THE PSYCHOLOGY OF COMMUNICATION
'=$%'+/%)+$%'.%5'+()&%'+(%.5'"+%,"&%.)%8$7)&$%'+/%
./6$%)0%16$7"'-"1.%;%&"9,.%1$-$7.%>%()7.)52%-'3/$52%'5."1.2%
&$57,'+.47,"$0%'+(2%/$12%$#$+%8$99'54&'+%'+(%.,"$02%5$4
9'5(-$11%)0%,"1%.'-$+.12%6$+7,'+.12%.$+($+7"$12%'8"-"."$12%
#)7'.")+12%'+(%5'7$%)0%,"1%'+7$1.)51?%;%'&%9)"+9%8$/)+(%
&/%0'7.1%'+(%;%'(&".%".2%8:.%1)%,'#$%.,$%'(#)7'.$1%)0%.,$%
7)+.5'5/%'+(%.,$/%,'#$%8$$+%()"+9%".%0)5%&'+/%.,):1'+(1%
)0%/$'51?%
9:;<$="$>?@A:<
*34567897:;B$'?CD$E!
"!!1-234%+/%0&!3,5!*/3,0'+/*3*%+,!*2-+/6!!$7!
!"#$!!%&'(%)%*!)+,)-'*!+.!'-/0+,
! !"##$%&'()&"%*)+,"-.*&/*(0#"/)*&%1(-&(20.*'"%/&3,-,3*()*)+,* 0"4).*
F
/"'&"0"5&'(0*0,1,0*"4*(%(0./&/6**7%*'"##$%&'()&"%*/)$3&,/*8*(/*&%9*/"'&"0"5.9*
,'"%"#&'/9* :"0&)&'(0*/'&,%',9* (%3*(00*)+,*")+,-*/"'&(0*/'&,%',/*8*)+,-,*&/*(%*
$%3,-0.&%5*'"%',:)*"4*)+,*:,-/"%6**;:(-)*4-"#*/"#,*1(5$,9* &%4-,<$,%)*=(%3*
:"0&)&'(00