Abstract
The main aim of this study was to investigate whether a developmental sequence can be found in spontaneous use of language when the child intends to influence other people's behaviour. Eighty-eight children (4, 6 and 8 years old) and their relatives were observed in the toy department of a big store. All subjects were unaware that an observer with a hidden tape- recorder was close to them. Children's spontaneous verbal behaviour aimed at persuading an adult relative to buy them a desired object was recorded. Significant age differences were observed. Four-year-olds mostly tried to get direct control over the adult; they did not take into account the adult's reactions. Six- year-olds also tried to get control over the adult, but they took into account the adult's objections; the exchanges were mostly competitive and the children 'bargained'. Eight-year-olds tried to overcome the potential conflict and to orient the exchange towards co-operation; children were sensitive to the adult's objections and tried to accept their hearer's point of view.
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