The Experience-Outcome Model of Honest Conversation: A Theory of Difficult Conversations Across Situations, People, and Time
Year: 2023
Type: preprint
Abstract: In this work, we introduce the Experience-Outcome Model of honest conversation. Our model advances three key ideas. First, a communicator’s decision to initiate a conversation is influenced by their expected experience during a conversation, in addition to the expected outcomes following the conversation. Second, these same factors influence a communicator’s decision to speak truthfully within a conversation, conditional on initiation. Third, when communicators expect the experience of a conversation to be negative but the outcomes of a conversation to be positive, this leads to self-regulatory conflict. After introducing the Experience-Outcome Model, we explain its implications for difficult conversations—conversations that are aversive because they can cause interpersonal harm. The Experience-Outcome Model explains why communicators fail to initiate difficult conversations and why they communicate dishonestly within them, even when communicators expect the conversations to lead to positive outcomes: The negative experience associated with harm aversion creates self-regulatory conflict. Drawing from the literature on self-regulation, we develop six key propositions that explain how psychological distance influences the experience of harm aversion within difficult conversations and, therefore, a communicator’s likelihood of overcoming this conflict. Our model deepens the current understanding of the psychological dynamics underlying honesty and social engagement. By applying the Experience-Outcome Model to difficult conversations, we provide insight into the psychology of self-regulation and everyday harm as well as provide practical guidance on managing, mentoring, and promoting others’ growth.
Authors: Emma Levine, Laura Wallace, Yena Kim, Sylvia Perry
Language: English
Subfield: Social Psychology
Field: Psychology
Domain: Social Sciences
Open Access status: green
Award: The Honesty Project
OpenAlex ID: W4410438301