Weapons of Influence

favor bank

- be polite and memorable -don't minimize good deeds

6 weapons of influence

1- reciprocity 2- commitment and consistency 3- social proof 4-authority 5-liking 6-scarcity

Donnation Study has 2 conditions:

1-how are you feeling? - FINE 2-standard solicitation approach instead of asking how were they doing

Reciprocity

I give something to you, or help you on any way, then you are obligated to return the favor

werther effect

an increased suicide rate linked to media coverage of suicide or which occurs in a person's inspired by reading about a successful suicide

hand-on-hand rhetoric

art and science of rhetoric/persuasion has entered nearly every aspect of life: politics, religion, online, sports.

cocession

gives another party feeling of responsability for the outcomeand great satisfaction with resolution.

Reciprocity Negotiation

if someone makes a concession, we are obligated to respond with a concession

commitment and consistency

if you bet on a hores or team, you will be more confident about your chances of winning, -consistent with what we have already done

salting the plate

if you start a collection bowl, never start epmty

authority

instructed to do by authority, adults will do it tittles, doctors, clothes, trapping of status

social prood

laugh tracks make shows funnier

sherif and asch confirmation study

line study. 75% of participants gave obviously wrong answeres`

deindividuation

occurs when people lose their sense of self

scarcity

opportunities seem more valuvle to us when their availability is limited. We want it more when there is competition

romeo and juliet effect

persue love when parents are against it

cognitive dissonance

phychological inconsistancy. Reduce inconsistency

Liking

rhetoric/persuassion is all about relationship. ex. Joe Girard- worlds greates salesman

group think

when its more important to be liked than to be right

Date Carnegie

wrote how to win friends and influence people.

Robert Cialdini

wrote: The phychology of Persuassion sumerizes the research on persuassion and creates 6 weapons