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Information Manipulation Theory

Explanations > Theories > Information Manipulation Theory

Description | Example | So What? | See also | References

Description

In order to persuade or deceive, a person deliberately breaks one of the four conversational maxims:

Quantity: Information given will be full (as per expected by the listener) and without omission.
Quality: information given will be truthful and correct.
Relation: information will be relevant to the subject matter of the conversation in hand.
Manner: things will be presented in a way that enables others to understand and with aligned non-verbal language.

Example

A student is late handing in an essay. They approach the lecture trembling and weeping, saying how they have just been dumped by their long-term partner and forgot to hand in the essay (they had done it in time, honestly!).

So what?

Using it

Persuade by omitting information, telling untruths, going off the subject and confusing the other person. Use excuses. Be economical with the truth. Woffle.

Defending

Question what you are told, especially you find yourself changing your mind as a result. Probe for detail. Seek corroborating evidence. Watch the body language.

See also

Persuasion, Non-Verbal Behavior, Theories about trust, Expectancy Violations Theory

References

Dawson and Brashers (1996), McCornack, Levine, Solowczuk, Torres and Campbell (1992)

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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

Please help and share:

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

– About
– Guest Articles
– Blog!
– Books
– Changes
– Contact
– Guestbook
– Quotes
– Students
– Webmasters

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed