Basic Theory and Technique of Communication: Changing Attitude and Behavior Through Verbal Communication



Imagine enjoying a meal with a few friends and you want to sprinkle a little salt on your salad. You notice the salt shaker is on the other side of your friend sitting next to you and just out of reach. What would you do in this situation? You probably would not say: “If you pass me the salt, I will give you 10 yen. So please pass it to me,” or “If you don’t pass me the salt, please pay me 10 yen. So please pass it to me,” as it sounds very rude.


Cooperative Behavior Implementation Intention Advice Method Cognitive Dissonance Social Dilemma 
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Copyright information

© Springer Japan 2017

Authors and Affiliations

  1. 1.Department of Urban ManagementKyoto UniversityKyotoJapan

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