Hunt, S. 222 Hogan, K. 350 Hunter, J. 376, 378, 381 Hogg, A. 436 Hurtig, R. 84 Hogg, M. 60, 99, 437, 441, 458 Hustinx, L. 379 Hogg-Johnson, S. 184 Hutchby, I. 90 Holborn, S. 110 Hutcheson, S. 45 Holden, R. 242 Huxley, A. 44 Hollander, E. 456, 466 Hybels, S. 2, 351 Holli, B. 14, 86, 93, 226, 290 Hyde, M. 17 Holliday, A. 17, 141 Hyde, S. 69 Hollinger, L. 59 Hyder, B. 407, 414 Holman, D. 8, 334 588

Imber, J. 95 NAME INDEX Imhof, M. 80, 179, 180 Ino, S. 343, 344 Johnston, D. 350, 352, 374, 381 Inskipp, F. 159, 162, 164, 165 Johnston, L. 69 Irving, P. 168, 312 Johnstone, T. 80 Irwin, J. 374, 375 Joinson, A. 273 Isen, A. 138 Jones, A. 216 Islam, M. 76 Jones, B. 80 Itakura, S. 141 Jones, G. 122 Ivanov, B. 358 Jones, L. 107 Ivey, A. 64, 66, 85, 86, 102, 156, 160, Jones, S. 44, 56, 58, 69, 72, 73, 111, 174, 175, 176 161 Ivey, M. 64, 66, 85, 86, 102, 156, 160, Jones, W. 97 Jordan, J. 40, 408, 410 174, 175, 176 Jorgensen, P. 73 Iyengar, S. 343, 391, 393 Jourard, S. 57, 241, 266, 274 Izard, C. 47 Jucks, R. 229 Judd, B. 325 Jacko, J. 17 Judd, C. 80 Jackson, D. 18, 19, 21 Judge, T. 3, 76, 440, 462 Jackson, J. 223 Judice, T. 301 Jacobs, C. 151, 180, 187, 203 Jürgens, U. 48 Jacobson, L. 296 Justine, A. 87 Jacobson, R. 72 Jacobson, T. 120 Kadunc, T. 60 Jakubowski, P. 314 Kaess, W. 227 Jalongo, M. 177 Kagan, C. 202, 217, 218 James, W. 237 Kahai, S. 463, 465 Janis, I. 445 Kahn, M. 287 Janisse, T. 3, 133, 144, 178, 204, 205, Kahn, R. 127 Kahn, S. 336 255, 268, 287, 306 Kahneman, D. 390 Janse, E. 196 Kahve, E. 322 Janusik, L. 179, 184 Kaiser, S. 77 Jarrett, C. 350 Kalakanis, L. 75 Jarrold, C. 184 Kalma, A. 66 Jeffrey, A. 67, 287 Kane, M. 184 Jeffries, K. 406, 417, 426 Kang, Y. 105 Jensen, A. 19 Kanjeva, P. 322 Jensen, J. 390 Karagözoglu, S. 322 Jensen, K. 272 Karremans, J. 63, 183 Jensen, M. 447 Kasch, C. 469 Jetten, P. 424 Kase, L. 231 Jiménez, J. 100 Kashima, Y. 378 Job, R. 387 Kashy, D. 249 Joffe, H. 385 Kasser, T. 28 John, O. 30 Kassin, S. 243, 251, 259, 343, 354, 446 Johnson, A. 273, 322, 434 Katz, A. 303 Johnson, B. 29 Katz, D. 29 Johnson, C. 271 Katz, E. 272 Johnson, D. 29, 249, 436, 438, 445, Katz, M. 120 Katzenbach, J. 449 455, 467 Kauchak, D. 98 Johnson, F. 436, 438, 445, 455, 467 Kauppi, D. 463 Johnson, M. 57 Kaya, N. 72 Johnson, S. 69, 194, 283 Kayes, A. 463 Johnson, V. 57 589

NAME INDEX Kleijnen, J. 3 Klein, C. 451 Kayes, D. 463 Klein, H. 457 Kazdin, A. 89, 92, 95 Klein, N. 170 Keane, S. 3 Klein, R. 216 Keats, D. 157 Kleinke, C. 56, 285 Keavney, M. 106 Klimek, P. 452 Keefer, C. 3, 178 Klinger, E. 20, 343, 395 Kellermann, K. 20, 21, 300, 304 Knapp, M. 19, 23, 30, 31, 44, 50, 52, Kelley, H. 254, 271, 295 Kelley, W. 239 58, 61, 64, 65, 71, 78, 79, 81, 307 Kelly, A. 253 Knäuper, B. 216 Kelly, F. 99, 103 Knee, C. 2 Kelly, J. 314, 448 Knight, C. 184 Keltner, D. 44 Knobloch, L. 297 Kemp, J. 267 Knowles, E. 323, 350, 352, 356, 357, Kendall, S. 90 Kendon, A. 61, 65, 278 389 Kenman, L. 156 Knowlton, S. 40 Kennedy, G. 418, 421 Knox, S. 244, 256, 257 Kennedy, J. 171 Ko, D. 259, 342 Kennedy, S. 199 Ko, S. 80 Kennedy, T. 170 Kobashi, K. 71 Kennelly, K.J. 105 Koç Ö. 322 Kenny, D. 248, 267, 281 Koehler, N. 70 Kerkhof, P. 252 Koermer, C. 286 Kern, J. 347 Koestner, R. 106 Kerr, N. 433, 440 Koff, E. 64 Kerschreiter, R. 301 Kofta, M. 292 Kershaw, S. 130, 155, 157, 160, 161, Kolb, D. 418, 463 Kolotkin, R. 325 170, 268 Komaki, J. 94 Kessler, S. 305 Könsgen, D. 224 Kesting, P. 422 Kooken, K. 68 Kestler, J. 129, 135 Koper, R. 376 Kidwell, M. 126 Korda, M. 78 Kilbane, M. 286 Kormanik, M. 100 Kilpatrick, A. 269, 285 Korobkin, R. 420 Kilpatrick, G. 339 Kortt, M. 76 Kim, D. 412 Kowalski, R. 253, 254, 259, 265, 330 Kim, H. 259, 342 Kozak, M. 357 Kim, J. 272 Kozu, J. 294, 372 Kimmel, M. 337 Krackow, E. 138 King, A. 193 Krähenbühl, S. 140, 141 Kinlaw, D. 449 Kramer, M. 185, 205, 367, 379 Kinzler, K. 179 Krasner, L. 110 Kipling, R. 124 Kraus, S. 293 Kipnis, D. 419 Kray, L. 409 Kircanski, K. 259 Kreiser, P. 120 Kirkendol, S. 249 Krendl, A. 239 Kirkpatrick, D. 399, 458 Kreps, G. 38 Kirouac, G. 165 Krieger, J. 31 Kirsch, I. 296 Kripalani, S. 120 Klakovich, M. 4, 216 Kruglanski, A. 36, 301, 302, 474 Klasmeyer, G. 80 Krupat, E. 3, 133, 144, 178, 204, 205, Klaver, J. 135, 298 Kleck, R. 41, 65, 72 255, 268, 287, 290, 297, 305, 306 590

Ksobiech, K. 262 NAME INDEX Kuhlman, D. 267 Kullman, J. 17 Lee, V. 82 Kumar, R. 371, 384 Lee, Z. 135, 298 Kunda, Z. 138 Lefave, S. 70 Kupperbusch, C. 68 Lehmacher, W. 224 Kurtz, S. 298, 306 Lehoux, P. 263 Leigh, A. 76 LaFrance, M. 69, 110, 336 Leinonen, E. 141 Lai, L. 409 Lempereur, A. 413, 414 Laird, J. 64 Leodoro, G. 63 Lakin, J. 21 Leone, L. 301 Lalich, J. 444 Le Poire, B. 48, 98 Lall, A. 402 LePoole, S. 412 Lam, S. 259 Lepper, M. 106, 107 Lamb, M. 140, 143 Leritz, L. 466 Lamb, N. 199 Leslie J. 94, 115, 466 Lamb, R. 282, 307 Lester, M. 135 Land, M. 227 Lester, V. 67 Lang, F. 216, 221 Leszcz, M. 434 Lang, G. 168, 298, 307 Leventhal, H. 386 Langdon, R. 301 Levi, D. 449 Lange, A. 314 Levine, J. 433, 436, 439 Langer, E. 20, 21 Levine, R. 350 Langlois, J. 75 Levine, T. 52, 148, 184, 250, 251, 381, Lannutti, P. 267 Larrick, R. 417 387 Larson, A. 75 Levinson, S. 2, 22, 277 Larson, J. 77, 437, 464, 465 Levinson, W. 307 Laschever, S. 409 Levy, D. 248 Lasky, B. 376 Levy-Storms, L. 31 Latham, G.P. 36 Lewandowski, G. 254 Laurion, S. 198 Lewicki, R. 399, 422 Lausberg, H. 60 Lewin, K. 463 Laver, J. 44 Lewis, J. 178 Lawler, E. 114 Lewis, P. 339, 348 Lawler, J. 35 Ley, P. 228 Lawrence, J. 106 Leydon, G. 216 Lawton, R. 449 Li, S. 26, 71, 400 Lax, D. 409, 411, 423 Li, Y. 26, 71 Lazarus, A. 314 Liaw, S. 229 Lazowski, L. 245, 247 Libby, L. 342 Lea, G. 173 Liben, L. 31 Leach, C. 30 Lickel, B. 434 Leakey, R. 48 Lieberman, D. 88, 92, 93, 98, 102, 108, Leaper, C. 32, 264, 324, 335, 336, 338, 112, 113 339, 340, 345 Lieberman, P. 48 Leary, M. 2, 22 Lietaer, G. 173 Leathers, D. 52 Lightsey, O.R. 322 LeBaron, C.D. 44 Lim, J. 252 Le Bow, M. 94 Limon, M. 381 Lecheler, S. 198 Lin, M. 30 Leckerman, R. 106 Lin, W. 358 Lee, A. 300 Lindon, J. 164, 165, 168 Lindon, L. 164, 165, 168 Lindsay, J. 52, 249 Lindsay, K. 263 591

