Alphabetical Glossary

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jigsaw classroom
a classroom setting designed to reduce prejudice and raise the self-esteem of children by placing them in small, desegregated groups and making each child dependent on the other children in his or her group to learn the course material and do well in the class

judgmental heuristics
mental shortcuts people use to make judgments quickly and efficiently

justification of effort
the tendency for individuals to increase their liking for something they have worked hard to attain

kin selection
the idea that behaviors that help a genetic relative are favored by natural selection

learned helplessness
the state of pessimism that results from explaining a negative event as due to stable, internal, and global factors; learned helplessness causes depression, reduced effort, and difficulty in learning new material

locus
information that indicates whether the cause of the success (or failure) is internal or external

looking-glass self
the idea that we see ourselves through the eyes of other people and incorporate their views into our self-concept

love styles
the basic theories people have about love that guide their behavior in relationships; six styles have been identified: Eros, ludus, storge, pragma, mania, and agape

lowballing
an unscrupulous strategy whereby a salesperson induces a customer to agree to purchase a product at a very low cost, subsequently claims it was an error, and then raises the price; frequently the customer will agree to make the purchase at the inflated price