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Unformatted text preview: Discussion for Week 6 by Ross Avilla (PSC 245) In reading about the many different sales techniques one could employ listed in Cialdini and Goldsteins paper, I couldnt help but think that anything that increases confusion could help one to elicit compliance. For example, when faced with selling a car, which is the better technique? Do you first try to make a large, unacceptable offer and then back off and make an offer that looks, comparatively, much better. This door-in-the-face technique should work through processes of reciprocity, guilt and by simply getting the person involved in a back-and-forth dialogue. On the other hand, maybe its better to employ a low-ball technique, first making an offer that people can hardly refuse and then subtly begin to make the deal harder and harder for them. This foot- in-the-door technique should also work through processes of self-consistency, anchor and adjustment and maybe even by making them like you by giving them that great first offer (also...
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This note was uploaded on 04/17/2008 for the course PSC 245 taught by Professor Joel during the Winter '07 term at UC Davis.
- Winter '07