NAME INDEX McConnell, A. 22, 239, 437 McCornack, S. 148 Lindsey, L. 387 McCowan, R. 103 Linehan, M. 329, 332 McCrea, S. 138 Linn, J. 352, 356, 357 McCreaddie, M. 35, 375 Lipkin, M. 279 McCroskey, J. 45, 46, 50, 56, 57, 65, Lippitt, R. 463 Lishner, D. 69 72, 81, 221, 222, 231 Lisper, H. 156, 177, 186 McCroskey, L. 46, 286 Little, A. 80, 374 McDaniel, M. 283 Lituchy, T. 412 McDaniel S. 255 Livingstone, J. 341 MacDonald, G. 160, 161, 164, 165, Locke, E. 36, 458 Lockett, A. 462 238 Loewen, K. 77 McDonald, M. 105 Loewenstein, J. 418 McFadyen, R. 376 Loewinger, S. 68 McFall, M. 325 Loftus, E. 130, 136, 137, 138, 139, 140 McFall, R. 5 Logan, C. 194, 238, 274 McGaghie, W. 40 Lõhmus, M. 77 McGaughey, I. 216 Lohr, J. 339 McGillicuddy, N. 425 Lombard, M. 105 McGinn, K. 417 London, M. 450 McGinniss, J. 81 Long, B. 307 McGrath, J. 438 Long, E. 293 McGrath, M.R. 465 Long, K. 249 McGuire, W.J. 361 Long, L. 266 Machiavelli, N. 367 Long, T. 266 McInnes A. 184 Lonsbary, C. 2 McIntyre, R. 327, 328 Loper, R. 203 McKay, M. 241, 313 Lord, R. 457 McKay, R. 301 Loukusa, S. 141 McKellips, S. 367, 379 Lowery, B. 323 McKenna, K. 239 Luft, J. 262 Mackie, D. 76, 84, 377, 448 Lumley, M. 260 McKillop, K. 253 Lundgren, D. 340 McLaughlin, M. 23, 32 Lundsteen, S. 180 McLaughlin-Volpe, T. 254 Lussier, R. 463 McLean, A. 106 Lynn, M. 63 McLeod, D. 369 Lynn, S. 138 MacLure, M. 107 Lytle, A. 426, 428 McMah, T. 67, 287 McMahan, D. 202, 218 Maag, J. 113, 115 McMullan, C. 347 McAllister, D. 426 McNamara, K. 283 Macaskill, A. 100 McNeil, D. 59 McBride, M. 256 McNeil, J. 156 McCall, C. 71 McPherson, K. 216 McCallum, S. 3, 178, 434, 466 McRae, B. 7, 423, 428 McCanse, A. 464 Macrae, C. 239 McCarrey, M. 317, 318 Mader, D.C. 241 McCartan, P. 8, 20, 30, 46, 95, 210, Mader, T.F. 241 Maes, S. 28, 34, 37 216, 313, 323, 330, 339, 340 Magee, J. 416, 419 McCarthy, P. 232 Mahalik, J. 242 McClave, E. 62 Maillet, J. 290 McClelland, M. 3 Maio, G. 29 McClintock, C. 16 592

Majid, A. 151 NAME INDEX Major, B. 58 Makoul, G. 287 Mathews, A. 240, 251, 253, 254, 270 Malaviya, P. 396 Matlin, M. 39, 245 Malcolm, K. 318 Matsumoto, D. 49, 66, 67, 69 Malhotra, D. 403 Matsumoto, Y. 33 Mallett, J. 267 Matsushima, R. 267 Malloy, T. 41 Matsuura, M. 412 Malone, B. 52, 249, 251 Matten, A. 177 Malpass, R. 98 Mattock, J. 412 Maltby, J. 100 Mattson, M. 138 Mamane-Levy, T. 456 Mauksch, L. 216, 221 Mandel, S. 211 Maxeiner, M. 20 Mangione, T. 147 Mayer, R. 156, 223 Mann, S. 229 Mearns, J. 296 Mannetti, L. 301 Medvec, V. 409 Manni, L. 119, 126 Medway, F. 105 Mannix, L. 283 Meehan, S. 178 Manstead, A. 419, 424 Mehl, M. 264 Manthei, R. 160, 168 Mehrabian, A. 45, 47, 75, 111 Manusov, V. 34 Mejia, J. 170 Marcella, S. 423 Melamed, J. 76 Margo, A. 75 Melloy, K. 89, 98, 102, 113, 115 Margulis, S. 272 Memon, A. 130 Margutti P. 119, 150 Menkel-Meadow, C. 6 Marisi, D.Q. 104, 105 Merbaum, M. 173 Markman, G. 3, 350 Meriac, J. 318 Markus, H. 243, 343, 354, 446 Merrett, F. 103 Marley, C. 121 Merrill, L. 194 Marlowe, F. 75 Merryman, A. 107 Marquis, D. 279 Mesmer-Magnus, J. 400 Marsnik, N. 179, 195 Messer, D. 9 Marta, S. 466 Messner, M. 374 Marteau, T. 232, 233 Metcalf L. 412 Martin, C. 337 Metts, S. 22, 30, 42, 272, 332, 333 Martin, D. 156, 289 Metzger, A. 252 Martin, G. 88, 89, 94, 97, 102, 112, Meyer, G. 332, 383 Meyer, J. 26, 374 114 Meyer, W.V. 106 Martin, I. 331 Meyers-Levy, J. 396 Martin, J. 212 Michalak, J. 64 Martin, K. 110, 285, 300 Micka, J. 263 Martin, M. 256, 375, 379 Miczo, N. 7 Martin, N. 282 Miggag, W. 106 Martin, T. 155 Migge, B. 287 Martinovski, B. 423, 424 Miike, Y. 33 Marvel, M. 216, 221 Mikucki, S. 42 Mashek, D. 239, 254 Miles, L. 69 Maslow, A. 28 Millar, N. 65 Mason, A. 358 Millar, R. 37, 147, 283, 290, 293, 304, Mason, T. 252 Mastenbroek, W. 420 307, 312 Masters, W. 57 Miller, A. 105, 106, 113 Masterson, J. 438 Miller, B. 346 Matarazzo, J.D. 110 Miller, G. 184 Miller, J. 104 Miller, K. 246 593

NAME INDEX Morrow, J. 270 Morrow, N. 24, 57, 85, 86, 121, 125, Miller, L. 32, 242, 248, 266, 267 Miller, P. 294, 345, 372 130, 149, 178, 190, 216, 232, 251, Miller, R. 240 255, 261, 305, 306, 330, 373, 475 Miller, S. 216 Morse, D. 255 Miller, W. 309 Mortensen, K. 350 Mills, H. 413 Morton, T. 2 Mills, M. 170 Mosesso, L. 339 Milne, C. 357 Moskowitz, G. 34 Milne, R. 98, 140 Moss, H. 130, 155, 157, 160, 161, 170, Miltz, R. 226 268 Milun, R. 280 Mossman, J. 216 Minton J. 399 Motley, M. 21 Mitchell, M. 273 Mount, S.A. 105 Mitchell, R. 464 Mouton, J. 464, 465 Mittal, M. 265 Movius, H. 412 Mittendorff, K. 278 Moyers, T. 155 Miyake, A. 184 Moynihan, C. 216 Mize, J. 283 Muczyk, J. 463 Mizes, J. 93 Mudrack, P. 442 Mnookin, R. 317 Mukherjee, N. 70 Mobley, W. 458 Mulac, A. 336, 337 Mogg, K. 65 Müller, R. 465 Mojzisch A. 301 Mulley, A. 226 Mokros, H. 117 Mumford, M. 466 Molloy, J. 76 Mumford, T. 466 Molnar, P. 44 Munro, I. 261 Monahan, J. 21, 26, 38, 267, 287 Munter, M. 291 Monarth, H. 218, 231 Murphy, K. 449 Mongeau, P. 386 Murphy, S. 2 Monroe, K. 381 Murray, J. 406 Montepare, J. 63, 75 Mussweiler, T. 409 Montgomery, D. 475 Muthusamy, N. 387 Moody, J. 211, 228 Myers, D. 46, 74 Moon, Y. 254 Myers, S. 322 Moons, W. 349, 377 Moore, K. 177 Nagata, D. 172, 173 Moors, A. 7 Nagel, L. 48 Morales, J. 100 Napier, R. 434, 440, 444, 465 Moran, R. 265 Nawrat, M. 383 Moran, S. 415 Nay, W. 172, 173 Moreland, R. 433, 439, 447 Neale, M. 301, 306 Morey, C. 184 Nelson, P. 180, 186 Morgan, F. 246 Nelson, T. 27 Morgan, H. 449 Nelson-Gray, R. 102 Morgan, N. 131, 132, 153 Nelson-Jones, R. 38, 79, 89, 111, 165, Morgeson, F. 466 Morley, I. 424, 428, 466 178, 297 Morokoff, P. 341 Neter, E. 100 Morrill, J. 358 Neto, F. 75 Morris, G. 23 Neuberg, S. 301 Morris, M. 342, 417 Neuman, S. 216 Morrison, F. 3 Neunaber, D. 112 Morrison, J. 149, 290 Newland, M. 390 Morrison, T. 411 Newman, B. 89 594

