e TENTH EDITION

UnderstandingHuman Communication

Ronald B. AdlerSanta Barbara City College

George RodmanBrooklyn College, City University of New York

New York Oxford

OXFORD UNIVERSITY PRESS2009

e BRIEF CONTENTS

Preface xiiiAbout the Authors xxi

PART ONE ELEMENTS OF COMMUNICATIONCHAPTER 1 Human Communication: What and Why 1CHAPTER 2 The Self, Perception, and Communication 31CHAPTER 3 Language 67CHAPTER 4 Listening 101CHAPTER 5 Nonverbal Communication 133

PART TWO INTERPERSONAL COMMUNICATIONCHAPTER 6 Understanding Interpersonal Relationships 163CHAPTER 7 Improving Interpersonal Relationships 201

PART THREE COMMUNICATION IN GROUPSCHAPTER 8 The Nature of Groups 229CHAPTER 9 Solving Problems in Groups 259

PART FOUR PUBLIC COMMUNICATIONCHAPTER 10 Choosing and Developing a Topic 287CHAPTER 11 Organization and Support 309CHAPTER 12 Presenting Your Message 335CHAPTER 13 Informative Speaking 357CHAPTER 14 Persuasive Speaking 377

APPENDIXInterviewing A-1

Notes N-1Glossary G-1Credits C-1Index 1-1

Preface XIII

About the Authors xxi

e CONTENTS

PART ONE ELEMENTS OF COMMUNICATION

CHAPTER 1 Human Communication: What and Why

COMMUNICATION DEFINED 2Communication Is a Process 2Communication Is Symbolic 3

TYPES OF COMMUNICATION 4Intrapersonal Communication 4Dyadidlnterpersonal Communication 5Small Group Communication 5Public Communication 5MassCommunicaton 6

FUNCTIONS OF COMMUNICATION 6PhysicalNeeds 6Identity Needs 7Social Needs 8PracticalNeeds 8

MODELING COMMUNICATION 9A Linear Model 9A TransactionalModel 10

COMMUNICATION COMPETENCE:WHAT MAKES AN EFFECTIVE COMMUNICATOR? 13

Communication Competence Defined 13

Characteristicsof Competent Communicators 15Intercultural Communication Competence 17Competence in Mediated Communication 20

CLARIFYING MISCONCEPTIONSABOUT COMMUNICATION 23

Communication Does Not Always Require CompleteUnderstanding 23

Communication Will Not SolveAll Problems 24Communication Isn't Always a Good Thing 24Meanings Restin People, Not Words 25Communication Is Not Simple 25More Communication Isn't Always Better 26

SUMMARY 27

KEY TERMS 27

ACTIVITIES 27

FOR FURTHER EXPLORATION 29

CHAPTER 2 The Self, Perception, and Communication 31

COMMUNICATION AND THE SELF 32Self-Concept Defined 32Communication and Development of the Self 33Culture and the Self-Concept 35The Self-Concept and Communication with Others 37The Self-Fulfilling Prophecy 38

PERCEIVING OTHERS 41Steps in the Perception Process 41Narratives and Perception 43Common PerceptualTendencies 44Perception and Culture 48Empathy and Perception 50

COMMUNICATION AND IDENTITY MANAGEMENT 54Public and Private Selves 54Characteristics of Identity Management 55Why Manage Identities? 59How Do We Manage Identities? 59Indentity Management and Honesty 61

CHAPTER 3 Language 67

CONTENTS vii

SUMMARY 63KEY TERMS 63

ACTIVITIES 63FOR FURTHER EXPLORATION 65

THE NATURE OF LANGUAGE 68Language Is Symbolic 68Meanings Are in People, Not Words 69Language Is Rule Governed 70

THE POWER OF LANGUAGE 72Language Shapes Attitudes 72Language Reflects Attitudes 76

TROUBLESOME LANGUAGE 79The Language of Misunderstandings 79Disruptive Language 84Evasive Language 86

