Robert E. Sanders - Cognitive Foundations of Calculated Speech: Controlling Understandings in Conversation and Persuasion
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Cognitive Foundations of Calculated Speech: Controlling Understandings in Conversation and Persuasion
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In Cognitive Foundations of Calculated Speech, Robert E. Sanders shows that whether one communicates to get a response or to make one, the cognitive problem is the sameto calculate whether intended speech and behavior will have a desirable effect on the progress of the unfolding discourse or dialogue. The book details the knowledge base and principles for making such calculations.
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Controlling Understandings in Conversation and Persuasion
Robert E. Sanders
State University of New York Press
Page iv
Published by State University of New York Press, Albany 1987 State University of New York
No part of this book may be used or reproduced in any manner whatsoever without written permission except in the case of brief quotations embodied in critical articles and reviews.
For information, address State University of New York Press, State University Plaza, Albany, N.Y., 12246
Library of Congress Cataloging-in-Publication Data
Sanders, Robert, 1944 Cognitive foundations of calculated speech. (SUNY series in human communication processes) Includes index. 1. CommunicationPhilosophy. 2. Speech acts (Linguistics) 3. Communicative competence. 4. Conversation. 5. Persuasion (Rhetoric) I. Title. II. Series. P91.S28 1986401'.986-5869 ISBN 0-88706-350-0 ISBN 0-88706-351-9 (pbk.)
10 9 8 7 6 5 4 3 2 1
Page v
CONTENTS
Preface
vii
Glossary of Symbols
xi
Part I. Toward an Adequate Theory of Strategic Communication: Conceptual and Metatheoretical Foundations
Chapter 2 Requirements for an Adequate Theory of Strategic Communication
23
Part II. Utterance Meanings and Specific Interpretations: Controlling Understandings in Discourses and Dialogues
43
Chapter 3 Types of Utterance Meaning: Propositional Content, Implicature and Illocutionary Act
47
Chapter 4 The Relevance of Utterances: Warrants for Specific Interpretations
79
Chapter 5 Laboratory Studies of the Specific Interpretation of Utterances
101
Part III. Controlling Understandings in Different Media and in Different Cultures
127
Chapter 6 The Specific Interpretation of Nonverbal Displays in Different Media, Alone and in Combination with Utterances
129
Chapter 7 Universals of Communication Competence: On Understanding and Being Understood by Foreigners
153
Page vi
Part IV. A Theory of Strategic Communication and Its Application in Studies of Conversation and Persuasion
173
Chapter 8 The Strategic Formulation of Utterances and Nonverbals: Projecting Possible and Probable Consequences
175
Chapter 9 Orderliness, Disorder and Strategy in Ordinary Conversation
207
Chapter 10 Persuasion: Constraining Individuals and Changing Social Aggregates
229
Endword
247
References
253
Subject Index
267
Index of Proper Names
271
Page vii
PREFACE
Communication is a problem for most people, at least occasionally. The problem usually makes itself felt in particular instances as uncertainty about what to say or do, or as anxiety about the way others will react, or as surprise at the way one's utterances and nonverbal displays were understood. Sometimes the problem is consciously anticipated, and an active effort made to solve it beforehand by arraying and evaluating different options of what to communicate, and how to communicate it.
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