{"id":262,"date":"2026-01-09T08:35:02","date_gmt":"2026-01-09T08:35:02","guid":{"rendered":"https:\/\/routledgelearning.com\/interpersonalcomm\/?post_type=content&#038;p=262"},"modified":"2026-08-21T09:22:53","modified_gmt":"2026-08-21T09:22:53","slug":"chapter-10","status":"publish","type":"content","link":"https:\/\/routledgelearning.com\/interpersonalcomm\/chapter-resources\/chapter-10\/","title":{"rendered":"<span>Chapter 10:<\/span> Interpersonal Influence"},"content":{"rendered":"\n<div class=\"wp-block-group has-base-color has-text-color has-background has-link-color wp-elements-7e2e38cf0fd32afb6632b9fa4c03daf6 has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\" style=\"background-color:#ce6857;padding-top:var(--wp--preset--spacing--60);padding-bottom:var(--wp--preset--spacing--60)\">\n<div class=\"wp-block-group alignwide is-layout-flow wp-block-group-is-layout-flow\"><nav style=\"--separator: &quot;\/&quot;\" class=\"wp-block-breadcrumbs\" aria-label=\"Breadcrumbs\"><ol><li><a href=\"https:\/\/routledgelearning.com\/interpersonalcomm\/\">Home<\/a><\/li><li><a href=\"https:\/\/routledgelearning.com\/interpersonalcomm\/chapter-resources\/\">Chapter Resources<\/a><\/li><li><span aria-current=\"page\"><span>Chapter 10:<\/span> Interpersonal Influence<\/span><\/li><\/ol><\/nav><\/div>\n\n\n\n<div class=\"wp-block-group alignwide is-layout-flow wp-block-group-is-layout-flow\"><h2 style=\"font-style:normal;font-weight:600\" class=\"alignwide wp-block-post-title has-large-font-size\"><span>Chapter 10:<\/span> Interpersonal Influence<\/h2>\n\n\n<p class=\"wp-block-paragraph\">Interpersonal influence involves efforts to change another person\u2019s attitudes, beliefs, or behaviors. This chapter examines the variety of goals people have when engaging in interpersonal influence. In addition, it reviews how influence messages vary in terms of explicitness, dominance, and argument, and take a variety of forms as people pursue their goals and anticipate obstacles to the other person\u2019s compliance. The chapter discusses how intimacy and power dynamics in a relationship can shape the appropriateness and effectiveness of interpersonal influence, and also the issues that emerge in high stakes influence situations, such as (de)escalating romantic relationships. This chapter highlights the value of thinking strategically, crafting effective influence messages, and balancing influence and relationship well-being.<\/p>\n<\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\" style=\"padding-top:var(--wp--preset--spacing--40);padding-bottom:var(--wp--preset--spacing--40)\">\n<div class=\"wp-block-group alignwide is-layout-flow wp-block-group-is-layout-flow\">\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-4805a82d wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:66.66%\">\n<div class=\"wp-block-group is-layout-flow wp-block-group-is-layout-flow\">\n<div class=\"wp-block-group is-nowrap is-layout-flex wp-container-core-group-is-layout-4805a82d wp-block-group-is-layout-flex\">\n<figure class=\"wp-block-image size-full is-resized has-custom-border\"><img loading=\"lazy\" decoding=\"async\" width=\"200\" height=\"200\" src=\"https:\/\/cdn.routledgelearning.com\/wp-content\/uploads\/assets\/sites\/46\/icon_HDYR.jpg\" alt=\"\" class=\"wp-image-45\" style=\"border-top-left-radius:4px;border-top-right-radius:4px;border-bottom-left-radius:4px;border-bottom-right-radius:4px;width:40px;height:auto\" srcset=\"https:\/\/cdn.routledgelearning.com\/wp-content\/uploads\/assets\/sites\/46\/icon_HDYR.jpg 200w, https:\/\/cdn.routledgelearning.com\/wp-content\/uploads\/assets\/sites\/46\/icon_HDYR-150x150.jpg 150w\" sizes=\"auto, (max-width: 200px) 100vw, 200px\" \/><\/figure>\n\n\n\n<h2 id=\"aioseo-how-do-you-rate-15\" class=\"wp-block-heading\">How Do You Rate?<\/h2>\n<\/div>\n\n\n\n<div class=\"wp-block-group has-background has-global-padding is-layout-constrained wp-container-core-group-is-layout-a788f6d8 wp-block-group-is-layout-constrained\" style=\"background-color:#faf2d4;padding-top:var(--wp--preset--spacing--50);padding-right:var(--wp--preset--spacing--50);padding-bottom:var(--wp--preset--spacing--50);padding-left:var(--wp--preset--spacing--50)\">\n<p class=\"alignwide wp-block-paragraph\"><em>Try the interactive activity below, or download the form for an accessible and printable version.