GENDER AND LANGUAGE 88Content 88

CHAPTER 4 Listening 101

Reasons for Communicating 89Conversational Style 90Nongender Variables 91

CULTURE AND LANGUAGE 92Verbal Communication Styles 92Language and Worldview 96

SUMMARY 98

KEY TERMS 98

ACTIVITIES 99

FOR FURTHER EXPLORATION 99

MISCONCEPTIONS ABOUT LISTENING 102Listening and Hearing Are Not the Same Thing 103Listening Is Not a Natural Process 104All Listeners Do Not Receive the Same Message 104

OVERCOMING CHALLENGES TO EFFECTIVELISTENING 104

Mindful Listening Requires Effort 105Faulty Listening Behaviors 105Reasons for Poor Listening 107

PERSONAL LISTENING STYLES 111Content-Oriented 111People-Oriented 111Action-Oriented 111Time-Oriented 112

INFORMATIONAL LISTENING 112Don't Argue or Judge Prematurely 113Separate the Message from the Speaker 113Be Opportunistic 114

Look for Key Ideas 114Ask Questions 115Paraphrase 115Take Notes 117

CRITICAL LISTENING 118Listen for Information Before Evaluating 119Evaluate the Speaker's Credibility 119Examine the Speaker's Evidence and Reasoning 119Examine Emotional Appeals 120

LISTENING AS SOCIAL SUPPORT 120Types of Supportive Responses 121When and How to Help? 128

SUMMARY 129

KEY TERMS 130

ACTIVITIES 130

FOR FURTHER EXPLORATION 131

viii CONTENTS

CHAPTER 5 Nonverbal Communication 133

CHARACTERISTICS OF NONVERBALCOMMUNICATION 134

Nonverbal Behavior Has Communicative Value 135Nonverbal Communication Is Primarily Relational 135Nonverbal Communication IsAmbiguous 137Nonverbal Communication Is Different from Verbal

Communication 138Nonverbal SkillsAre Important 139

INFLUENCES ON NONVERBAL COMMUNICATION 139Culture 139Gender 141

FUNCTIONS OF NONVERBAL COMMUNICATION 142Repeating 142Substituting 143Complementing 143Accenting 144

PART TWO

Regulating 144Contradicting 144Deceiving 144

TYPES OF NONVERBAL COMMUNICATION 146Body Movement 146Voice 148Appearance 150Touch 151Space 152Environment 154Time 155

SUMMARY 156

KEY TERMS 157ACTIVITIES 157

FOR FURTHER EXPLORATION 159

INTERPERSONAL COMMUNICATION

CHAPTER 6 Understanding Interpersonal Relationships 163

WHY WE FORM RELATIONSHIPS 164Appearance 164Similarity 164Complementarity 165ReciprocalAttraction 165Competence 165Disclosure 166Proximity 166Rewards 166

CHARACTERISTICS OF INTERPERSONALCOMMUNICATION 167

What Makes Communication Interpersonal? 167Interpersonal Communication and the Internet 168Content and Relational Messages 169Metacommunication 171

COMMUNICATION OVER THE RELATIONALLIFESPAN 172A Developmental Perspective 172A Dialectical Perspective 176

INTIMACY IN INTERPERSONAL RELATIONSHIPS 180Dimensions of Intimacy 180Male and Female Intimacy Styles 181Cultural Influenceson Intimacy 182

SELF·DISCLOSURE IN INTERPERSONALRELATIONSHIPS 183

Models of Self-Disclosure 184Characteristicsof Effective Self-Disclosure 187Guidelines for Appropriate Self-Disclosure 189Alternatives to Self-Disclosure 191

SUMMARY 196

KEY TERMS 197

ACTIVITIES 197FOR FURTHER EXPLORATION 199

CONTENTS ix

CHAPTER 7 Improving Interpersonal Relationships 201

COMMUNICATION CLIMATES IN INTERPERSONALRELATIONSHIPS 202

Confirming and Disconfirming Messages 202How Communication Climates Develop 205Creating Positive Communication Climates 206

