Assertiveness expectancies: how hard people push depends on the consequences they predict.

@article{Ames2008AssertivenessEH,
  title={Assertiveness expectancies: how hard people push depends on the consequences they predict.},
  author={Daniel R. Ames},
  journal={Journal of personality and social psychology},
  year={2008},
  volume={95 6},
  pages={1541-57}
}
The present article seeks to explain varying levels of assertiveness in interpersonal conflict and negotiations with assertiveness expectancies, idiosyncratic predictions people make about the social and instrumental consequences of assertive behavior. This account complements motivation-based models of assertiveness and competitiveness, suggesting that individuals may possess the same social values (e.g., concern for relationships) but show dramatically different assertiveness due to different… CONTINUE READING

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