<\/em><\/p>\n\n\n\n<div class=\"wp-block-buttons alignwide is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button is-style-fse-isr-plus-2025-flat-button\"><a class=\"wp-block-button__link has-black-color has-text-color has-background has-link-color wp-element-button\" href=\"https:\/\/cdn.routledgelearning.com\/wp-content\/uploads\/assets\/sites\/46\/HDYR-chapter10.zip\" style=\"background-color:#e4bca3;padding-top:0;padding-right:var(--wp--preset--spacing--30);padding-bottom:0;padding-left:var(--wp--preset--spacing--30)\">Download all <em>How Do You Rate?<\/em> assessment forms (zip 68KB)<\/a><\/div>\n<\/div>\n<\/div>\n\n\n\n<h3 id=\"aioseo-hdyr-scale-10-1-the-intensity-of-secondary-goals-13\" class=\"wp-block-heading\">HDYR Scale 10.1: The intensity of secondary goals<\/h3>\n\n\n\n<div class=\"wp-block-group has-background is-vertical is-nowrap is-layout-flex wp-container-core-group-is-layout-431b1423 wp-block-group-is-layout-flex\" style=\"background-color:#f1f5f6;margin-top:var(--wp--preset--spacing--70);margin-bottom:var(--wp--preset--spacing--70)\">\n<div class=\"wp-block-group has-base-color has-black-background-color has-text-color has-background has-link-color wp-elements-e19a3441029f99487ac4a1576adf61cc has-global-padding is-layout-constrained wp-container-core-group-is-layout-2a973b5d wp-block-group-is-layout-constrained\" style=\"margin-top:-25px;margin-bottom:-25px;padding-top:var(--wp--preset--spacing--20);padding-right:var(--wp--preset--spacing--50);padding-bottom:var(--wp--preset--spacing--20);padding-left:var(--wp--preset--spacing--50)\">\n<h3 id=\"aioseo-multiple-choice\" class=\"wp-block-heading has-extra-small-font-size\">Questionnaire<\/h3>\n<\/div>\n\n\n\n<div class=\"wp-block-group is-layout-flow wp-block-group-is-layout-flow\" style=\"margin-top:0;margin-bottom:0;padding-top:0;padding-right:var(--wp--preset--spacing--50);padding-bottom:0;padding-left:var(--wp--preset--spacing--50)\">\n<p class=\"has-background wp-block-paragraph\" style=\"background-color:#d5e3fa;margin-top:var(--wp--preset--spacing--40);margin-bottom:var(--wp--preset--spacing--40);padding-top:var(--wp--preset--spacing--40);padding-right:var(--wp--preset--spacing--40);padding-bottom:var(--wp--preset--spacing--40);padding-left:var(--wp--preset--spacing--40)\">The content for this section has not been posted yet and is coming soon.<\/p>\n<\/div>\n<\/div>\n\n\n\n<h3 id=\"aioseo-hdyr-scale-10-2-perceptions-of-influence-messages-19\" class=\"wp-block-heading\">HDYR Scale 10.2: Perceptions of Influence Messages<\/h3>\n\n\n\n<div class=\"wp-block-group has-background is-vertical is-nowrap is-layout-flex wp-container-core-group-is-layout-431b1423 wp-block-group-is-layout-flex\" style=\"background-color:#f1f5f6;margin-top:var(--wp--preset--spacing--70);margin-bottom:var(--wp--preset--spacing--70)\">\n<div class=\"wp-block-group has-base-color has-black-background-color has-text-color has-background has-link-color wp-elements-e19a3441029f99487ac4a1576adf61cc has-global-padding is-layout-constrained wp-container-core-group-is-layout-2a973b5d wp-block-group-is-layout-constrained\" style=\"margin-top:-25px;margin-bottom:-25px;padding-top:var(--wp--preset--spacing--20);padding-right:var(--wp--preset--spacing--50);padding-bottom:var(--wp--preset--spacing--20);padding-left:var(--wp--preset--spacing--50)\">\n<h3 id=\"aioseo-multiple-choice\" class=\"wp-block-heading has-extra-small-font-size\">Questionnaire<\/h3>\n<\/div>\n\n\n\n<div class=\"wp-block-group is-layout-flow wp-block-group-is-layout-flow\" style=\"margin-top:0;margin-bottom:0;padding-top:0;padding-right:var(--wp--preset--spacing--50);padding-bottom:0;padding-left:var(--wp--preset--spacing--50)\">\n<p class=\"has-background wp-block-paragraph\" style=\"background-color:#d5e3fa;margin-top:var(--wp--preset--spacing--40);margin-bottom:var(--wp--preset--spacing--40);padding-top:var(--wp--preset--spacing--40);padding-right:var(--wp--preset--spacing--40);padding-bottom:var(--wp--preset--spacing--40);padding-left:var(--wp--preset--spacing--40)\">The content for this section has not been posted yet and is coming soon.<\/p>\n<\/div>\n<\/div>\n<\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<div class=\"wp-block-group is-layout-flow wp-block-group-is-layout-flow\">\n<div class=\"wp-block-group is-nowrap is-layout-flex wp-container-core-group-is-layout-4805a82d wp-block-group-is-layout-flex\">\n<figure class=\"wp-block-image size-full is-resized has-custom-border\"><img loading=\"lazy\" decoding=\"async\" width=\"200\" height=\"200\" src=\"https:\/\/cdn.routledgelearning.com\/wp-content\/uploads\/assets\/sites\/46\/icon_CIA.jpg\" alt=\"\" class=\"wp-image-46\" style=\"border-top-left-radius:4px;border-top-right-radius:4px;border-bottom-left-radius:4px;border-bottom-right-radius:4px;width:40px;height:auto\" srcset=\"https:\/\/cdn.routledgelearning.com\/wp-content\/uploads\/assets\/sites\/46\/icon_CIA.jpg 200w, https:\/\/cdn.routledgelearning.com\/wp-content\/uploads\/assets\/sites\/46\/icon_CIA-150x150.jpg 150w\" sizes=\"auto, (max-width: 200px) 100vw, 200px\" \/><\/figure>\n\n\n\n<h2 id=\"aioseo-communication-in-action-27\" class=\"wp-block-heading\">Communication In Action<\/h2>\n<\/div>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button is-style-fse-isr-plus-2025-flat-button\"><a class=\"wp-block-button__link has-black-color has-text-color has-background has-link-color wp-element-button\" href=\"https:\/\/cdn.routledgelearning.com\/wp-content\/uploads\/assets\/sites\/46\/CIA-chapter10.zip\" style=\"background-color:#e4bca3;padding-top:0;padding-right:var(--wp--preset--spacing--30);padding-bottom:0;padding-left:var(--wp--preset--spacing--30)\">Download all <em>Communication in Action<\/em> forms (zip 46KB)<\/a><\/div>\n<\/div>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"https:\/\/cdn.routledgelearning.com\/wp-content\/uploads\/assets\/sites\/46\/CIA-10-1.docx\" title=\"CIA-10-1\">Download CIA Form 10.1: <em>Identifying Influence Goals<\/em> (docx 29KB)<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/cdn.routledgelearning.com\/wp-content\/uploads\/assets\/sites\/46\/CIA-10-3.docx\" title=\"CIA-10-3\">Download CIA Form 10.3: <em>Inviting Upward Influence<\/em> (docx 26KB)<\/a><\/li>\n<\/ul>\n<\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<div class=\"wp-block-group is-layout-flow wp-block-group-is-layout-flow\">\n<div class=\"wp-block-group is-nowrap is-layout-flex wp-container-core-group-is-layout-4805a82d wp-block-group-is-layout-flex\">\n<figure class=\"wp-block-image size-full is-resized has-custom-border\"><img loading=\"lazy\" decoding=\"async\" width=\"200\" height=\"200\" src=\"https:\/\/cdn.routledgelearning.com\/wp-content\/uploads\/assets\/sites\/46\/icon_CWT.jpg\" alt=\"\" class=\"wp-image-47\" style=\"border-top-left-radius:4px;border-top-right-radius:4px;border-bottom-left-radius:4px;border-bottom-right-radius:4px;width:40px;height:auto\" srcset=\"https:\/\/cdn.routledgelearning.com\/wp-content\/uploads\/assets\/sites\/46\/icon_CWT.jpg 200w, https:\/\/cdn.routledgelearning.com\/wp-content\/uploads\/assets\/sites\/46\/icon_CWT-150x150.jpg 150w\" sizes=\"auto, (max-width: 200px) 100vw, 200px\" \/><\/figure>\n\n\n\n<h2 id=\"aioseo-connect-with-theory-19\" class=\"wp-block-heading\">Connect with Theory<\/h2>\n<\/div>\n\n\n\n<details class=\"wp-block-details is-layout-flow wp-block-details-is-layout-flow\"><summary><strong>Connect with Theory 10.1: Goals-plans-action Theory<\/strong><\/summary>\n<p class=\"wp-block-paragraph\"><strong>Goals-plans-action theory<\/strong> explains the process by which people produce messages to change another person\u2019s beliefs, attitudes, or actions. The theory views message production as a three-step sequence: goals, plans, and action. <em>Goals<\/em> are the outcomes that an individual is committed to achieve or maintain. The theory suggests that interpersonal interactions are goal-directed behaviors, and people consider both primary and secondary goals when attempted to influence others. <em>Primary goals<\/em> are the ones that initiate the communication process, and they are about what a person is trying to do in the interaction. For example, a person might have the primary goal of asking for help, giving advice, obtaining permission, or changing the status of a relationship. <em>Secondary goals<\/em> are the constraints or other considerations that influence how people pursue their primary goals. Secondary goals are typically concerned with relational issues, such as whether the speaker (a) projects