THE PSYCHOLOGY OF COMMUNICATION
-.1-4+% /5)%-1%)*+%9:-E#:$%9:/'+112% 15996+E+.)+4%&$%)*+% 1+'/.4#:$%9:/'+11%
/0%&+-.,%'/.4-)-/.+4%0:/E%)*+%/5)1-4+%-.C%%H*+%J!K%76#.,5#,+%#'L5-1-)-/.%
4+@-'+>%6+#41%&5)%-)%.++41%)*+%J!MM%76#.,5#,+%#'L5-1-)-/.%1599/:)%1$1)+E>C%%
H*512% #1% )+#'*+:12% "+% E51)% :+19+')% )*+% 0#')% )*#)% )*+% 1)54+.)% -1% ,:/"-.,%
0:/E%)*+% -.1-4+%/5)%#.4%4/@+)#-6% /5:%/5)1-4+<-.%-.1):5')-/.%)/% )*#)%9:-E#:$%
9:/'+11C% % N+.'+% )*+% )-)6+% /0% E$% 0/:)*'/E-.,% &//(% <% !"#$%$&' !()*+%$&'
,$-%.(/0"1%OP!QK3RBQ%?SSTUC
H*+% )*-:4% 9:/9/1-)-/.% /0% -.)+:#')-/.-1E% -1% )*#)% )*+:+% -1% #% )*-:4%
0#')/:% &+$/.4% ,+.+)-'1%#.4% +.@-:/.E+.)% "*-'*% 4+)+:E-.+1%*5E#.% &+<
*#@-/:%<%.#E+6$% '*/-'+C% %H*-1%-1%05:)*+:% 5.4+:6-.+4%-.% 8*#9)+:%V%7W:/E%
!.-E#6%)/%N5E#.>%#.4%8*#9)+:% X%7W:/E%8*-64%)/%!456)>C%%=*$6/,+.+)-'%
!"##$%&'()*$##############################################################+!,
!"#$%"&%'("(&)*$#(+(,%-.("&$!/($0%&1$&1($2&%/3$%4$-/%'/(22)+($(.!"*)5
-!&)%"$ 4/%.$ &1($ &3/!""3$ %4$ '("(&)*2$