The use of influence strategies by dating couples in a conflict-negotiation situation

Abstract

This study examined the use of three global influence hics. strategies used by dating couples: compliance, internalization, and identification. Raters assessed the use of all three strategies by couples who were videotaped while discussing a problem in their relationship. Men were more likely to use internalization tactics than women, whereas women were more likely to use compliance tactics than men. Both women and men used both internalization and identification strategies more if they were discussing a problem that they identified in their partners' behavior than problems their partners experienced with them. Women used all three strategies less if they were less subjectively close to their partner and were the source of the problem discussed. Couples either compromised on the problem or widened the gap between their positions. Furthermore, only the males' use of an identification strategy was reliably associated with influence. Results were interpreted based on modifications to Kelman's original typology of social influence.