Newman, P. 89 NAME INDEX Newton, M. 9 Ng, K. 474 Omata, K. 70 Nias, D. 75 Omoto, A. 393 Nicholas, L. 89 O’Muircheartaigh, C. 139 Nicholas, R. 173 O’Neill, K. 437 Nichols, R. 179, 195 Onglatco, M. 295 Niederle, N. 406 Orbach, Y. 140, 143 Niesta, D. 76 Orbe, M. 3, 164, 185, 202, 205, 261, Nietert, P. 269, 285 Nieuwenhuis, L. 278 281, 301 Niikura, R. 330, 342, 344, 345 O’Reilly, C. 96 Nix, J. 339 O’Reilly, M. 94, 115 Noar, S. 361 Orom, H. 26 Noblin, C. 170 Orrego, V. 273 Nobutomo, K. 211, 216 Osborn, R. 162, 164, 166, 167, 459 Noftle, E. 26 Oskay-Özcelik, G. 224 Noller, P. 62, 66, 289 Oster, H. 48 Normore, A. 466 Ostrom R. 252 Northouse, L. 434, 455 O’Sullivan, M. 54, 165 Northouse, P. 434, 455, 457, 460, 462 O’Sullivan Maillet, J. 14, 86, 93, 226 Norton, R.W. 156 Owens, L. 85, 213, 340 Novis, B. 216 Oyserman, D. 441 Nowicki, S. 53 Nurius, P. 162, 164, 166, 167 Packard, S. 463 Nussbaum, J. 30, 31, 264 Paese, P. 403, 418 Nuthall, G. 149 Paivio, A. 229 Nye, L.S. 173 Pakurar, K. 287 Pallak, M. 384 Oakley, J. 457 Palmer, J. 139 O’Brien, J. 110 Palomares, N. 7, 20, 336 O’Connell, D. 3, 178, 434, 466 Pan, Z. 385 O’Connor, E. 267 Panayiotou, G. 315 Odamaki, M. 216 Pang, L. 284 Odland, L. 284 Pansa, M. 110 O’Donnell, A. 347 Papini, D. 263 Oei, T. 441 Papousek, H. 48 Oettingen, G. 6, 34, 36 Papousek, M. 48 Ogay, T. 55, 80 Paramasivam, S. 400 O’Grady, K. 170 Pardeck, J. 346 Oguchi, T. 253 Park, B. 293 O’Hair, D. 16, 228, 449 Parke, R. 66 Ohata, K. 184 Parker, K. 358 Ohme, R. 355, 379, 391 Parker, R. 120 Ohs, J. 31 Parks, M. 42 Okanda, M. 141 Parrott, R. 120, 205, 259, 268 O’Keefe, D. 351, 363, 378, 380, 381, Parsons, M. 87 Parul, V. 71 388, 390 Pascual, A. 381, 389 Oksenberg, L. 98 Paterson R. 348 Okumura, T. 412, 413, 414 Pathak, A. 229 O’Leary, M. 303 Patrick, C. 69 Olekalns, M. 419 Patrick, H. 2 Oliver, P. 319 Patrickson, M. 3, 177, 221 Omarzu, J. 242, 247, 255, 267 Patry, M. 75 Patterson, M. 34 Paulson, G. 413 595

NAME INDEX Pierro, A. 301 Pietras, M. 391 Paunonen, S. 70 Pietroni, D. 419, 424 Pavitt, C. 212, 213 Pilkington, C. 100 Pavlov, I. 87 Pilkington, N. 260 Paxson, C. 76 Pinkerton, G. 119 Payment, K. 139 Pinnington, A. 379, 433, 462 Payne, D. 138 Pipe, M. 121, 134, 140, 141 Peace, V. 69 Pittam, J. 80 Pear, J. 89, 94, 97, 102, 112, 114 Pitts, M. 31, 48 Pearson, J. 180, 186, 241 Placencia, M. 303 Peau, M. 358 Planalp, S. 20, 30, 38 Pecchioni, L. 186, 199, 201–2, 204 Platow, M. 456 Peck, E. 384, 387 Platt, O. 46 Peck, J. 273 Plotnikoff, J. 143 Pegalis, L. 265 Podolny, J. 342 Peirce, R. 425 Poggenpohl, C. 141 Pennebaker, J. 6, 63, 259, 260, 264 Pollack, B. 79 Penman, R. 9 Poole, M. 447, 452 Pentland, A. 281 Popper, M. 456 Penton-Voak, I. 284 Porte, M. 265 Peppet S. 317 Porter, C. 474 Perett, D. 284 Porter, R. 30 Perez, M. 256, 257 Postmes, T. 2, 433 Perfect, M. 341 Powell, J. 319 Perlman, D. 240 Powell, M. 127, 130, 141, 143 Perloff, R. 387 Powell, N. 284 Perrett, D. 374 Powell, W. 170 Perry, E. 170 Power, C. 144, 147 Perry, M. 325 Pratkanis, A. 296, 350, 351, 370, 380, Pershing, J. 87 Persky, S. 71 390 Pervin, L. 30 Preiss, R. 119, 149, 378 Peter, J. 271 Premack, D. 93, 94 Petersen, D. 244, 256 Pricolo, V. 285 Peterson, C. 62, 66 Priest, P. 273 Peterson, M. 412 Prietula, M. 407, 414 Peterson, R. 178, 464 Prior, M. 282 Petrie, K. 259 Prislin, R. 29 Petronio, S. 239, 270, 272 Prkachin, K. 65 Petty, R. 296, 354, 362, 364, 367 Prochaska, J. 359 Pezdek, K. 140 Proctor, R. 5, 14, 16, 18, 134, 177, 189, Pfau, M. 81, 358 Phelan, J. 283 195, 261, 281 Philippot, P. 30, 61, 64 Provine, R. 325 Phillips, E. 5 Prue, D. 96 Phillips, J. 288, 289 Pruitt, D. 407, 409, 417, 425 Phillips, K. 248 Ptito, A. 60 Phillips, M. 107 Puffer, S. 96 Piccinin, S. 317, 318 Punyanunt-Carter, N. 199 Pichler, A. 67 Purdy, M. 178, 192 Pickering, M. 6 Putnam, L. 413, 419 Pickering, S. 184 Picot, A. 17 Quina, K. 341 Pierantoni, W. 260 Quine, L. 364, 386, 392, 395 Pierce, W. 103, 108 Quinlan, P. 201 596

Quinn, C. 71 NAME INDEX Quinn, R.E. 465 Quittner, A. 347 Riggio, R. 44, 82, 461 Rimal, R. 386 Rabin, C. 317 Rinaldi, C. 263 Rackham, N. 305, 408, 413, 423, 425, Riner, D. 350, 357, 389 Ringstrom, P. 6 426, 427, 428, 429, 430 Riseborough, M. 62 Rainey, S. 266 Risjord, M. 212 Rains, S. 389 Ritov, I. 425 Rakos, R. 318, 328, 332, 336, 339, 345 Rittle-Johnson, B. 216 Ramirez, I. 368 Rivera, J. 246 Ramírez-Esparza, N. 264 Rivkin, I. 216 Rancer, A. 322 Roach, C. 180 Randall, J. 261 Robbins, S. 3, 5, 30, 179, 351, 440, 462 Ransdell, S. 199 Roberto, A. 332, 383 Rapson, R. 69 Roberts, C. 80 Rasmussen, E. 390 Roberts, K. 52 Rathvon, N. 94 Roberts, M. 48 Rautalinko, E. 156, 177, 186 Robins, J. 237 Raven, B. 99, 366, 446 Robins, R. 30 Raymond, G. 125, 151 Robinson, A. 229 Reavis, R. 3 Robinson, D. 65, 196 Rebellon, C. 95 Robinson, J. 46, 53, 62, 130, 286, 290, Rechis, R. 400 Reddy, V. 80, 81 297, 308 Redfield, D. 132 Robinson, S. 196 Reed, R. 406, 417, 426 Rocco, T. 100 Rees, T. 87, 106 Rockenbach, B. 400 Rehling, D. 187 Rodman, G. 156, 160, 162, 181 Rehman, S. 269, 285 Roehling M. 284 Reicher, S. 368 Roehling, P. 284 Reichwald, R. 17 Roets, A. 356 Reid, D. 87 Rogan, R. 425 Reid, L. 293 Rogers, C. 121, 155 Reid, S. 441 Rogers, E. 396 Reimann, B. 463 Rogers, R. 52 Reimer, T. 225 Roloff, M. 400 Reinhard, J. 372 Roghaar, L. 120 Reinhard, M.-A. 374 Rollins, J. 216 Reinsch, L. 413 Roloff, M. 13, 408, 419 Reis, H. 239 Romand, B. 102 Rejeski, W. 463 Roop, P. 103 Remland, M. 19, 34, 46, 53, 161, 165 Rose, G. 135, 298 Rempel, R. 199 Rose, Y. 325, 334 Reno, R. 267 Rosen, B. 424 Resnick, L. 119 Rosenbaum, B. 178 Reykowski, J. 343 Rosenberg, E. 67 Reynolds, R. 304, 376 Rosenblum, N. 46 Rhodes, G. 70 Rosenfarb, I. 109 Richardson, D. 265, 340 Rosenfeld, H. 102, 205 Richins, M. 327 Rosenfeld, L. 14, 18, 134, 177, 189, Richmond, V. 45, 46, 50, 56, 57, 65, 72 Richter, L. 302 195, 239, 240, 250, 253, 261, 281, Rider, E. 3, 178 289 Rosenfeld, P. 96 Rosenfield, S. 122 Rosengren, K. 14, 435, 452 597