MANAGING INTERPERSONAL CONFLICT 209The Nature of Conflict 209Styles of Expressing Conflict 210Characteristics of an Assertive Message 213

Gender and Conflict Style 215Cultural Influences on Conflict 216Methods of Conflict Resolution 217Steps in Win-Win Problem Solving 220

SUMMARY 223KEY TERMS 223

ACTIVITIES 224

FOR FURTHER EXPLORATION 225

PART THREE COMMUNICATION IN GROUPS

CHAPTER 8 The Nature of Groups 229

WHAT IS A GROUP? 230Interaction 230Interdependence 231Time 231Size 232Goals 232

GOALS OF GROUPS AND THEIR MEMBERS 233Individual Goals 233Group Goals 234

CHARACTERISTICS OF GROUPS 235Rules and Norms 235Roles 237Patterns of Interaction 242Decision-Making Methods 243

CULTURAL INFLUENCES ON GROUPCOMMUNICATION 245

Individualism Versus Collectivism 246Power Distance 247Uncertainty Avoidance 248Task Versus Social Orientation 248Short- Versus Long-Term Orientation 248

LEADERSHIP AND POWER IN GROUPS 249Power in Groups 249What Makes Leaders Effective? 251

SUMMARY 256KEY TERMS 256

ACTIVITIES 256

FOR FURTHER EXPLORATION 257

CHAPTER 9 Solving Problems in Groups 259

PROBLEM SOLVING IN GROUPS: WHEN AND WHY 260Advantages of Group Problem Solving 260When to Use Groups for Problem Solving 262

GROUP PROBLEM·SOLVING STRATEGIES ANDFORMATS 263

Problem-Solving Formats 264Computer-Mediated Groups 265

APPROACHES AND STAGES IN PROBLEM SOLVING 266A Structured Problem-Solving Approach 266Developmental Stages in Problem-Solving Groups 272

MAINTAINING POSITIVE RELATIONSHIPS 273Basic Skills 274Building Cohesiveness 274

x CONTENTS

OVERCOMING DANGERS IN GROUP DISCUSSION 277Information Underload and Overload 277Unequal Participation 278Pressureto Conform 279

SUMMARY 281

KEY TERMS 282

ACTIVITIES 282FOR FURTHER EXPLORATION 283

PART FOUR PUBLIC COMMUNICATION

CHOOSING YOUR TOPIC 288Look for a Topic Early 289

DEFINING PURPOSE 289General Purpose 289Specific Purpose 289The ThesisStatement 291

ANALYZING THE SPEAKING SITUATION 292The Listener:Audience Analysis 292The Occasion 296

GATHERING INFORMATION 298Internet Research 298

Library Research 298Interviewing 300PersonalObservation 300SurveyResearch 301

SAMPLE SPEECH 301SUMMARY 305

KEY TERMS 306ACTIVITIES 306

FOR FURTHER EXPLORATION 307

CHAPTER 10 Choosing and Developing a Topic 287

CHAPTER 11 Organization and Support 309

STRUCTURING YOUR SPEECH 310Your Working Outline 310Your Formal Outline 310Your Speaking Notes 311

PRINCIPLES OF OUTLINING 311Standard Symbols 312Standard Format 312The Ruleof Division 312The Ruleof ParallelWording 314

ORGANIZING YOUR OUTLINE INTO A LOGICALPATIERN 314

Time Patterns 314Space Patterns 315Topic Patterns 315Problem-Solution Patterns 316Cause-EffectPatterns 316

USING TRANSITIONS 317

BEGINNING AND ENDING THE SPEECH 318The Introduction 318The Conclusion 321

SUPPORTING MATERIAL 323Functions of Supporting Material 323Types of Supporting Material 324Stylesof Support: Narration and Citation 327

