How we change what others think, feel, believe and do

Uncertainty Reduction Theory

Explanations > Theories > Uncertainty Reduction Theory

Description |So What? | See also | References 

Description

When people interact, they will act to reduce the uncertainty about the other person, seeking ways to predict their behavior. This is particularly true when they first meet and they do not know one another.

Uncertainty can be about both what they are thinking and what they might do. Seven concepts related to uncertainty are: verbal output, nonverbal warmth, information seeking, self-disclosure, reciprocity of disclosure, similarity, and liking.

The most common way of reducing uncertainty is via information-seeking, questioning the other person, for example about their background. We start with the opening small-talk before moving on to the meat of the conversation. Other approaches are to find out indirectly about the person (e.g. by asking a friend) or to passively observe them.

So what?

Using it

When first talking with the other person, seek to help them reduce their uncertainty about you. Answer their questions. Ask if you can answer any more. Show how you are trustworthy.

See also

Social Exchange Theory

References

Berger and Calabrese (1975), Berger (1979), Berger and Gudykunst (1991)

|wt|