desirable self-image (identity goals), (b) acts in a socially appropriate and competent manner (interaction goals), (c) maintains the relationship with the other person (relationship goals), (d) gains or retains personal assets (personal resource goals), or refrains from getting too emotional (arousal management goals). Once people have figured out what they are trying to accomplish, they think about and <em>plan <\/em>how to produce verbal and nonverbal behaviors, which is the second step in the theory. People may consider what strategy to use, what to say exactly, and how to deliver the message. Finally, <em>action<\/em> is the messages people actually produce to achieve a goal. The theory argues that messages can vary in terms of how transparent the intention is (e.g., \u201cI need your help with this assignment\u201d vs. \u201cI\u2019m struggling with this assignment, and I\u2019m not sure what to do\u201d), how much power they convey (e.g., \u201cDo as I say\u201d vs. \u201cIf it is not too much trouble for you, could you please do this?\u201d), and how convincing the argument is (e.g., \u201cA good night\u2019s sleep before the exam can help clear your mind\u201d vs. \u201cYou should go get some sleep before the exam\u201d). The goals-plans-action theory has been applied to investigate students\u2019 confrontation and whistle-blowing of a peer\u2019s academic misconduct to a faculty member (Henningsen et al., 2013), college students\u2019 interventions to prevent or reduce peers\u2019 misuse of prescription stimulants (Labelle &amp; Ball, 2019), and emerging adults\u2019 use of sexual scripts to delay or abstain from sexual intercourse (Coffelt, 2018), to name a few. The theory sheds light on the process through which people produce messages to persuade and influence others. &nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>References and other suggested readings: &nbsp;<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Coffelt, T. A. (2018). Sexual goals, plans, and actions: Toward a sexual script emerging adults use to delay or abstain from sexual intercourse. <em>Western Journal of Communication, 82<\/em>(4), 416\u2013438. <a href=\"https:\/\/doi.org\/10.1080\/10570314.2017.1400095\" target=\"_blank\" rel=\"noreferrer noopener\">https:\/\/doi.org\/10.1080\/10570314.2017.1400095<\/a>&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Dillard, J. P. (2015). Goals-plans-action theory of message production: Making influence messages. In D. O. Braithwaite &amp; P. Schrodt (Eds.), <em>Engaging theories in interpersonal communication: Multiple perspectives<\/em> (pp. 63\u201374). SAGE.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Dillard, J. P., Segrin, C., &amp; Harden, J. M. (1989). Primary and secondary goals in the production of interpersonal influence messages. <em>Communication Monographs, 56<\/em>(1), 19\u201338. <a href=\"https:\/\/doi.org\/10.1080\/03637758909390247\" target=\"_blank\" rel=\"noreferrer noopener\">https:\/\/doi.org\/10.1080\/03637758909390247<\/a>&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Henningsen, M. K., Valde, K. S., &amp; Denbow, J. (2013). Academic misconduct: A goals-plans-action approach to peer confrontation and whistle-blowing. <em>Communication Education, 62<\/em>(2), 148\u2013168. <a href=\"https:\/\/doi.org\/10.1080\/03634523.2012.752509\" target=\"_blank\" rel=\"noreferrer noopener\">https:\/\/doi.org\/10.1080\/03634523.2012.752509<\/a>&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Labelle, S., &amp; Ball, H. (2019). College student goals in the context of prescription stimulant misuse: An application of goals-plans-action theory. <em>Communication Quarterly, 67<\/em>(1), 76\u201399. <a href=\"https:\/\/doi.org\/10.1080\/01463373.2018.1533485\" target=\"_blank\" rel=\"noreferrer noopener\">https:\/\/doi.org\/10.1080\/01463373.2018.1533485<\/a>&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Wilson, S. R., DeBeck, D. P., Worwood, J. V., Scacco, J. M., Anderson, A., McCormick, M., &amp; Margulies, S. (2024). A goals-plans-action model analysis of messages encouraging hesitant family members in the United States to get vaccinated for COVID-19. <em>Communication Monographs, 91<\/em>(2), 193\u2013216. <a href=\"https:\/\/doi.org\/10.1080\/03637751.2023.2275632\" target=\"_blank\" rel=\"noreferrer