Cialdini's Influence
We want to do things for others if they are pleasant to be around.
What is the principle of liking?
The way a person dresses, talks, and acts.
Term from biology: contextual features that elicit heuristics.
What is a "trigger feature" eliciting a "fixed-action pattern"?
When people make offers in negotiation based on goals, opening offers, or prior offers; the new offers do not move much, so they tap into this heuristic.
What is 'Anchoring"?
Realtors hope to take advantage of this effect when they list two properties for similar prices; one is a dump and the other is nice.
What are "contrast effects"?
When two beliefs don't match OR when an attitude doesn't match an action.
What is Cognitive Dissonance?
Whatever we concentrate on increases in significance.
What is "Attention = Importance?"
Says if everyone is doing it, then it must be the right thing to do.
What is "Social Proof" (consensus)?
The information is vivid and readily retrievable from memory. So it taps into this heuristic.
What is "Availability" heuristic?
Assuming "my loss is your gain"
What is the "mythical fixed pie"?
When a person does something for us and we feel we must do something similar in return.
What is the Norm of Reciprocity (Exchange)?
Visual associations that link ideas with a brand to increase desire (e.g., happy kids playing with a new toy)
What are "Connections?"
When done publicly, leads to actions consistent with the position (e.g., goal setting)
What is "Commitment?"
The union found four contracts with this clause; "so it is common"; this tapped into this heuristic.
What is the "Representativeness" heuristic?
Caused by illusions of superiority, optimism, & control.
What is overconfidence?
This principle says "We want what we can't have"; when things are less available, they become more desirable.
What is "Scarcity?"
Language that associates the proposal with 'belonging', 'family', 'shared identity', or other type of close group.
What is "Unity?"
One of the two routes of persuasion.
What is "Central Route?" What is "Peripheral Route?"
When people increase the resources they devote to an issue (instead of cutting their losses); "throwing good $ after bad."
What is the "Escalation of commitment to a (failing) course of action"?
I see events as they are. If others have same info, they'll agree with me. If not it is bcs they are lazy or biased.
What is "Naive Realism"?
Persuasion approach: compliance with small requests leads to compliance with larger requests.
What is the "Foot in the Door" technique?
Mentioning "you" in the proposal, rather than others (e.g., "most people")
What is "One way to HOLD another person's attention?"
Asking for a lot, then asking for much less. A technique for gaining compliance with the smaller request.
What is "Door in the Face?" or "Rejection, then Retreat?" or "Want it all gambit" or "Kitchen Sink approach"?
When two people can look at the same issue and come to opposite conclusions based on their own biases (e.g., a referee made a good or bad call, depending on which fans judged the call).
What is "Divergent Construal"?
One way (of 3) to keep from falling victim to the norm of reciprocity when a person offers a concession.
What are: 1. reject the initial offer; 2. accept it, but keep your guard up; 3. use the Vise technique.