ABSTRACT
This chapter addresses two broad questions with respect to plan complexity. First, what antecedent conditions promote variations in the complexity with which plans are formulated? Second, what are the consequences of variations in plan complexity on communicative performance? The chapter considers evidence concerning the potentially debilitating effects of plan complexity on communicative performance. The number of constructs people employ in their thinking about others partially determines their level of cognitive complexity. The greater the number of unique constructs, the greater the cognitive differentiation or complexity. The cognitive complexity measure along with the plan and editing measures were regressed against the degree of competence manifested in the disagreement tactics employed by those involved in the interactions. A potential alternative explanation for the observed differences between the Plan Question condition and the Plan Only condition concerns the potential effects of questioning on participants’ self-confidence levels. The process of questioning participants before engaging in the persuasion task could serve to undermine their self-confidence.
