THE PSYCHOLOGY OF COMMUNICATION
&7#2)/#+#)$J7#
C''-"7#4)8"#/&*#%"32-$$-&'#(-8"#),)/#2/#4-'4"3!3")1GG;H
GD&!&1/7#5&(."3@##C'1#+#1-1'=(#4-8"#-(#),)/@##+#&'0/#(.&*4.(GGH
!"""+"1234"56642747"5"849:25;"<="5">8=3?1@1A:86"B?1"5;AC47"6?56"#;4C7D8"65@E:2A"
3C;4"31C@7"<4"5CA942647"<="?:8"B;:6:2A"3C;4F""+2"124"1G"?:8"4H4;3:848"?4":2I:647"
C8"61"B;:64"5"7:5@1AC4"B:6?"5"B:84"1@7"952F""+"3?184"61"B;:64"5"7:5@1AC4"B:6?"52"
C23@4"+"@:I47"B:6?"G1;"5"31C>@4"1G"=45;8"58"5"3?:@7F""*1"9="8C;>;:84J"+"G1C27"6?56J":2"
9=">5;6"1G"6?4"7:5@1AC4J"+"B58"B;:6:2A"3C;8:I4F""+"?572D6"B;:6642"3C;8:I4"G1;"/K"
=45;8"L"+"?57">;:2647"527"6=>47"9="B5="6?;1CA?"M:A?"N3?11@"527"C2:I4;8:6=F""+"
61@7"6?:8"861;="61"9="C23@4"12"I:8:6:2A"?:9"5G64;"?:8".KK6?"<:;6?75=F""M4"85:7"6?56"+"
?57"@45;247"61"B;:64"B?42"@:I:2A"B:6?"?:9F""O?42"+"58E47"!"#$%"&'$()($*$'+%$,-)%&$
.+-$/0$#&1-234$?4"528B4;47"5+6$-&7-&22&($)%$8&9162&$*$:&.%$#+6$;$(+'<%$#+6$='+,$
>-&6(3$"*?4";4>;488:12"?57"<442"81"4GG436:I4"6?56J"748>:64"A466:2A"5"P?F"QF":2"
P8=3?1@1A="527"6453