noopener\">https:\/\/doi.org\/10.1080\/03637751.2023.2275632<\/a>&nbsp;<\/p>\n<\/details>\n<\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<div class=\"wp-block-group is-layout-flow wp-block-group-is-layout-flow\">\n<div class=\"wp-block-group is-nowrap is-layout-flex wp-container-core-group-is-layout-4805a82d wp-block-group-is-layout-flex\">\n<figure class=\"wp-block-image size-full is-resized has-custom-border\"><img loading=\"lazy\" decoding=\"async\" width=\"74\" height=\"74\" src=\"https:\/\/cdn.routledgelearning.com\/wp-content\/uploads\/assets\/sites\/46\/icon-FLASH.jpg\" alt=\"\" class=\"wp-image-409\" style=\"border-top-left-radius:4px;border-top-right-radius:4px;border-bottom-left-radius:4px;border-bottom-right-radius:4px;width:40px;height:auto\"\/><\/figure>\n\n\n\n<h2 id=\"aioseo-flashcards-21\" class=\"wp-block-heading\">Flashcards<\/h2>\n<\/div>\n\n\n\n<!-- Swiper -->\n<div class=\"swiper mySwiper\">\n    <div class=\"swiper-wrapper\">\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Argument<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>The degree to which reasons are given for complying with a request.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Campaign-induced interpersonal communication<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>Conversations people have about public service messages that are intended to change attitudes and behaviors.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Coercive Power<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>The ability to use threats and punishment to gain compliance.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Compliance-seeking Messages<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>Utterances that are designed to get a person to agree with a request.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Dominance<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>The extent to which a speaker expresses power through the form and content of an influence message.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Expert Power<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>The extent to which individuals have information, knowledge, and expertise on a given topic. <\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Explicitness <\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>The degree to which a message clearly reveals the speaker\u2019s intentions.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Face<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>The public image of ourselves that we put out into the world.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Face-threatening Act<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>A request for compliance that violates one\u2019s positive or negative face.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Goal Strain<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>The existence of two or more goals for interpersonal influence that are incompatible with each other.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Goals<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>End-states or outcomes that a person seeks to achieve or maintain.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>High Stakes Episodes<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>Interpersonal influence interactions that involve a lot of secondary goals.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Interpersonal influence<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>The use of communication to change another person&#8217;s beliefs, attitudes, or actions.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Interpersonal influence goals<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>Desired end-states or outcomes that can only be achieved if another person engages in cooperative activity.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Legitimate Power<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>The degree of power gained by one\u2019s position or title. <\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Negative Face <\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>The desire to be autonomous and unconstrained.