This research extends recent efforts to differentiate communication in crisis negotiations (Taylor, 2002) by examining how negotiators' behavior differs across context. Data were 108 interaction episodes transcribed from 12 simulated crisis negotiations and coded at the level of thought units across 41 behavioral variables. Results of a smallest…

Discusses the effects of deliberate vagueness on source credibility, agreement and perceived vagueness. See CS 703 560 for availability. (MH)

Proposes and tests a model of the relationship between beliefs and behavioral intentions based on a mathematical probability theory. (MH)

Reports on four tests of Charles R. Berger's role enactment model of persuasion, which is addressed to generalizing counterattitudinal communication to social situations when persons find themselves encoding belief-discrepant messages. (JMF)

Investigates the self-perception theory account of the foot-in-the-door (FITD) phenomenon, a sequential-request technique using a small first request followed by a larger, target request. Finds that a self-inference explanation is viable, but that a strict self-perception account fails because neither request size nor execution correspond to…

Examines the persuasive message behaviors of truthful and deceptive communicators. Finds significant differences in the types of persuasive messages generated: truthful persuaders compose messages involving positive and negative sanctions; deceptive persuaders compose messages based on rationale or explanation. (KEH)