| Assertiveness expectancies: how hard people push depends on the consequences they predict. | |
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MedLine Citation:
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PMID: 19025301 Owner: NLM Status: MEDLINE |
Abstract/OtherAbstract:
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The present article seeks to explain varying levels of assertiveness in interpersonal conflict and negotiations with assertiveness expectancies, idiosyncratic predictions people make about the social and instrumental consequences of assertive behavior. This account complements motivation-based models of assertiveness and competitiveness, suggesting that individuals may possess the same social values (e.g., concern for relationships) but show dramatically different assertiveness due to different assumptions about behavioral consequences. Results clarify the form of assertiveness expectancies, namely that most people assume increasing assertiveness can yield positive social and instrumental benefits up to a point, beyond which benefits decline. However, people vary in how assertive this perceived optimal point is. These individual differences in expectancies are linked in 4 studies to assertiveness, including self-reported assertiveness, rated behavioral preferences in assorted interpersonal conflict scenarios, partner ratings of participants' behavior in a face-to-face dyadic negotiation, and work colleague ratings of participants' assertiveness in the workplace. In each case, the link between expectancies and behavior remained after controlling for values. The results suggest a place for expectancies alongside values in psychological models of interpersonal assertiveness. |
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Authors:
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Daniel R Ames |
Publication Detail:
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Type: Journal Article |
Journal Detail:
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Title: Journal of personality and social psychology Volume: 95 ISSN: 0022-3514 ISO Abbreviation: J Pers Soc Psychol Publication Date: 2008 Dec |
Date Detail:
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Created Date: 2008-11-25 Completed Date: 2009-01-28 Revised Date: 2009-11-11 |
Medline Journal Info:
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Nlm Unique ID: 0014171 Medline TA: J Pers Soc Psychol Country: United States |
Other Details:
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Languages: eng Pagination: 1541-57 Citation Subset: IM |
Affiliation:
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Columbia University, New York, NY 10027, USA. da358@columbia.edu |
Export Citation:
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| MeSH Terms | |
Descriptor/Qualifier:
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Adult Assertiveness* Competitive Behavior Conflict (Psychology) Female Forecasting Humans Interpersonal Relations* Male Social Behavior* |
From MEDLINE®/PubMed®, a database of the U.S. National Library of Medicine
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