NAME INDEX Salazar, R. 260 Salmon, K. 62 Rosenshine, B. 204, 210, 224, 226, Salovey, P. 247 230, 298 Salter, A. 313 Samovar, L. 30 Rosenthal, R. 46, 296 Samp, J. 35 Rosenthal, S. 341 Sanchez, M. 120, 322 Roskos-Ewoldsen D. 13, 26, 38 Sanders, R. 350 Rossi, E. 357 Sandman, P. 359 Rosson, C. 307 Sandow, D. 205 Roter, D. 31, 120, 156, 225 Sanna, L. 246 Roth, H. 277 Sansone, C. 107 Rothbard, N. 248 Santen, S. 296 Rotheram-Borus, M. 343 Saparito, P. 3 Rotter, J. 100 Sarafino, E. 94, 112 Rotter, T. 296 Sarath, E. 6 Round, A. 216 Sas, L. 143 Rouner, D. 379 Saunders, C. 86, 96, 109, 305 Rousseau, E. 132 Saunders, D. 399 Routasalo, P. 56, 58, 111 Saunders, E. 305 Rowan, K. 211, 230 Saunders, S. 97 Rowe, M. 150 Savin-Williams, R. 260 Rowell, P. 212 Saxton, J. 131, 132, 153 Rowland, D. 285 Saxton, T. 80 Rowley, K. 105 Scalise, J. 267 Rozelle, R. 44 Scanlon, L. 379 Rubenstein, A. 75 Scarbo, H. 105 Rubie-Davies, C. 133, 296 Scarpati S. 41 Rubin, D. 265 Schaller, M. 33, 282 Rubin, J.Z. 99 Schatzman, L. 130 Rubin, R. 20, 199 Schaubroeck, J. 296 Ruble, D. 337 Scheflen, A. 19 Rudak, I. 383 Schegloff, E. 53, 300 Rudawsky, D. 340 Scheier, M. 28, 35, 37 Rudman, L. 336 Scherer, K. 47, 54, 80, 81, 165 Ruffner, M. 35 Schermerhorn, J. 459 Runde, A. 229 Schiavo, R. 71 Russell, J. 67, 68, 104 Schirmer, J. 216, 221 Russo, R. 67 Schleuder, J. 291 Rutchick, A. 434 Schlundt, D. 5 Rutherford, M. 218 Schmidt, S. 419 Rutter, D. 364, 386, 392, 395 Schneider, D. 27 Ruusuvuori, J. 190 Schneider, S. 198 Ryan, B. 216 Schock, K. 90 Ryan, D. 367, 379 Schofield, T. 65 Ryan, E. 28, 285, 320, 330 Schouten, A. 271 Ryan, M. 106 Schreiber, D. 53 Ryan, R. 28 Schroeder, D. 380 Rydell, R. 437 Schroeder, J. 65 Ryder, N. 141 Schroth, M. 232 Ryff, C. 1 Schubert, J. 306 Schullery, N. 339 Sacks, H. 300 Schulman, G. 307 Sahlstein, E. 239, 241 Schulte, D. 64 Saigh, P.A. 110 Salacuse, J. 411, 412 Salas, E. 451 598

Schultz, C.B. 104 Sherman, W. 91 NAME INDEX Schulz-Hardt, S. 301 Shikhirev, P. 413, 414 599 Schushan-Eisan, I. 216 Shomi, K. 267 Schut, H. 260 Shortall, K. 111 Schutz, A. 333, 371 Shotter, J. 187 Schutz, W.C. 439 Showalter, J.T. 110 Schwab, S. 267 Shukla, A. 105 Schwade, J. 83 Shute, R. 340 Schwartz, B. 113 Siberg, R. 85, 156, 210 Schwartz, J. 138 Siddiqi, M. 178 Schwarz, N. 293, 377 Sidnell, J. 44 Scofield, M.E. 110 Siegel, J. 63 Scott, A. 34 Sigler K. 336 Scott, M. 81 Silberman, J. 255, 298 Seaburn, D. 255 Silberstang, J. 450 Sears, A. 17 Silver, R. 169 Seatriz, V. 56 Silverman, J. 306 Sebenius, J. 409, 411, 423 Silverstein, E. 424 Seden, J. 156 Simek-Downing, L. 64, 156, 160 Sedikides, C. 238 Simi, N. 242 Sefscik, A. 71 Siminoff, L. 120 Segerstrale, U. 44 Simmons, L. 70 Segrin, C. 2, 4, 7, 18, 84 Simms, C. 267 Seidman, E. 172, 173 Simon, B. 10 Seiter, J. 284, 349, 371, 377, 380 Simonds, C. 222 Semin, G. 80 Simons, T. 408 Semmler, S. 358 Singer, B. 1 Seppänen, J. 64 Singh, D. 75 Serewicz, D. 239 Singh, R. 295 Serovich, J. 252 Sinha, S. 70, 71, 263 Shaffer, D. 265 Siraj-Blatchford, I. 119, 126 Shah, J. 36, 474 Skarlicki, D. 474 Shankarmahesh, M. 412 Skalski, P. 375 Shannon, C. 16 Skelton, J. 120 Shapiro, D. 166, 411, 424, 426, 428 Skinner, B. 83, 87, 92, 93, 112 Shapiro, L. 413, 414 Skinner, C. 196 Sharkey, F. 36 Skogstad, A. 463 Sharkey, W. 37 Skowronski, J. 41, 281 Sharp, D. 216 Skubisz, C. 225 Sharpley, C. 67, 287 Slatcher, R. 264 Shaw, A. 381 Slater, M. 379 Shaw, J. 98 Slee, P. 340 Shaw, M. 443 Slepian, M. 43 Sheahan, M. 81 Sleyman, K. 318 Shean, G. 1, 318 Slothuus, R. 198 Shearman, S. 381 Smetana, J. 252, 263 Sheats, P. 442 Smith, D. 449 Sheehan, G. 62, 66 Smith, E. 76, 84, 448 Sheldon, K. 28 Smith, F. 120, 126, 145, 159 Shemman, R.H. 104 Smith, J. 125 Shen, L. 368, 385 Smith, K. 100 Sherif, M. 369 Smith, P. 419 Sherman, D. 259 Smith, R. 26, 87, 340 Sherman, S. 434 Smith, S. 13, 239, 273, 375

NAME INDEX Stewart, J. 6, 15, 144, 187, 194, 238, 259, 274 Smith, T. 336 Smolinski, R. 422 Stewart, M. 216 Smoll, F. 87 Stiff, J. 353 Smoot, M. 75 Stilgoe, F. 235 Snavely, W. 156 Stivers, T. 151, 287, 297 Snow, P. 141, 143 Stogdill, R. 458 Snyder, M. 8, 42, 295, 393 Stokes, T. 90 Sobelman, S. 279, 305 Stokking, K. 40 Soetens, B. 356 Stone, A.A. 260 Solano, C. 272 Stone, G. 173 Solnick, S. 406 Stone, J. 392 Solomon, D. 35 Storey, J. 376 Somech, A. 464 Stotland, E. 29 Sommer, R. 73 Strack, F. 38 Song, H. 293, 377 Strain, L. 22, 239 Sopory, P. 377 Strauss, A. 130 Sorenson, R. 368 Strenta, A. 72 Sosik, J. 463, 465 Stricker, G. 260 Spangenberg, E. 395 Stringer, M. 96, 109, 267 Speakman, J. 350 Stroebe, M. 260 Spears, R. 80 Stroebe, W. 90, 183, 260, 385 Spelke, E. 179 Strömwall, L. 52 Spencer, C. 117, 141 Strong, R. 226, 280 Spencer, S. 238 Strong, S. 203 Spencer-Rodgers, J. 434 Strong, T. 130, 156, 160, 166 Spiegel, S. 170 Stukas, A. 8, 295 Spitzberg, B. 241, 474 Su, S. 417 Spooner, S. 172 Succop, P. 341 Sporer, S. 374 Sue, D. 343, 344 Sriram, N. 295 Suganuma, M. 264, 267 Stagl, K. 451 Sullivan, H. 99, 290 Stang, D. 245 Sullivan, J. 384 Stangor, C. 437 Sullivan, P. 445 Stanton, A. 259 Sulzerazaroff, B. 287 Steele, J. 309 Summerton, J. 216 Stefan Thurner, S. 452 Sun, Y. 385 Stefanko, P. 268 Sundström, L. 77 Stegmann, Z. 184 Sung, S. 3, 133, 144, 178, 204, 205, Steil, L. 180 Stein, J. 288, 289 255, 287, 286 Stein, T. 290, 297, 305 Susskind, L. 402 Steinel, W. 400, 424 Sutherland, K. 85, 103 Sterling, C. 196 Sutton, S. 385 Sternberg, K. 143 Suzuki, E. 318 Sternglanz, R. 249, 357 Sveningsson, S. 181 Steuber, K. 252 Swab, R. 2 Steuten, U. 278 Swami, V. 75, 283, 284, 374 Stevanoni, E. 62 Swann, W. 100 Stevens-Long, J. 16 Swanson, S. 327, 328, 339 Stewart, B. 211, 228 Sweller, J. 230 Stewart, C. 117, 128, 144, 145, 147, Swift, J. 150 Swift, P. 150 156, 159, 178, 186, 298, 299, 301, Syna, H. 425 303 Szabo, E. 358 Stewart, G. 289 600

Tacey, W. 179, 195 NAME INDEX Takada, J. 381 Tallman, K. 3, 133, 144, 178, 204, Timmers, R. 384 Timmons, E. 170 205, 255, 268, 287, 306 Timperley, H. 40, 106, 112 Tamborini, R. 375, 381 Tinsley, C. 413, 414 Tannen, D. 32, 90 Tipper, D. 46 Tannock, R. 184 Tishelman, C. 216 Tardy, C. 241, 243, 248, 259, 269 Tissington, P. 445 Taris, T. 301 Titsworth, S. 4 Tarumi, K. 211, 216 Tizard, B. 119 Tate, J. 177 Tobin, K. 150 Tay, A. 295 Todorov, A. 281 Taylor, D. 243 Tormala, Z. 354, 367 Taylor, K. 400 Torrecillas, F. 331 Taylor, M. 2, 84 Torres, C. 466 Taylor, O. 103 Torsheim, T. 463 Taylor, P. 414, 422, 424 Totsworth, S. 186 Taylor, R. 203 Tourish, D. 17, 27, 46, 76, 87, 101, Taylor, S. 27, 100, 259 Teboul, B. 36 166, 229, 273, 274, 286, 287, 291, Teiford, J. 41 304, 309, 323, 362, 365, 367, 368, Temple, L. 77 373, 381, 385, 389, 390, 410, 417, Ternes, M. 141 433, 444, 445, 446, 450, 461, 462, Terranova, S. 53 466, 467, 475 Terry, A. 449 Tovée, M. 75, 283, 284 Tesser, A. 100 Towler, J. 85, 213 Tessonneau, A. 286 Townend, A. 334 Testa, M. 341 Townsend, R. 457 Teyber, E. 165, 168 Towse, J. 184 Thibaut, J. 254, 271 Tracey, A. 283, 293, 304, 307, 312 Thomas A. 62 Tracy, K. 35 Thomas, K. 449 Tracy, R. 237 Thomas, L. 184 Traum, D. 423 Thomas, M. 259 Trenholm, S. 19 Thompson, C. 102, 178 Trinidad, C. 466 Thompson, J. 256 Tripp, T. 408 Thompson, L. 411, 418 Troje, N. 64 Thompson, T. 216, 218 Tryon, W. 325, 334 Thorell, L. 288 Tsai, F. 239 Thorne, A. 264 Tsang, J. 246 Thorpe, S. 103 Tsuji, A. 56 Thorsnes, S. 35, 36, 210, 218, 297 Tubbs, S. 260 Thorson, E. 291 Tuckman, B. 447 Thunberg, M. 69 Tulumello, A. 317 Thyne, J. 210 Turk, C. 148, 293 Tiberio, J. 103, 104 Turkat, I. 170 Tice, D. 239 Turner, J. 413, 465 Tichenor, V. 170 Turner, M. 381, 389 Tiedens, L. 30 Turney, C. 85 Tierney, E. 227 Turton, J. 225 Tiersma, P. 211, 218, 225 Tusing, K. 22, 81, 325 Tiggemann, M. 463, 466 Tutton, E. 57 Timberlake, W. 94 Tversky, A. 390 Timmerman, L. 262 Twenge, J. 106, 341 Tyler, J. 48 Tysoski, S. 330 601

