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