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Modal expressions<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>Statements that soften or qualify commitment to an assertion.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Positive Face<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>The desire to be well-liked and admired by others.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Primary goal<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>The influence goal that motivates the interaction.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Referent Power<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>The extent to which individuals are well-liked and admired.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Reward Power<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>The ability to use incentives to gain compliance.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Secondary goals<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>Considerations other than the primary goal that arise during interpersonal influence interactions and shape communication strategies.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <!-- Swiper Slide -->\n        <div class=\"swiper-slide\">\n          <!-- Flashcard -->\n           <button class=\"flip-card\" role=\"button\" tabindex=\"0\">\n            <div class=\"flip-card-inner\">\n              <div class=\"flip-card-front\"><p><p>Upward Influence<\/p>\n<\/p><\/div>\n              <div class=\"flip-card-back\"><p>Seeking compliance from a communication partner who has more power.<\/p>\n<\/div>\n            <\/div>\n          <\/button>\n        <\/div>\n\n        \n        <div id=\"flashcard-instruction\" class=\"sr-only\">Press Enter or Space to flip the card<\/div><div id=\"flip-announcement\" class=\"sr-only\" role=\"status\" aria-live=\"polite\"><\/div>\n\n    <\/div>\n\n    <div class=\"swiper-button-next\"><\/div>\n    <div class=\"swiper-button-prev\"><\/div>\n    <div class=\"swiper-pagination\"><\/div>\n    \n<\/div>\n<div role=\"region\" aria-live=\"polite\" id=\"announcement\" class=\"visually-hidden\"><\/div>\n\n<script>\n\nvar swiper = new Swiper(\".mySwiper\", {\n    pagination: {\n    el: \".swiper-pagination\",\n    type: \"fraction\",\n    },\n    navigation: {\n    nextEl: \".swiper-button-next\",\n    prevEl: \".swiper-button-prev\",\n    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flipCard.classList.contains('flipped');\n        \n        if (isFlipped) {\n          announcement.textContent = `${backContent} is now visible.`;\n        } else {\n          announcement.textContent = `${frontContent} is now visible.`;\n        }\n      }\n    });\n\n    flipCard.addEventListener('focus', () => {\n      const frontContent = flipCard.getAttribute('data-front');\n      announcement.textContent = `Card: ${frontContent}  Press Space or Enter to flip`;\n    });\n\n    flipCard.addEventListener('blur', () => {\n      announcement.textContent = '';\n    });\n  });\n<\/script><\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:33.33%\">\n<div class=\"wp-block-group is-nowrap is-layout-flex wp-container-core-group-is-layout-4805a82d wp-block-group-is-layout-flex wp-container-1 is-position-sticky\">\n<nav class=\"wp-block-table-of-contents\"><ol><li><a class=\"wp-block-table-of-contents__entry\" 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another person\u2019s attitudes, beliefs, or behaviors. This chapter examines the variety of goals people have when engaging in interpersonal influence. In addition, it reviews how influence messages vary in terms of explicitness, dominance, and argument, and take a variety of forms as people pursue their goals and anticipate obstacles&hellip;<\/p>\n","protected":false},"featured_media":0,"parent":88,"menu_order":0,"template":"","meta":{"_acf_changed":false,"footnotes":""},"class_list":["post-262","content","type-content","status-publish","hentry"],"acf":[],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO Pro 5.0.0.1 - aioseo.com -->\n\t<meta name=\"description\" content=\"Interpersonal influence involves efforts to change another person\u2019s attitudes, beliefs, or behaviors. This chapter examines the variety of goals people have when engaging in interpersonal influence. 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