NAME INDEX Vrij, A. 52, 249, 250, 251 Vuckovich, M. 285 Uchida, H. 68 Uhlemann, M. 173 Wagner, H. 82 Unkelbach, C. 295 Wagner, L. 149, 378 Unruh, W. 210, 226 Wagner, S. 51, 62 Unzueta, M. 323 Wahl, S. 256 Urquiza, A. 85 Wakefield, T. 47 Ury, W. 417 Waldo, C. 267 Uus, K. 232, 233 Waldron, V. 36 Uzell, D. 72 Walker, A. 140 Walker, I. 27 Vachon, M. 375 Walker, J. 97 Vadzire, S. 32, 282 Walker, K. 186 Vail, R. 349, 368 Walker, M. 260 Valde, K. 262 Walker, N. 143 Valikoski, T. 177 Walker Wilson, J. 249 Valin, D. 345 Wallace, H. 239 Valkenburg, P. 271 Wallace, S. 70 Vancouver, J. 34, 36 Wallach, J. 77 van de Ridder, J. 40 Wallblatt, H. 51 van der Molen, H. 156, 166, 168, 298, Wallihan, J. 404, 405 Walma van der Molen, J. 229 307 Walumbwa, F. 462, 464 van der Voort, T. 229 Wan, H. 358 van der Wijst, P. 384 Wang, J. 117, 121 Van de Vliert, E. 459 Wänke, M. 138 van Dick, R. 445 Wanzer, M. 374, 375 van Dijk, E. 400, 424 Ward, J. 225 Vangelisti, A. 23, 252, 474 Ward, M. 265 Van Kleef, G. 400, 419, 424 Waring, E. 242 van Leeuwen, S. 141, 143 Warner L. 260 Van Slyke, E. 180, 182 Warren, L. 86 Van Yperen, N. 459 Waskow, I. 172 VanZile-Tamsen, C. 341 Wasserman, E. 112 Vaughn, G.M. 60, 99, 458 Water, D. 102 Vazire, S. 264 Waterman, A. 117, 141 Vecchio, R. 466 Waters, N. 399 Veenstra-VanderWeele, J. 43 Watkins, M. 407 Veledar, E. 120 Watson, K. 190 Ventola, E. 13 Watson, W. 199 Verner, C. 223 Watzlawick, P. 18, 19, 21 Verwijmeren, T. 63 Wayment, H. 100 Vesterlund, L. 406 Wearden, J. 113 Vet, R. 379 Weatherley, D. 265 Villagran, M. 210, 372 Weaver, R. 2, 351 Villanova, P. 318 Weaver, W. 16 Vishwanath, A. 369 Weber, K. 270, 349, 379 Viswanathan, U. 357 Weber, M. 459 Vito, D. 317, 318 Weber, R. 387 Vittengl, J. 269 Weber, T. 13, 462, 464 Vlug, M. 85, 156, 210 Webster, P. 288 Vogl-Bauer, S. 246 Weger, H. 171, 172, 181 Vollmar, P. 64 Wegner, D. 357 Vondracek, F. 170 Vouloumanos, A. 179 Vrana, S. 315 602

Wehby, J. 85, 103 NAME INDEX Weingart, L. 407, 414 Weinstein, N. 359 Williams, A. 264 Weintraub, M. 390 Williams, C. 56, 278 Weirzbicka, A. 104 Williams, E. 322 Weisbuch, M. 43, 295 Williams, J. 418 Weisler, S. 325 Williams, K. 1, 2, 349, 359 Weitlauf, J. 340 Williams, P. 331 Weitzman, E. 405 Williams, R. 153 Weitzman, P. 405 Williamson, T. 137 Welsh, D. 251 Willingham, B. 69 Werker, J. 179 Willis, F. 56, 59 Wert, S. 247 Willis, J. 281 Wesley, S. 242 Wilmot, W. 41 Wesson, M. 474 Wilson, E. 30, 39 West, C. 120, 300, 303 Wilson, G. 23, 25, 75, 189, 295, 449, West, S. 301 West, T. 281 467 Westman, A. 75 Wilson, J. 131, 152, 467 Westmyer, R. 20 Wilson, K. 330 Wetherell, M. 22 Wilson, S. 6, 7, 8, 13, 20, 36, 413 Wetzel, C. 249 Wilson, T. 284, 340, 361, 369 Wetzel, M. 46 Wilson-Cohn, C. 68 Whaley, B. 149, 378 Windschitl, M. 324 Wheelan, S. 436, 447, 448 Winnett, R. 325 Wheeless, L. 265 Winstead, B. 251, 253, 262, 270 Wheldall, K. 103, 105, 111 Wiltermuth, S. 391 Whetzel, D. 283 Wit, A. 444, 454 Whipple, G. 267 Wittebols, J. 291 White, B. 97 Witteborn, S. 6, 15, 144, 187, 259 White, C. 8 Wittenberg-Lyles, E. 210, 372 White, J. 307 Wohlforth, T. 274, 365, 381, 385 White, R.K. 463 Wojciszke, B. 393 White, V. 281 Wolfe, C. 100, 179 Whitmire, L. 341 Wolff, F. 1, 195 Whitney, G. 409 Wolpe, J. 313 Whittington, D. 86, 305 Wolvin, A. 10, 177, 185, 186, 192, Whitty, M. 271 Widener, C. 231 303, 372 Wiegand, A. 392 Wood, J. 31, 98, 162, 306, 337, 338, Wielkiewicz, R. 325 Wiens, A. N. 110 340 Wiesman, D. 475 Wood, R. 153 Wigand, R. 17 Wood, T. 423 Wigboldus, D. 80 Woodall, W. 1, 19, 23, 47, 79, 277, 299 Wigley, S. 322 Woodbury, H. 117 Wiksell, W. 179 Woodman, C. 86, 121, 125, 178, 255, Wilcoxon, L. 90 Wildermuth, S. 246 305, 306, 373 Wilding, J. 179 Woodside S. 399 Wilke, H. 454 Woodward, K. 239 Wilkes, M. 308 Woodworth, R. 279 Wilkins, P. 167 Wooffitt, R. 90 Willemyns, M. 80 Woolfolk, A. 85, 98 Woolfson, R. 143 Worchel, S. 448 Worland, P. 99 Worley, D. 4 Worley, D.W. 4 Worthington, D. 179, 180 603

NAME INDEX Yukl, G. 352, 459, 461, 462 Yun, K. 273 Wragg, E. 220, 223 Wright, C. 149 Zadiro, L. 1 Wright, D. 139, 469 Zahn, G. 72 Wright, P. 363 Zaidel, H. 60 Wright, R. 85, 127, 130, 143, 213 Zaitchik, D. 64 Wright, S. 254 Zajac, R. 140 Wyatt, N. 180 Zalaquett, C. 66, 102, 174, 175, Wyatt, R. 272 Wyer, R. 38, 40, 249 176 Wynn, R. 120 Zald, D. 69 Zamboni, B. 331 Yager, G. 258 Zander, A. 435 Yager, T. 344 Zanna, M. 29 Yalom, I. 434 Zanni, G. 140 Yan, J. 412 Zaragoza, M. 139 Yanai, H. 216 Zebrowitz, L. 75 Yang, H. 265 Zebrowski, J. 41 Yarbrough, A. 111 Zediker, K. 6, 15, 144, 187, 259 Yates, S. 46 Zelner, D. 317 Yeates, D. 47 Zick, A. 287 Yeschke, C. 268 Zimmer, J. 170, 171 Yin, J. 33 Zimmerman, B. 10 Yoo, J. 245, 246, 381 Zirploi, T. 89, 98, 102, 113, 115 Yoshioka, M. 344, 345 Zoratti, E. 260 Young, A. 71 Zubek, J. 425 Young, D. 85 Zubric, J. 358 Young, T. 76 Zuckerman-Hyman, C. 381 Yrizarry, N. 68 Zuker, E. 317 Yuille, J. 141 604

