Social Influence Processes and Decision-making

Abstract

People orient themselves towards situations and situations are rule-governed (Harré, 1979). In order to negotiate situations successfully, people need to learn what is the appropriate behaviour in that situa­tion; what is required of them, and so on. Successful negotiation of situations adds to people’s abilities and social skills Indeed, if carried out with style and grace the experience may also add to their reputa­tions (Branthwaite, 1983). Therefore, what people are about in con­ducting their daily lives is learning the rules and on occasion perhaps creating new rules in order to establish and handle new situations. Once established the rules become the very fabric of social situations, that is, of our society.