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CMS 322K Final
theories of persuasion university of texas final
4
Communication
Undergraduate 2
05/12/2011
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Term
SHERIPP
 Definition
specific episodes
hypothetical episodes
ensembles
role model
instructions
previous plans
Term
LIDRAS
 Definition
log rolling
impression management
distributive bargaining
reactivity
argumentation
setting limits
Term
3 types of goals
 Definition
identity
relational
instrumental
Term
plans vs. planning
 Definition
PLANS--knowledge structures needed for effective communication
PLANNING- the process of creating plans
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