Subject index Subject index absorption and transportation 379 Aristotle 44, 365, 377, 396 accents 9, 22, 45, 55, 80, 196 arrow communication 16 accounts, for transgressions 23, 333 Asia 33, 194, 343–5 acquiescence effect 138 Asian Indians 265–6, 344 adaptors 59, 61 Assertive Bill of Rights 317 adjacency pairs 278 assertiveness: and aggressiveness adolescence 87, 93, 95, 105, 260–3, 322–8; and cultural background 271, 391 342–5; and situation 345–6; advertising 77, 196, 279, 349, 368, assertive responses 322–8; assessment of response utility 375, 379, 391, 393 320–1; components of 332–5; affect displays 67 definition of 314; importance of affective processes 39–40 313–14; knowledge of personal affiliation 22, 31, 54, 66, 324, 338, rights 317, 319; negative reactions to assertive responses 330–1; 339, 345, 417, 434–5, 438, 439, 445, nonassertiveness African Americans 265, 344 (submissiveness) 321–8; personal age 30–1, 104–5, 263–4, 285, 346 factors in 335–41; positive beliefs ageism 194 about 317–19; purposes of 314–15; aggression 58, 61, 197, 253, 292, sequential stages of 315–21; styles of responding 321–8; types of 322–8, 331–2, 340, 344, 347, 348, assertion 328–32 425, 428, 439 assimilation effect 296 Aggression Inventory 325–6 attitudes 25, 26, 29, 49, 53, 55, 63, 64, agreeableness 29, 318, 417 67, 71, 82, 105, 109, 110, 124, 126, alcohol 90, 267, 290, 331, 386, 391, 133, 166, 169–72, 185, 198, 200, Alexander the Great 458 203, 219, 220, 265, 269, 341, 345, Alice’s Adventures in Wonderland 347, 350–1, 358, 362, 364, 369, 107 372, 378, 381, 385, 388, 394, 396, alternative choice double-bind 357 412 amae 343 attractiveness 46, 55, 70, 74–7, anchoring 138, 359, 369 apologies 23, 55, 90, 278, 331–4 argumentativeness 322, 339 605

SUBJECT INDEX central and peripheral routes to persuasion 362–3 95–6, 116, 261, 267, 269, 283–5, 287, 362, 364, 373–4, central traits 295 attribute framing 380 charismatic leadership 459, 461, 466 autocratic style 323, 351, 463–6 chemical-olfactory channel 17 authoritative doubt 376 China 104, 265, 342–5, 456 autokinetic phenomenon 369 Cicero 44 autonomy 2, 28, 59, 101, 106, 171, clap trap 391 215, 216, 263, 449, 451, 464, 471, clarification strategies 31 475 classroom 3–4, 60, 85, 88–9, 94–8, avoidance-avoidance conflict 250 102–4, 106–8, 111, 116, 119–22, backchannel behaviour 184 126, 131–2, 145, 149–50, 164, 177, banter 106, 347 199, 204, 222, 256, 306, 391, 443 Baptist faith 266 Clinton, President 249 Barbie doll features 75 CLIPS acronym 10 bargaining: definition of 401–2; closure: cognitive 304–8; definition of 300–1; importance of 277–9; distributive 405; integrative 299–303; motivational 308–10; 405–6; stages of 415–20 need for 301–2; perceptual 303–4; barrister 10, 143 purposes of 302–3; social 310–11 Bay of Pigs incident 446 ‘coffee and biscuits’ problem 286 behaviour approach system 384 cognition 182, 231, 247, 282, 362, 389 behaviour inhibition system 384 cognitive dissonance 308–9, 360, 392 behaviour labelling 427–8 cognitive misers 297 behavioural residue 282 cognitive processes 26, 38–9 Belfast 290, 422 cognitive-response model 363 beliefs 25, 26, 29, 30, 33, 42, 52, 90, cognitive restructuring 318 100, 185–7, 198, 212, 220, 238, cognitive schemas and schemata 27, 261, 269, 281, 317–18, 328, 342, 33, 39, 67, 219, 297 347, 350, 351, 352, 358, 362, 363, cognitive scripts 20, 21, 27, 33, 40, 372, 378, 379, 381, 386, 388, 394–5, 297 439, 440, 443 communication: and code 17; and Belgium 60 noise 17; channel of 17; definition Bem Sex Role Inventory 339 of 14; feedback 18; inevitability of bereavement 187, 201, 258, 264, 301, 18–19; medium of 16; messages 385 16; multidimensional nature of 21; betrayal 252, 269–70 purposeful nature of 20–1 ‘big five’ traits of personality 29 communication accommodation biological perspective 337 theory 55, 80, 372 blasting 323 communication apprehension 231 blood pressure 56, 90, 95, 178, 230, communicators 16 231 competence 2, 5, 7, 28, 30, 31, 53, 81, body mass index 75, 283 87, 105, 107, 281, 285, 313, 333, body size and shape 75 371, 374, 396, 434, 463, 473, 476 boundary management 220 compresence 1 bragging 246 concordance in relationships 475 Braille 17, 180 condom usage 331, 341 brainstorming 468 confirmation bias 301 Brazil 342, 466 conflict management 39–40, 54, 62, 66, 225, 250, 252, 300, 314–15, 318, Canada 3, 212, 342 321, 333, 336, 339–40, 343–5, 348, Carroll, Lewis 121, 377 400–2, 405–6, 411, 417, 446–9, 463, Castro, President 446 469 case study, power of 379–80 conscientiousness 29 Catholic faith 266, 359 606

conscious competence 7 SUBJECT INDEX conscious incompetence 7 Consumer Assertiveness and dominance 22, 31, 50, 54, 58, 63, 66–7, 81, 156, 325, 331, 337, 347, Aggression Scales 327 439, 458 contextual propriety 8 contingency approach to leadership door-in-the-face approach 381–3 downward comparison 323 459–60 Doyle, Arthur Conan 46 contrast effect 296 dress 76, 284–5 conversational repair 90 dual-coding hypothesis 230 co-opting 356 dual process models 357, 362 counsellor 66, 67, 79, 86, 121, 130, dual-systems approach 384 Duchenne smile 69, 81 158, 161, 166, 173, 203, 204, 207, 243, 248, 256–7, 261, 266, 271, egocasting 251 285, 287, 291, 297 Egypt 4 counter-attitudinal advocacy 378–9 elaboration likelihood model 362–3 courtroom 118, 122, 129, 135, 148, email 15, 17, 43, 67, 209 301, 370 emotions 25, 30, 39–40, 48–50, 53–4, covert coaching 193 covert questions 193, 195, 207 64, 67, 69, 77, 79, 82, 95, 133, Cuba 446 165–8, 196–7, 241, 247, 255, 271, cults 274, 358, 381, 385, 392, 444 310, 338, 357, 358, 362, 365, 373, culture 19, 33–4, 49, 54, 57–60, 66, 375, 384, 424–6 68, 71, 80, 100, 104, 194, 206, 225, emotional contagion 40, 69, 203 249, 253, 265, 266, 278, 283, 286, empathy 64, 95, 130, 137, 161, 162, 287, 320, 330, 342–5, 411–12, 168, 170, 172, 173, 175, 185–8, 206, 466 218, 267, 294, 318, 328, 330, 333, customer service 328 372, 423, 425, 430, 464 cutaneous-tactile channel 17 engineers 215, 411 enhancements 246 dance of dialogue 6 entitativity 437 danger control 386 entitlements 246 Darwin, Charles 44, 54, 67, 216 entrainment 414 death 46, 187, 248, 264, 268, 301, 388, entrepreneurs 3 equifinality of goals 474 400 ethics 474–5 deceit 52, 82, 134, 249–51, 357, 387, ethnic group 265–7 ‘even a penny will help’ effect 381 475 evolution 2, 44, 48, 56, 75, 216, 269, defend/attack spirals 425–6 282, 325, 336, 349 democratic style 351, 463–6 excuses 23, 135, 334, 352 depression 1, 2, 64, 90, 97, 161, 196, explaining: and demonstration 233–4; and pre-assessment 218; 216, 281, 322, 340, 384 appropriate language in 224–5; detective 118, 121–3, 127, 134–5, clarity of 221–2; concision in 222–3; definition of 212–14; fluency 252, 298 of 223–4; importance of 209–10; in Dickens, Charles 321 professional contexts 210–11; diminutives 31 managing anxiety in 231–2; directive leaders 464 planning and preparation for display rules 68–9 218–21; post-mortem and dissuasion 359 evaluation of effectiveness of doctor 3, 47, 53, 57, 62, 64, 76, 86, 95, 232–4; providing emphasis in 227–8; purposes of 215–16; process 120–2, 125, 127, 130, 132–3, 140, of 216–17; reducing vagueness in 178, 190, 190–1, 202–5, 210, 211, 225–7; types of explanation 213, 215, 216, 218, 221, 223–5, 228, 243, 248, 255, 268, 269, 285– 607 7, 292, 296–8, 300, 305–8, 353, 368, 441, 443

