Influence: Science and Practice: Difference between revisions

Revision as of 08:40, 20 October 2023

Revision as of 08:41, 20 October 2023

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A variation on this theme, known as the "[[door-in-the-face technique]]", is to ask for a particularly big favor. When this is turned down, a smaller favor is asked for. This is likely to be successful because a concession on one side (the down-scaling of the favor) will be reciprocated by a concession by the other party (agreement to the smaller favor).

Reciprocation is an application of [[reciprocity (social psychology)|reciprocity]]. lund lele mera

===Commitment and consistency===