SAMPLE SPEECH 328SUMMARY 332

KEY TERMS 332ACTIVITIES 332

FOR FURTHER EXPLORATION 333

CHAPTER 12 Presenting Your Message 335

CONTENTS xi

DEALING WITH STAGE FRIGHT 336Facilitative and Debilitative Stage Fright 336Sources of Debilitative Stage Fright 336Overcoming Debilitative Stage Fright 338

TYPES OF DELIVERY 339Extemporaneous 339Impromptu 340Manuscript 341Memorized 342

PRACTICING THE SPEECH 342

GUIDELINES FOR DELIVERY 343Visual Aspects of Delivery 343Auditory Aspects of Delivery 345

CHAPTER 13 Informative Speaking 357

USING VISUAL AIDS 348Types of Visual Aids 348Media for the Presentation of Visual Aids 350Rules for Using Visual Aids 352

OFFERING CONSTRUCTIVE CRITICISM 353

SUMMARY 354

KEY TERMS 354

ACTIVITIES 354

FOR FURTHER EXPLORATION 355

TYPES OF INFORMATIVE SPEAKING 358By Content 358By Purpose 359

INFORMATIVE VERSUS PERSUASIVE TOPICS 359An Informative Topic Tends to Be Noncontroversial 360The Informative Speaker Does Not Intend to Change

Audience Attitudes 360

TECHNIQUES OF INFORMATIVE SPEAKING 360Define a Specific Informative Purpose 361Create Information Hunger 362Make It Easy to Listen 363

CHAPTER 14 Persuasive Speaking 377

Emphasize Important Points 363Use a Clear Organization and Structure 364Use Supporting Material Effectively 365Use Clear, Simple Language 366Generate Audience Involvement 366

SAMPLE SPEECH 369

SUMMARY 374

KEY TERMS 374

ACTIVITIES 374

FOR FURTHER EXPLORATION 375

CHARACTERISTICS OF PERSUASION 378Persuasion Is Not Coercive 378Persuasion Is Usually Incremental 378Persuasion Is Interactive 379Persuasion Can Be Ethical 380

CATEGORIZING TYPES OF PERSUASION 381By Types of Proposition 381By Desired Outcome 383By Directness of Approach 384

CREATING THE PERSUASIVE MESSAGE 385Set a Clear, Persuasive Purpose 385Structure the Message Carefully 387Use Solid Evidence 389Avoid Fallacies 391

ADAPTING TO THE AUDIENCE 392Establish Common Ground 393Organize According to the Expected Response 393Neutralize Potential Hostility 393

xii CONTENTS

BUILDING CREDIBILITY AS A SPEAKER 395Competence 395Character 395Charisma 396

SAMPLE SPEECH 396

SUMMARY 401

KEY TERMS 401ACTIVITIES 401

FOR FURTHER EXPLORATION 403

APPENDIX INTERVIEWING A-1

THE NATURE OF INTERVIEWING A-2Interviewing Defined A-2How Interviewing Differs from Conversation A-3

PLANNING THE INTERVIEW A-3The Interviewer's Role A-3The Interviewee'sRole A-9

CONDUCTING THE INTERVIEW A-10Stagesof an Interview A-10The Interviewer'sResponsibilities A-11The Interviewee'sResponsibilities A-12

THE SELECTION INTERVIEW A-13Employment Strategies A-13Tips for the Interviewee A-14Interviewing and the Law A-20

THE INFORMATION·GATHERING INTERVIEW A-22Preparefor the Interview A-22Choose the Right Interviewee A-22Informational Interviewing Tips A-22

OTHER INTERVIEW TYPES A-23The PersuasiveInterview A-23The Counseling Interview A-25The Survey Interview A-25

SUMMARY A-26

KEY TERMS A-26

Notes N-1

Glossary G-1

Credits C-1Index 1-1