SUBJECT INDEX 302, 314, 315, 320, 324, 330, 337, 342, 353, 384, 401, 408, 410, 413, 212–15; use of aids in 228–30; use 416, 430, 437, 438, 440, 441, 444, of examples in 230 445, 447–9, 457, 461, 464, 466, extraversion 29 470, 473–5 glossophobia 231 face: definition of 2; loss of 37, 248, Goebbels, Joseph 377 428; maintenance of 35, 36; Good Behaviour Game 94 projection of 39; protection of 332, gossip 191, 247, 279, 286 342, 425, 469; saving 135, 249, 250, grave dressing 306, 311, 448 418; threats to 22, 90, 225 Great Person Theory 458 groups: and conformity 443–4; and false consensus effect 394 leadership 455–70; and teams familism 345 449–50; and the satisfaction of fear control 386 needs 438–40; closing discussion Fear of Negative Evaluation Scale in 470; cohesiveness of 445–6; communication networks in 343–4 453–5; defining features of 435–8; fear-then-relief effect 387 formation of 447–9; groupthink in feedback: and communication 18; 445–7; guiding discussions in 468–9; importance of 433–5; in and reinforcement 112; and professional contexts 434; skilled performance 24–5, 40–1; managing conflict in 469; opening corrective 175; from muscles 69; discussion in 467–8; norms in in demonstrations 234; in 440–2; regulating participation in explaining 232–3; in the listening 469–70; roles in 442–3; typology process 182–4; monitoring 66; of 434–5; within-group negative 90, 407; neutral 107; communication 450–5 positive 86, 90, 450; questions group polarisation effect 439–40 306–7 group syntality 450 fight-or-flight response 340 guggles 7 first impressions 281–2, 285, 288–9, Guyana 444 302 ‘five factor model’ of personality 29 halo effect 281 focus group 266 handshake 57, 288–9, 304, 422 foot-in-the-door approach 380–3 happiness 1, 54, 67, 75, 110, 160, 275, foot-in-the-mouth approach 383 France 60 310, 317, 384 freeriding 445 healing touch 56 health belief model 386 gain/loss appeals 115, 390–1 heart rate 52, 56, 90, 178, 222, 231 Galatea effect 296 Heaven’s Gate cult 444 gender 27, 31–2, 34, 58, 63, 66, 69–72, height 76 herd instinct 368 74, 80, 104, 105, 107, 111, 170, 171, heterophily 372 194, 238, 263, 264–6, 268, 270, heuristics 364 272, 274, 285, 288, 289, 335–41, Hewlett-Packard 449 345, 347, 376, 409, 466 hierarchy of goals 36 gender-as-culture perspective 337 hierarchy principle 40 gender-as-power perspective 337 Hindu faith 266, 344 gender role attitudes 264 Hippocrates 3 gender role identity 264 HIV 252, 259, 262 gender role norms 264 homo interagens 2 Germany 136, 265, 287, 343, 396 homophily 372 gestural-visual channel 17 homo sapiens 2, 49, 237, 438 goals 2, 5–8, 13, 14, 20–1, 25–8, 31, 32, 34–42, 50, 52, 57, 84, 96, 97, 122–4, 150, 161, 162, 174, 181, 182, 187, 202, 215, 219, 244, 253, 258, 279, 280, 283, 295, 297–9, 608

horn effect 281 SUBJECT INDEX hospital 59, 93, 185, 211, 216, 273, ironic effect 356–7 285, 288, 292, 296 irritators 425 hostages 399, 400, 415, 417, 425, 428 isolates 442–3 humour 35, 51, 152, 284, 325, 333, Israel 317 347, 374–5, 475 jargon 211, 224–5 Huxley, Aldous 44 jen 343 hyperaccessibility of suppressed Jewish faith 266 Johari Window 262 thoughts 259 Kagemni 3 identity 2, 10, 21, 22, 33, 49, 50, 55, Kansas 289 80, 82, 224, 239–40, 264–5, 273, Kennedy, President 76, 446 282, 337, 343, 433, 434, 437, 438, knowledge 25–9, 33, 38, 41, 126, 439, 444, 445, 448 209–10, 212, 219, 221–3, 260–2, identity confirmation 22 297, 317, 362–3, 370–1, 426, 452, identity projection 22 458 I-language 318, 329 Korea 69, 225, 342, 393 illusion of truth 377 implicit and explicit goals 35–6 ladette culture 341 immediacy 36, 54, 58, 63, 72, 111, laissez-faire style 463–6 laughter 84, 325 165, law of attraction 372 impression management 22, 49, 99 lawyer 77, 118, 122, 128, 129, 135, India 49, 66, 255–6, 344, 461 individualism-collectivism 33, 342–5 143–4, 148, 215, 291, 359, 402, induced hypocrisy 392 leadership: and followership 456; ‘in-flight intimacy’ phenomenon 271 information overload 200, 209 and leaders 456; definition of information processing 38 456–7; skills of 466–70; styles of ingratiation 22, 99 463–6; theories of 458–63 instrumental and and Leaving Game 300 lecturer 149, 183, 199, 222, 224, 229, consummatory goals 35 292, 305, 310, 366 instrumental and operant ‘legitimisation of paltry favours’ effect 381 conditioning 88 listening: and the assimilation of interaction process analysis 451–2 information 182–5; benefits of internet 16, 209, 271, 436 179; definition of 179–81; in interpersonal communication: as a professional contexts 177–9; purposes of 181–2; process 15; defining features of locus of control 100, 105, 171, 267 14–15; context of 18 logrolling 418 interpersonal expectancy effect 295 London 80, 119, 143, 151, 246 interpersonal skill: and cognitive loneliness 1, 2, 20, 84, 187, 264, 281, control 9–10; as a transactional 448 process 6, 18, 42; as learned long-term memory 184–5 behaviour 8–9; benefits of 1–4; lose-lose negotiation 405 definition of 5–10; goal-directed low-ball technique 383–4 nature of 6–7; conceptual model of 13–42; nature of 4–5; Machiavelli 52, 267, 270, 326, 367, situational factors 8 458, 475 interrogation 52, 63, 118, 121, 129, 137, 158, 169, 185, 268, 272, 290, Mahatma Gandhi 458, 461 297 Malaysia 344–5 intrapersonal dialogue 193, 318 Malta 60 intrinsic motivation 106–8, 393 manager 3, 76, 78, 87, 94, 95, 108, IQ 133, 380 Iron Law of Power 365 609

SUBJECT INDEX Nissan 449 Nixon, President 76, 249, 446 132, 177, 178, 181, 182, 184, 211, nonverbal communication: and 214, 221, 223, 239, 246, 248, 323, 338, 339, 366–8, 383, 399, 402, ontogeny 48; and phylogeny 48; 419, 420, 464, 466, 475 and verbal communication 44–7; marital satisfaction 66, 171, 239, 252 as skill 43–4; environmental masculinity–femininity 33, 70, 75, factors 77–9; eye gaze 64–7; 265, 284, 339 facial expressions 67–70; gestures media richness 16–17 59–62; haptics 56–9; head nods mediating processes 38 62; importance of 46–7; kinesics medieval exemplum 379 59–70; orientation 73–4; personal menstrual cycle 284 space 71–2; physical mere exposure effect 377 characteristics 74–7; posture message matching 345 63–4; proxemics 70–4; purposes metacognitions 39 of 49–56; territoriality 70–1; types meta-goals 36 of touch 57–8; vocalics 79–81 metaphors, power of 377 norms 23, 27, 29, 34, 36, 65, 254, 265, Methodist faith 266 266, 270, 299–300, 307, 320, 342, Mexico 342, 412 343, 345, 369, 373, 383, 387, 388, micromomentary expressions 67 395, 396, 409, 410, 438, 440–2, minimal encouragers 102 444, 448, 450 mindful and mindless activity 20–1 normalising 261 modelling of behaviour 9, 254 note-taking 190 monochronicity 413 Northern Ireland 143, 266–7, 422 Morse code 17 Norway 342 motives 28–9, 36, 47, 52, 57, 68, 99, numerosity effect 367 114, 137, 162, 168, 202, 235, 273, nurse 30, 35, 37, 57, 58, 95, 121, 130, 334 191, 215, 216, 218, 225, 230, 255, motor skills 8, 105 285, 443 movement symmetry 64 multifinality of goals 474 OJ Simpson trial 122–3 mutuality 256, 257 ontogeny 48 mystery shopper 291 openers 205, 267–8 openness 29 Nagasaki 226 Opener Scale 268 Need for Closure Scale 301 operant conditioning 88, 93, 112 negativity effect 245 negotiation: agenda-setting in 412– PACIER acronym 187–8 painful self-disclosures 263–4 13; and bargaining 401–2, 415–20; parables 379 and concession-making 417–20; paradoxical suggestion 357 and goal-setting 408–10; BATNA paralanguage 47, 79, 80, 81, 83, 119, 403–4, 409, 411; definition of 400–2; exploration stage of 414–15; 147, 161, 205, 206, 245, 335, 347 functions of 402–3; identification parallel response model 386 of key issues in 410; importance paraphrasing: definition of 161; of 399–40; opening stage of 413–14; planning and preparation for prerequisites 162–4; research into 408–13; settlement stage of 420–2; 171–2 skills of 422–30; stages in 408–22; Pareto agreements 406, 417 strategies of 403–8; target and participative leaders 464 resistance points in 409–10, 414, pausing 150, 224 416 Pavlov, Ivan 87 Nelson Mandella 458 penal system 2 neurophysiology 44 Peoples Temple cult 444 neuroticism 29 perceived behavioural control 29 610

perception 24, 25, 38, 41–2, 59, 67, SUBJECT INDEX 78, 87, 98–100, 105, 114, 172, 173, 182, 199, 227, 246, 280–2, 285, power distance 33 296, 302, 317, 325, 334, 345, 355, power of yes 389–90 371, 376, 401, 403, 418, 433, 437, powerful and powerless speech 440, 442 styles 375–6 perceptual accentuation 301 PowerPoint 229 perceptual confirmation effect praise 102–8 precepts 3 295 primacy effect 277 perceptual contrast effect 381 primary and secondary goals 36 perceptual fluency 377 priming 295 personalismo 342 prior restraint phrases 270 person-centred counselling 155, 170, prospect theory 390 protection motivation model 385 298 psychological needs 1–2 personal memory bump 264 psychotherapist 85 persuasion: and forewarning 355–6; Ptah-Hotep 3 public relations 349 and inoculation 358–9; and public speaking anxiety 231 influence 350–1; and moral Pygmalion effect 295 appeals 387–9; and power 365–72; and scarcity value 389–91; and questioning: affective questions 133; sidedness 380; and threat/fear as control 121–2; assumptive 385–7; and request size 380–3; questions 138, 421; closed and the relationship 373; questions 125–6, 129–30; boomerang effect in 352, 365, 376, definition of 118–19; distribution of 378, 387; cognitive routes to 150–51; importance of 117–18; in 362–5; consistency and negotiation 427; leading questions commitment in 391–5; definition 134–44; multiple questions 149; of 350–1; emotional proofs in open questions 126–7, 129–30; 384–96; importance of 349–50; probing questions 144–8; process logical proofs in 375–84; personal questions 132–3; professional proofs in 365–75; process of context of 119–21; purposes of 352–3; purposes of 352–3; sleeper 122–4; recall questions 131–2; effect in 353–4; resistance to 352, responses to 151–3; rhetorical 356, 358 reverse psychology questions 148–9; sequences of approaches in 356–7; stage and 127–9; with children 140–4 step models of 359–2 Pharaoh Huni 3 Quintilian 44 pharmacist 86, 121, 125, 126, 191, 202, 255, 305, 306 Rathus Assertiveness Scale 343 phatic communion 290 reactance 101, 171, 389 Philippines 344 reality testing 317 physiotherapist 69, 86 rebound effect 356 place identity 240 rebuttal analogy 377 Plato 298, 365 recency effect 277 politeness 22, 65, 233, 278, 441, 474 reciprocation 5, 64, 254–5, 271, 365, Pollyanna Principle 245 polychronicity 413 381, 383 power 22–3, 33, 35, 53, 54, 55, 58, 63, recovered memory 140 66, 67, 75, 77–80, 83, 87, 91, 96, reflecting: definition 155–6; 100, 106, 121, 134, 216, 245, 246, 252, 256, 265, 270, 300, 313, 320, guidelines for use of 174–6; in 331, 333, 337, 365–72, 379, 389, negotiations 428–9; practices to 419–20, 443, 456, 457, 459–60, 462, avoid when using 168–9; 464 purposes of 161–2; research into 169–71 reflection of feeling: definition of 611

