The psychology of tactical communication.

Part 1 Social influence: tactical social action - towards some strategies for theory childrens' and adults' comprehension of narratives about persuasion the nature and substance of goals in tactical communication self-monitoring, gender and compliance-gaining goals persuasive arguments and group influence - research evidence and strategic implications the hidden costs of persistence. Part 2 Presenting and defending the self: strategic self-presentation - an overview, - the indirect route reality negotiation and excuse-making - President Reagan's March 4, 1987 Iran Arms speech and other literature severity of reproach and defensiveness of accounts account-giving and the attribution of responsibility - impressions of traffic offenders explaining events or explaining oneself? accounting - societal implications. Part 3 Conclusion: self-presentation and social influence - an interactionist perspective.