SUBJECT INDEX secondary babytalk 31 secrets 23, 50, 75, 239, 252, 269, 367 164–5; prerequisites 165–8; selection interview 26, 122, 132, 147, research into 172–3 reinforcement: activity 93–4; and 242, 244–6, 271, 279, 283, 290 behaviour 87–8; and professional selective perception filter 182–4 practice 85–7; and social learning self: definition of 237; formation of 2; 9, 83–5; and stimulus control 94–5; as a direct modifier of types of 238–40 behaviour 112; as information self-categorisation 437, 444 112–13; as motivation 112; self-clarification 253, 260 extinction 89; guidelines for the self-concept 25, 259, 261, 322 use of 113–16; nonverbal self-control 10, 323, 450 components of 109–11; positive self-disclosure: accessibility 249; and negative 89–91; primary and secondary 91–2; punishment and ethnic group 264–6; 88–9; purposes of 96–101; appropriateness of 248; avoidance sensory 93; social 92–3; verbal 251–3; breadth of 247–8, 267; components of 101–9; vicarious categories of 241–2; definition of 95–6 240; depth of 243, 244, 247, 254, relatedness 2, 28 258, 267, 272, 274; duration of 247; relationship development 243, 245, elements of 245–53; factors 257, 270, 426 influencing disclosure 263–74; relationship maintenance 253, 261, features of 242–5; fear of 253–4 277, 343, 346, 442, 444, 451 flexibility 248–9; honesty 249–51; relationship termination 244, 301–6, informativeness of 247–8; 311–12 inventories 242, 247; measures of religion 265–7, 344–5, 358, 372, 385, 242–3; nonverbal 241; painful self- 392, 399 disclosure (PSD) 264–5; purposes repetition strategy 228, 377 of 253–62; reciprocation of 254–7; Republic of Ireland 369 the discloser 263–7; the recipient response deprivation hypothesis 94 267–9; the relationship 269–72; response development 108–9, 205 the situation 272–4; valence of response efficacy 385 245–7; written 259–60 Responsible Assertion Scale 322 self-efficacy 2, 25, 28, 39, 87, 99, 105, retrospective rationality 391 106, 314, 315, 337, 341, 357, 386, ‘reverse psychology’ techniques 395 356–8 self-enhancement 99–100 rewardingness 84, 310–11 self-focus 315–16 risky shift effect 439–40 self-fulfilling prophecy 232, 282 Rogers, Carl 155, 173 self-instructions 318 roles 26, 27, 32, 238, 239, 248, 266, self-involving statements 244 337, 341, 442–3, 448, 450, 452, self-monitoring 42, 410 455, 467 self-perception theory 381 role conflict 443 self-presentation 22, 99, 246 role confusion 443 self-prophecy 395 role-rich 239 self-regulation 10 rules 17, 26, 32, 34, 94, 129, 131, 239, self-reinforcement 193, 318 246, 248, 254–5, 278, 297, 346, self-revelation 240 412, 440, 441, 468 self-silencing 251 rumination 252 self-suppression 251 Russia 69, 87, 412 self-talk 173, 193 self-verification 100 saying is believing effect 378–9 self-validation 261 scapegoat 443 sequencing requests 381 schizophrenic 97, 110, 171 set induction: cognitive set 293–8; definition of 279; importance of 612

277–9; motivational set 291–3; SUBJECT INDEX perceptual 280–5; purposes of 279–80; social set 85–91; ‘stranger on the train’ phenomenon Sexual Assertiveness Scale 341 271 sexually transmitted disease (STD) 331, 341 stress 2, 52, 69, 90–1, 110, 122, 167, Shakespeare 49, 207, 310, 311 231, 239, 242, 250, 252–3, 259, 265, short-term memory 184–5 268, 273, 290, 320, 357, 376, 384, simplification strategies 31 387, 400, 415, 462 Simpsons, The 185 Skinner, B.F. 83, 87–8, 92–3, 112 structuring of discussions 468 small talk 286–7, 290 stuttering 245, 318 smiles 69–70, 109–10, 287–8 styles of interacting 10, 33, 85, 95, social capital 3 social cognitive theory 9 137, 143, 156–60, 169–71; 174, 178, social comparison 247, 261, 439 203, 210, 224–5, 284, 291, 321–30, social constructionist approach 337 336, 338–9, 340, 343, 348, 375–6, social developmental paradigm 337 412, 420, 325, 463–6, 468, 471, 475 social exchange theory 254 subliminal perception 182 social identity theory 444 suicide 260, 307, 340, 392, 425, 444 social loafing 445 Suriname 278 social penetration theory 243–4 Sweden 66, 288 social presence 16 synergy in groups 437 social proof 368 social situations: features of 32–3; tag questions 135, 143, 376 person-situation context 25–6 talkaholics 249 social worker 130, 142, 160, 170, 198, talking cure 260 268, 317, 402 Tanzania 75 sociality communication 286 task and relational goals 34–5 sociation 1 teacher 3, 9, 60, 73, 84, 85, 88, 89, 92, sociopetal and sociofugal seating arrangements 74 95–9, 103–9, 111, 114, 115, 119–22, Socratic technique 119, 214 126, 131–3, 145–6, 149–50, 164, speech and language therapist 86 174, 192, 204–5, 210, 213, 218, speech apprehension 231 220, 222, 224, 227, 256, 287, spin doctors 47 295–6, 298, 310, 348, 353, 441, spiral of escalating commitment 381 443 spiral of silence theory 369 telephone 15, 17, 62, 93, 94, 101, 120, Star Trek 341 184, 200, 225, 229, 273, 286, 303, status 18, 22, 23, 32, 33, 46, 49, 53, 55, 304, 382 58, 59, 63, 66, 67, 69, 72, 74, 76, 78, terrorist 301, 373, 392, 393, 419 82, 85, 104, 105, 121, 153, 169, 170, Thatcher, Mrs. 47 194, 197, 206, 233, 248, 254, 263, theory of planned behaviour 29, 395 266, 268, 274, 288, 297, 300, 304, therapeutic privilege (therapeutic 313, 320, 333, 337, 341, 346, 347, exception) 253 372, 404, 412, 413, 420, 436, 438, therapist 57, 85, 109, 168, 170–1, 253, 440, 441, 443, 446, 448, 449, 451, 256–7, 260–1, 279, 288, 306, 395 452, 456, 475 therapy 64, 84, 156, 170–1, 242, 252, STEP acronym 299 255–7, 260, 264, 310, 313, 435, 447, stereotypes 20, 27–8, 30, 40, 46, 64, 455 68, 75, 80, 202, 207, 284, 339–41, thin slices research 281 412 third-person effect 385 stigma 252, 283 three-part lists 377 storytelling 379–80 tie-signs 278 token economies 92, 107 training in interpersonal skills 4, 8, 94, 132, 141, 156, 180, 216, 310, 313–14, 319, 400, 473–4 transactional leadership 460–2 transformational leadership 460–2 613

SUBJECT INDEX VAPER acronym 79 variable-sum payoff 405 transtheoretical model of change vicarious effects of reinforcement 359–61 95–6 trouble talk 32 Vietnam 393 trust 3, 47, 75, 86, 99, 137, 165, 173, vocal-auditory channel 17 volunteerism 393–4 203, 243, 247, 254, 258, 267, 269–70, 282, 285, 318, 351, 371–2, waist-to-hip ratio 75, 283 373, 374, 383, 392, 410, 406, 411, wannabe phenomenon 368 418, 420, 424, 426–7, 430, 450, 461, warmth 40, 46, 54, 55, 57, 66, 77, 78, 465 trust-attraction theory 254 96, 109, 116, 137, 172, 186, 203, truth bias 250 263, 272, 284, 285, 339 Turkey 60, 412 Washington, President 249 Turkish immigrants in Germany Watergate scandal 446 343, 396 We-language 329, 414 turn-taking 48, 53, 60, 62 well-being 2, 3, 56, 84, 100, 167, 178, Twain, Mark 177, 333, 379 185, 282, 289, 311, 386, 426, 434, two cultures hypothesis 337 438 type A personality 71 win-lose negotiation 405, 411, 412, 430 Winston Churchill 207; 458–9 ubiquity technique 368 win-win negotiation 405–6, 411–14, uncertainty avoidance 33 430 uncertainty reduction and working memory 184–5 management 41, 84, 282, 297–8, Xerox 449 301, 444 unconscious competence 7 You-language 329 unconscious incompetence 7 uniforms 46, 76, 284–5, 366, 370 zero-acquaintance research 281 unrealistic optimism phenomenon zero-sum payoff 405 385 Zone of Possible Agreement in UK 60, 73, 107, 118, 342, 370 USA 3, 15, 118, 122, 130, 178, 211, negotiation 409 261, 263–6, 278, 285, 287, 295, 311, 343–4, 346, 434, 444, 446 614